Sales Director, SonarSource
Agentic Code Review, Gitar.ai
More information about location
3 days a week in office (San Mateo, CA)
Code quality management platform
Open for applications
Code quality management platform
501-1000 employees
Open for applications
More information about location
3 days a week in office (San Mateo, CA)
501-1000 employees
Company mission
To enable developers and development teams to write clean code and remediate existing code organically, so that they can focus on the work they love and maximize the value they generate for businesses.
Role
Who you are
- Have 7+ years of full-cycle, quota-carrying SaaS sales experience, including 3+ years in a sales leadership role managing individual contributors and owning a team number
- Demonstrate a proven track record as an individual contributor consistently exceeding quota in a technical B2B sales role, ideally selling to IT, DevOps, platform engineering, or security buyers
- Have direct experience operating as a genuine player-coach — closing their own deals while simultaneously leading and developing a team
- Possess strong technical competency to learn Gitar.ai and Sonar's software solutions, engaging credibly with both technical buyers and executive stakeholders; strong familiarity with modern software development (Git, CI/CD, code review workflows, SDLC tooling) required
- Have experience building sales processes, playbooks, or a team from the ground up in a startup or early-stage GTM environment
- Be comfortable operating with direct executive exposure, including regular forecast and strategy conversations with a CRO or equivalent
- Have high levels of customer empathy and a passion for customer success
- Be energized about working in a startup environment, with a strong work ethic, embrace of ambiguity, and enthusiasm for constant learning
- Be based in the San Francisco Bay Area and excited to work in person with the team in the San Mateo office
What the job involves
- You will be a founding leader of the Gitar.ai go-to-market team, responsible for building and running the sales function while personally carrying a quota-bearing book of business
- You'll report directly to the CRO, own the team's number, and lead from the front — closing your own strategic deals with CIOs, CTOs, VPs of Engineering, and Heads of Platform Engineering, while building and coaching the AEs around you
- This is a player-coach role inside a category-defining platform
- You'll own the team's revenue outcomes end-to-end, while also carrying direct deal responsibility yourself
- You'll work closely with the founders of Gitar.ai, the CRO, and the broader Sonar marketing, sales, and customer success teams to stand up go-to-market capabilities from the ground up
- Own the team's revenue number for standalone AI code review deals, while personally prospecting, closing, and managing a quota-carrying book of strategic accounts
- Report directly to the CRO on forecast, pipeline health, and go-to-market strategy for the Gitar.ai squad
- Recruit, hire, and onboard the founding AE team, building sales processes and playbooks from scratch as the squad scales
- Coach and develop AEs through deal reviews, pipeline inspection, and live deal involvement — stepping in personally on the team's largest or most technically complex opportunities
- Set territory and account strategy across the team, balancing your own patch with coverage and capacity for the wider group
- Become a product expert in both Gitar.ai and the broader Sonar portfolio, modeling technical credibility for the team through your own demos and proofs-of-concept
- Build repeatable go-to-market motion — outbound campaigns, ICP targeting, and pipeline generation — and instill this discipline across the team
- Maintain rigorous sales process hygiene across the team, leveraging Command of the Message, MEDDPICC, and GTM tooling (Clari, Outreach, Salesforce) to drive forecast accuracy and high-velocity cycles
- Represent the Gitar.ai squad in leadership and QBR settings, reporting results, risks, and strategy to senior stakeholders
- Provide direct input to product teams on customer feedback and roadmap priorities, drawing on both your own deals and the team's collective pipeline
Our take
It has been reported that bug-prone software costs enterprises close to $3T every year, and with developers now handling higher volumes of code than ever, SonarSource’s products automatically ensure that only clean code is embedded when they update software.
The company was founded in Switzerland in 2008, and has become a market leading platform for code quality control. While its first decade was encouraging, the period from 2018 and today has been an astounding period of hyper growth.
It has earned Unicorn status, opened up offices across Europe, as well as in the US and Asia, and counts the likes of NASA, Microsoft, and IBM amongst its customer base. Indeed, the vast majority of the Fortune 100 use SonarSource.
With its position at the head of the market established, SonarSource is aiming to expand its headcount and continue its momentum, especially in the US and Asia-Pacific, where the tech industry is booming
Freddie
Company Specialist at Welcome to the Jungle
Insights
39% employee growth in 12 months
Company
Funding (2 rounds)
Apr 2022
$412m
LATE VC
Nov 2016
$46.8m
LATE VC
Total funding: $458.8m
Company HQ
Vernier, GE
Leadership
Tariq Shaukat
(CEO)Previously a President and Advisor to the CEO/Board of Directors at Bumble. He also spent 4 years at Google as the President of Google Cloud and 4 years at Caesars Entertainment as CCO.
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