Major Territory Manager (Remote)

Who is Sonar? Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development. Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence. About the role Use your problem-solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, 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. This is your chance to drive sales success and impact our upward trajectory!

We're open to the right candidates across all remote locations for this role, please apply and tell us where you're based.

What you will do

Pipeline Agency & Math: Taking full ownership of your revenue engine by managing 30–40+ active opportunities; you treat SDR support as a multiplier, not a crutch.

Manufacturing Urgency: Proactively pivoting long-cycle enterprise "evaluations" into 30-day transactions by identifying high-stakes "Why Now" business drivers.

SDR Partnership & Strategy: Collaborating with your SDR to map Tier 1 accounts, ensuring a relentless "hunter" mindset is applied to every target.

Friction Removal: Navigating complex security and legal hurdles for deals using standardized processes to prevent cycle bloat.

AI-Leveraged Execution: Using AI to re-engineer manual research and personalization tasks, allowing you to handle enterprise-level complexity at velocity.

Experience and qualifications

Enterprise Pedigree: 8+ years selling technical solutions into large/global companies with a track record of navigating complex stakeholder maps.

High-Volume Execution: Proven ability to thrive in a fast-paced inside sales environment. You're just as comfortable closing a $50k deal as you are navigating a $150k, $250k, or $500k opportunity — and you know how to manage both motions without losing momentum on either end.

Operational Discipline: Expert-level "pipeline math" fluency; you know your conversion ratios and take pride in a high-activity calendar.

Resilience & "Slickness": A "closer" mindset that prioritizes momentum over nurturing, with the professional confidence to disqualify slow-moving leads.

Digital Fluency: Advanced use of AI and modern sales tech to create leverage and speed in your daily workflow.

In-office culture We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having.  Candidates need to be genuinely based in the location the role is posted  — if that's not where you are today, we're happy to support relocation for the right person.   We value diversity, equity, and inclusion At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you need any accommodation, please reach out to us at hiring@sonarsource.com.  All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.  Applications that are submitted through agencies or third party recruiters will not be considered.