Enterprise Territory Manager - Eastern Europe

Sonar enables organizations to ship agentic code with confidence. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100. Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including London.

Responsibilities

Generate new leads and opportunities within an assigned account set via upselling and cross-selling; Take ownership of your book of business, documenting buying criteria, buying process, next steps and owners, and ensuring pipeline accuracy based on evidence; Ensure minimum requirements are established, managed and maintained with customers, such as quarterly business reviews; Onboard customers throughout their entire journey with SonarSource commercial products; Develop relationships with champions within existing customer accounts; Size and quote customer software license needs; Negotiate and close upgrades to existing implementations; Interact with customers over phone, email, video conference, and on-site meetings when necessary; Support marketing efforts with account-based customer-focused marketing campaigns; Pro-actively engage in building, growing and sharing sales team best practices; Accurately capture and report all aspects of account and opportunity information within the SFDC platform; Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline

Requirements

Proven 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model; Focus on building and managing customer relationships; Experience selling a technical product to a technical buyer; Proven expertise in account planning and prospecting using various channels and tools such as Zoominfo, LinkedIn, calling and networking; Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won; Familiarity in supporting and selling to large enterprise customers and managing and negotiating enterprise deals; Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings; Proficiency in communicating with executive-level contacts and delivering value messages based on the persona (bottom/up and top/down approach); Salesforce.com proficiency; Customer-centric focus; Written and spoken English; Solid communication and listening skills, handling objections and taking feedback and coaching; Team player; Self-driven and proactive attitude

Nice to have

Experience in a B2B sales role in a SaaS or subscription model; Experience in Software Development Tooling sales or selling into the Development side of IT; Experience with selling and closing deals internationally

Benefits

Dynamic work culture that values respect and kindness; Flexible work policy including remote and in-office hybrid work (minimum three days a week in the office, Monday/Tuesday/Thursday); Growth mindset with continuous education and support to acquire new skills