Sales Manager - EMEA West

Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow,Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: SonarQube: The world’s leading AI code review and verification platform. SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair. SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective. Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE: Committed to our customers and community. Obsessed with quality. Deliberate in our decisions. Effective as one team. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.

- 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 Experience & Qualifications: The ideal candidate will: - Have 10+ years of selling experience, including 5+ years of sales leadership experience - Have a proven track record of meeting or exceeding sales targets, both individually and as a team leader - Bring strong coaching and people-management skills, with experience developing reps at different skill levels - Communicate, negotiate, and present with excellence - Have experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline management - Take a data-driven approach to decision-making and performance management, leveraging AI-powered insights to identify trends and optimize team outcomes. - Hold a Bachelor's degree or equivalent practical experience - Must have experience selling in a B2B SaaS or technology environment - Ideally, have experience in free to fee paying motions and upsell driven by customer realisation of value. - Be familiar with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message - Demonstrate resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settings