Sales Manager (EMEA East)

Join Sonar, a leading AI code verification and governance platform, as a Sales Manager for the EMEA East region. In this role, you will lead, coach, and grow a team of Account Executives, driving new business and expansion revenue. You will set the sales strategy, own pipeline and revenue growth, and develop your team into top performers. You will also partner closely with Marketing, Customer Success, and Sales Operations to ensure a healthy, predictable, and scalable sales motion.

Responsibilities

• 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.
• Ideally, have experience in free to fee paying motions and upsell driven by customer realisation of value

Requirements

• Bring strong coaching and people-management skills, with experience developing reps at different skill levels
• Have experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline management
• Communicate, negotiate, and present with excellence
• Have 10+ years of selling experience, including 5+ years of sales leadership experience

Hold a Bachelor's degree or equivalent practical experience

• Be familiar with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message
• Have a proven track record of meeting or exceeding sales targets, both individually and as a team leader
• Demonstrate resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settings
• Must have experience selling in a B2B SaaS or technology environment
• Take a data-driven approach to decision-making and performance management, leveraging AI-powered insights to identify trends and optimize team outcomes