Territory Manager - Central Eastern Europe

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: provide solutions that deliver Clean Code.

Do you want to sell a great product that customers use and love? Do you want to be part of a fast-growing company and work with a fantastic team? Can you work independently and also help build a great culture? At SonarSource, we are experiencing tremendous growth and are looking to expand. Located at our headquarters in Geneva, this is an excellent opportunity to experience personal and professional growth as we scale the business. Are you ready to join?

The impact you will have:

• Utilize your proven sales skills to prospect into your territory, identify customers’ buying circle and economic buyers, highlight product value, drive adoption, and significantly expand our customer base.
• Engage with developers, decision-makers, and procurement in diverse industries and company sizes.
• Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow.
• Generate new leads and opportunities within an assigned territory, leading to closing business enabling you to exceed your revenue targets quarterly and yearly.
• Manage prospecting sales efforts to target key accounts and work with the channel partners to generate a pipeline in your territory.
• Use multi-channel strategy to engage with your prospects (Linked-In, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos.
• Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence.
• Size and quote customer software license needs.
• Interact with prospects over phone, email, video conference, and on-site meetings when necessary.
• Support marketing efforts with account-based customer-focused marketing campaigns.
• Proactively engage in building, growing, and sharing sales team best practices.
• Accurately capture and report all aspects of account and opportunity information within the SFDC platform.
• Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.

The skills you will demonstrate:

• Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
• Focus on building and managing customer relationships.
• Experience selling a technical product to a technical buyer.
• Proven expertise in territory planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, SalesLoft, LinkedIn, calling, and networking.
• Expertise in navigating and growing a pipeline in prospect accounts and taking a deal from Lead Qualification to Closed Won.
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating (> 50k USD) enterprise deals.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.
• Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach).
• Salesforce.com expertise; you know it and can’t imagine sales without it.
• Customer-Centric focus; We Want Happy Customers.
• Written and spoken English at a professional level.

The soft skills you will demonstrate:

• Strong communication and listening skills: handling objections and taking feedback and coaching.
• Team player interested in seeing the company goals achieved alongside the team and individual goals.
• Self-driven, desire to succeed, hungry and proactive attitude.

Nice to have:

• Experience in Software Development Tooling sales or experience selling into the Development side of IT.
• Experience with selling and closing deals internationally.
• Hebrew, Polish, Romanian or Hungarian language skills are desirable.

Why you will love it here:

Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness – and embraces the right to fail (and get right back up again!). We believe that the best idea wins and everyone has a voice. We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate! We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday). We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we’re happy to help our team acquire them. We prioritize Diversity, Equity, and Inclusion: At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures. We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date.

Please note that applications submitted through agencies or third-party recruiters will not be considered.