Mid-Market Territory Manager - West Coast

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.

About the role

Use your problem solving abilities and customer focus to evangelize the AC/DC philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base. Engage with developers, decision-makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow.

Responsibilities

• Employ value based selling to generate new leads and opportunities within an assigned set of Mid-Market accounts, representing the volume of prospects and customers that make up the high velocity sales motion at Sonar.
• Build relationships with buyers and develop champions to land, and then expand our footprint across the organization by standardizing the use of Sonar.
• Size and quote software licensing needs, negotiating and closing both new customers as well as upgrades to existing implementations.
• Ensure continuous relationship management and successful renewal via proactive account management.
• Conduct activities such as calls, emails, video/in person meetings and quarterly business reviews as needed.
• Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products.
• Work in both direct and indirect sales motions, partnering with channel managers and SDR’s to successfully multi-thread and maximize account penetration.
• Support marketing efforts with account-based customer-focused marketing campaigns.
• Proactively engage in building, growing and sharing sales team best practices.
• Accurately capture and report all aspects of account and opportunity information in the CRM platform.
• Utilize Salesforce to set daily activity and accurately forecast opportunity pipeline.

Requirements

• Proven track record of success with 2+ years of experience in a B2B sales role with at least a year selling a technical software product.
• Familiarity in supporting and selling to Mid-Market customers and managing and negotiating in a volume and velocity sales motion.
• Proficiency in delivering value based messages, developing a business case and demonstrating ROI to engage and sell to different personas across the organization.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings.
• Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as ZoomInfo, LinkedIn Navigator and 6sense.
• Focus on building and managing customer relationships, with a view to maximizing customer retention.
• Experience using MEDDPICCC or other similar sales methodologies.
• Salesforce.com proficiency - you know it and can’t imagine sales without it.
• Customer centric focus - we want happy customers.
• English spoken and written at a professional level.
• Solid communication and listening skills: handling objections and taking feedback and coaching.
• Team player interested in seeing the company goals achieved alongside the team and individual goals.
• Self-driven and proactive attitude.

Schedule

In-office culture with three anchor days — Mondays, Tuesdays, and Thursdays — to create the collaboration rhythm. Candidates need to be genuinely based in the location the role is posted or willing to relocate.