Mid-Market Territory Manager
Mid-Market Territory Manager
Posted on :
07-04-2025
Employer Active
1 Vacancy
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Monthly Salary
Not Disclosed
Salary Not Disclosed
Vacancy
1 Vacancy
Posted on :
07-04-2025
Job Description
Who is Sonar
Sonar helps prevent code quality and code security issues from reaching production amplifies developers productivity in concert with AI assistants and improves the developer experience with streamlined workflows. Sonar analyzes all code regardless of who writes it your internal team genAI or third parties resulting in more secure reliable and maintainable applications. Rooted in the open source community Sonars solutions support over 30 programming languages frameworks and infrastructure technologies. Today Sonar is used by 7M developers and 400K organizations worldwide including the DoD Microsoft NASA MasterCard Siemens and TMobile.
We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed and obsessed with the company users each other and our opensource community. We have high standards and hold each other accountable for acting with positivity dedication thoughtfulness empathy and passion daily.
We remain deliberate with our decisions with high clarity of intention. At the same time we feel extreme urgency and move forward quickly.
And lastly we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.
At Sonar CODE is more than just an acronym; its a mindset that defines daily operations.
Why You Should Apply:
At Sonar were a group of brilliant motivated and driven professionals working hard to help supercharge developers to build better faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they dont. Our solutions dont just solve symptoms of problems we help fix issues at the source for all code whether its developerwritten AIgenerated or from third parties.
We have a dynamic culture with employees worldwide and hub offices in the USA Switzerland the UK Singapore and Germany. Team members should be able to come to work every day work on a product they are proud of love what they do and feel energized by their peers. With our roots deep in the open source community were all about the mission: supercharge developers to build better faster.
The impact you will have
Use your problem solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400000 organizations. Utilize your proven sales skills to highlight product value drive adoptions and significantly expand our customer base.
Engage with developers decisionmakers 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. This is your chance to drive sales success and impact our upward trajectory!
What you will do daily
- Employ value based selling to generate new leads and opportunities within an assigned set of MidMarket 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 SDRs to successfully multithread and maximize account penetration.
- Support marketing efforts with accountbased customerfocused 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.
The experience you will need
- Proven track record of success with 13 years of experience in a B2B sales role.
- Familiarity in supporting and selling to MidMarket 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 lover you know it and cant imagine sales without it.
- Customer centric focus we want happy customers.
- English spoken and written at a professional level.
The soft skills you will demonstrate
- 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.
- Selfdriven and proactive attitude.
Nice to have
- Experience in a B2B sales role in a SaaS or subscription model.
- Experience selling a software development tool to the development side of IT (technical product to a technical buyer).
- Experience with selling and closing deals internationally.
Why you will love it here
- Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!.
- Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains.
- We have a flexible work policy that includes a workfromhome day each week.
- We have a growth mindset. We love learning and believe continuous education is critical to our success. In an everchanging industry new skills are necessary and were happy to help our team acquire them.
- As the leader in our field our products and services are as strong as our internal team members.
- We embrace transparency with regular meetings cascading messages and updates on the growth and success of our organization.
Benefits of working with Sonar
- Flexible comprehensive employee benefit package that is 90 paid by the company.
- We encourage usage of our robust timeoff allocations.
- We offer an exciting 401(k) plan that has a 4 match fully vested on day one of participation.
- Generous discretionary Company Growth Bonus paid annually.
- Fully paid parking in the heart of downtown Austin Texas.
- Global workforce with employees in 20 countries representing 35 unique nationalities.
- We have an annual kickoff somewhere in the world where we meet to build relationships and goals for the company.
We Value 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.
All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.
We do not currently support visa candidates in the US.
Applications that are submitted through agencies or third party recruiters will not be considered.
Required Experience:
Manager
Employment Type
Full-Time
Key Skills
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