sales manager in AI software

Sonar develops AI code verification and governance products that help organizations ensure software generated by AI-assisted developers and autonomous agents is reliable, secure, maintainable, and compliant. Its products include SonarQube, SonarQube Foundation Agent, SonarSweep, and Sonar Context Augmentation.

• Lead, coach, and motivate a team of Account Executives to meet or exceed quota;
• Own the team's pipeline, forecast monthly and quarterly performance, review deals, and identify risks and opportunities;
• Recruit, onboard, and train new sales talent;
• Conduct 1:1s, deal reviews, and call/demo coaching sessions;
• Partner with Sales Operations and Marketing to optimize territory planning, lead flow, and go-to-market execution;
• Analyze team performance metrics and act on insights;
• Set goals and KPIs for team members and hold the team accountable;
• Champion Sonar's CODE values and foster a positive, high-performance team culture;
• Escalate and help resolve customer or deal issues;
• Report team performance and forecasts to senior sales leadership.

• 10+ Years of selling experience, including 5+ years of sales leadership experience;
• Proven track record of meeting or exceeding sales targets individually and as a team leader;
• Strong coaching and people-management skills, including developing representatives at different skill levels;
• Excellent communication, negotiation, and presentation skills;
• Experience with sales toolkits such as Salesforce, Clari, and Tableau, plus sales forecasting and pipeline management;
• Data-driven approach to decision-making and performance management, using AI-powered insights to identify trends and optimize outcomes;
• Bachelor's degree or equivalent practical experience;
• Experience selling in a B2B SaaS or technology environment;
• Familiarity with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message;
• Resilience, adaptability, and ability to thrive in fast-paced, dynamic settings;
• Nice to have: experience in free-to-fee-paying motions and upsell driven by customer realization of value.

• Relocation support is available for the right person;
• Three anchor office days: Mondays, Tuesdays, and Thursdays;
• Employment offers are contingent on a comprehensive background check and reference verification;
• Applications submitted through agencies or third-party recruiters will not be considered.