Sales Director - West

### **Who is Sonar?**

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. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.

### 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