sonarsource - Sales Manager - EMEA East
Requirements
• Have 10+ years of selling experience, including 5+ years of sales leadership experience • Have a proven track record of meeting or exceeding sales targets, both individually and as a team leader • Bring strong coaching and people-management skills, with experience developing reps at different skill levels • Communicate, negotiate, and present with excellence • Have experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline management • Take a data-driven approach to decision-making and performance management, leveraging AI-powered insights to identify trends and optimize team outcomes. • Hold a Bachelor's degree or equivalent practical experience • Must have experience selling in a B2B SaaS or technology environment • Ideally, have experience in free to fee paying motions and upsell driven by customer realisation of value. • Be familiar with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message • Demonstrate resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settings • 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
Responsibilities
• Lead, coach, and motivate a team of Account Executives to consistently meet or exceed quota • Own the team's pipeline: forecast accurately on a monthly and quarterly basis, review deals, and identify risks and opportunities early • Recruit, onboard, and train new sales talent, building a strong bench for future growth • Conduct regular 1:1s, deal reviews, and call/demo coaching sessions to develop rep skills • Partner with Sales Operations and Marketing to optimize territory planning, lead flow, and go-to-market execution • Analyze team performance metrics (win rate, average deal size, sales cycle length, activity levels) and act on insights • Set clear goals and KPIs for each team member and hold the team accountable to them • Champion Sonar's CODE values and foster a positive, high-performance team culture • Escalate and help resolve customer or deal issues as needed • Report on team performance and forecasts to senior sales leadership
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