Sales Director - West

Who is Sonar? Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. 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, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.

Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.

What you will do

Own the sales strategy and revenue targets for the entire region, translating company goals into a regional plan and quota model across multiple teams

Lead and develop a regional sales organization — including front-line managers and individual contributors — driving consistent goal and quota attainment

Define, monitor, and report on regional KPIs, pipeline health, and forecast accuracy to senior leadership, while still digging into individual deal-level metrics

Stay hands-on in the field: join key deals, lead executive-level conversations, and directly coach reps through complex or strategic opportunities alongside their managers

Run regular deal reviews, pipeline inspections, and coaching sessions, reinforcing sales methodology at both the manager and rep level

Build, scale, and mentor the regional team, developing front-line leaders and growing top talent into their next roles

Partner with cross-functional leadership (Marketing, Product, Channel, RevOps) to shape regional go-to-market strategy and build repeatable processes for new business

Own regional headcount planning, hiring, and personnel management across the territory

Set the standard for onboarding, enablement, and continuous learning across the region

Champion and codify sales best practices, ensuring they scale consistently across teams

Drive disciplined use of Salesforce.com and related tooling to manage activity and deliver an accurate regional forecast

Experience and qualifications

5+ years of proven sales leadership experience, including managing managers and/or multiple teams while owning a regional number

5+ years of successful technology software B2B sales experience; ideally in a SaaS or subscription model

Demonstrated success building and scaling sales organizations, with a track record of developing front-line leaders

Strong strategic and operational planning skills — territory design, resource allocation, and forecasting at a regional level

Proven motivational, leadership, and team-building skills, with a passion for growing both reps and managers

Strong strategic selling skills — assessing problems, prioritizing sales efforts, and taking focused action; experience with Command of the Message a plus

Experience growing a region through multiple channels: customer expansion, outbound prospecting, and channel partners

Excellent written and verbal communication, executive presence, and listening skills

Experience deploying and managing through specific sales methodologies at scale

Strong experience with Salesforce.com and sales analytics tooling

In-office culture We're intentional about this. 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 — if that's not where you are today, we're happy to support relocation for the right person.

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. If you need any accommodation, please reach out to us at hiring@sonarsource.com. 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.