Enterprise Territory Manager, Sonar
South Central
More information about location
Code verification for the AI era
Open for applications
Code verification for the AI era
501-1000 employees
Open for applications
More information about location
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
- Proven track record of success with 3-5+ years of experience in a B2B sales role with at least a 2 years selling a technical software product
- Significant experience hunting into Fortune 500 Companies, both landing new logos and growing an existing footprint
- Familiarity in supporting and selling to large enterprise prospects and customers and managing and negotiating larger (100K+) enterprise deals
- Proficiency in communicating with executive level contacts and delivering value based messages to sell with both a top down and bottoms up approach
- Ability to develop a business case and demonstrate ROI based on the persona you are engaging with
- Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings
- Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as ZoomInfo, LinkedIn Navigator and 6sense
- Focus on building and managing customer relationships, with a view to maximizing customer retention
- Experience using MEDDPICCC or other similar sales methodologies
- Salesforce.com lover - you know it and can’t imagine sales without it
- Customer centric focus - we want happy customers
- Experience in a B2B sales role in a SaaS or subscription model
- Experience selling a software development tool to the development side of IT (technical product to a technical buyer)
- Experience with selling and closing deals internationally
- Solid 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 and proactive attitude
- English spoken and written at a professional level
What the job involves
- 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!
- Employ value based selling to generate new leads and opportunities within an assigned set of Enterprise accounts, representing our largest and most strategic prospects and customers at Sonar
- Build relationships with buyers and develop champions to land, and then expand our footprint across the organization by standardizing the use of Sonar
- Size and quote software licensing needs, negotiating and closing both new customers as well as upgrades to existing implementations
- Ensure continuous relationship management and successful renewal by providing proactive and strategic account management
- Conduct activities such as calls, emails, video/in person meetings and quarterly business reviews as needed
- Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products
- Work in both direct and indirect sales motions, partnering with channel managers and SDR’s to successfully multi-thread and maximize account penetration
- 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 in the CRM platform
- Utilize Salesforce to set daily activity and accurately forecast opportunity 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, Sonar’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 Sonar.
With its position at the head of the market established, Sonar 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
Company
Funding (2 rounds)
Apr 2022
$412m
LATE VC
Nov 2016
$47m
LATE VC
Total funding: $459m
Company benefits
- Flexibility to work from home 2 days a week on Wednesdays and Fridays
- 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
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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