What You'll Do

• 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 realization 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

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.