Enterprise Sales Executive

Job Description

Major Territory Manager | Sonar

The Tone:
This is a full-time remote role at Sonar, supporting US operations. Sonar enables organizations to confidently ship agentic code, verifying over 750 billion lines daily through its core platform, SonarQube. This platform delivers agentic verification and governance for all code, helping organizations reduce outages, improve security, and lower the cost and risk of agentic software development. This role is crucial for evangelizing the company’s code quality management philosophy, driving product adoption, and significantly expanding the customer base to influence the Sales Team’s direction and organizational growth.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote – San Francisco, California, USA
• Mission: Expand Sonar’s customer base by evangelizing code quality management, highlighting product value, and driving adoptions across diverse industries.

What You’ll Actually Do
• Pipeline Management: Take full ownership of your revenue engine by actively managing 30–40+ opportunities, using SDR support as a multiplier.
• Urgency Creation: Proactively pivot long-cycle enterprise evaluations into 30-day transactions by identifying high-stakes “Why Now” business drivers.
• SDR Collaboration: Partner with your SDR to strategically map Tier 1 accounts, ensuring a relentless hunter mindset is applied to every target.
• Obstacle Removal: Navigate complex security and legal hurdles for deals using standardized processes to prevent extended sales cycles.
• Efficient Execution: Utilize AI to re-engineer manual research and personalization tasks, allowing you to handle enterprise-level complexity with speed.

The Must-Haves
• Background: 8+ years selling technical solutions into large and global companies, with a demonstrated ability to navigate complex stakeholder maps.
• Experience: Proven capability to thrive in a high-volume inside sales environment, comfortably closing deals ranging from $50k to $500k and managing these diverse motions effectively.
• Skills: Expert-level “pipeline math” fluency, demonstrating strong operational discipline; a “closer” mindset that prioritizes momentum and possesses the professional confidence to disqualify slow-moving leads; advanced digital fluency in using AI and modern sales technology to enhance workflow speed.