Mid-Market Territory Manager - West Coast

8 мес. назад

USAMiddleOnsite

Manage mid-market sales territory for software development AI verification products on the US West Coast.

Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow,, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explaina

Employ value based selling to generate new leads and opportunities within an assigned set of Mid-Market accounts, representing the volume of prospects and customers that make up the high velocity sales motion 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 via proactive 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.

Proven track record of success with 2+ years of experience in a B2B sales role with at least a year selling a technical software product.
Familiarity in supporting and selling to Mid-Market customers and managing and negotiating in a volume and velocity sales motion.
Proficiency in delivering value based messages, developing a business case and demonstrating ROI to engage and sell to different personas across the organization.
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.
lover - you know it and can’t imagine sales without it.
Customer centric focus - we want happy customers.
English spoken and written at a professional level.
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.