About the Position

Sales Manager - EMEA East

London

GoToMarket – Sales EMEA

Full-time

On-site

About the Company

Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we ensure that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Our clients include industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company.

Responsibilities

Lead, coach, and motivate a team of Account Executives to consistently meet or exceed quota
Own the team's pipeline: forecast accurately on a monthly and quarterly basis, review deals, and identify risks and opportunities early
Recruit, onboard, and train new sales talent, building a strong bench for future growth
Conduct regular 1:1s, deal reviews, and call/demo coaching sessions to develop rep skills
Partner with Sales Operations and Marketing to optimize territory planning, lead flow, and go-to-market execution
Analyze team performance metrics (win rate, average deal size, sales cycle length, activity levels) and act on insights
Set clear goals and KPIs for each team member and hold the team accountable to them
Champion Sonar's CODE values and foster a positive, high-performance team culture
Escalate and help resolve customer or deal issues as needed
Report on team performance and forecasts to senior sales leadership

Requirements

10+ years of selling experience, with 2-3 years of sales leadership experience
Proven track record of meeting or exceeding sales targets, both individually and as a team leader
Strong coaching and people-management skills, with experience developing reps at different skill levels
Excellent communication, negotiation, and presentation skills
Experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline management
Data-driven approach to decision-making and performance management
Bachelor's degree or equivalent practical experience
Experience selling in a B2B SaaS or technology environment
Familiarity with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message
Resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settings

Nice to Have

Experience in free to fee paying motions and upsell driven by customer realization of value

We Offer

Opportunity to work at the forefront of AI software revolution
Collaborative and inclusive work environment
Comprehensive background check and reference verification
Relocation support for the right candidate

In-office Culture

We believe the best teams are built in the room together. Three anchor days - Mondays, Tuesdays, and Thursdays - create the collaboration rhythm that makes a hub office worth having. Candidates need to be genuinely based in the location the role is posted.

Diversity, Equity, and Inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at [email protected].

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Sales Manager - EMEA East

Job description