Sales Manager (EMEA East)

Sonar is looking for a results-driven Sales Manager to lead, coach, and grow a team of Account Executives driving new business and expansion revenue for our AI code verification and governance platform. You’ll set your team’s sales strategy, own pipeline and revenue growth, and develop reps into top performers, while partnering closely with Marketing, Customer Success, and Sales Operations to keep the sales motion healthy, predictable, and scalable.

• 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.

Benefits:

• 401K Plan: Sonar US matches up to 4% of gross salary.
• 90% healthcare premium coverage for employees, 60% for dependents.
• Life and disability insurances fully paid by Sonar.
• Sonar covers 100% of Telemedicine for FTE whom are covered by Sonar medical.
• EAP (Employee Assistance Program).
• Health Savings Accounts (HSA, FSA, DCFSA). Supplemental coverage is offered by EE’s expense.
• Hospital Indemnity, Accident, Critical Illness, Pet Insurance.
• Time Off: 25 PTO days plus additional days based on seniority and circumstances.
• Commuting: Public transport reimbursement of 60% for annual subscription, free parking space.
• Pension: Sonar UK contributes 50% of the total costs, which amounts to 5% of your gross salary for saving. Employees contribute the other 5%.
• Flexibility to work from home 2 days a week on Wednesdays and Fridays.
• Health Insurance: Sonar covers 100% of the employee premiums for medical, dental, and EAP plans through BUPA.
• Time Off: 28 PTO days, plus additional days based on seniority and circumstances.
• Commuting: we will reimburse 60% towards the cost of an annual public transport pass.

Requirements:

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