sonarsource - Major Territory Manager (Remote)
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Requirements
• Enterprise Pedigree: 8+ years selling technical solutions into large/global companies with a track record of navigating complex stakeholder maps. • High-Volume Execution: Proven ability to thrive in a fast-paced inside sales environment. You're just as comfortable closing a $50k deal as you are navigating a $150k, $250k, or $500k opportunity — and you know how to manage both motions without losing momentum on either end. • Operational Discipline: Expert-level "pipeline math" fluency; you know your conversion ratios and take pride in a high-activity calendar. • Resilience & "Slickness": A "closer" mindset that prioritizes momentum over nurturing, with the professional confidence to disqualify slow-moving leads. • Digital Fluency: Advanced use of AI and modern sales tech to create leverage and speed in your daily workflow. • We value diversity, equity, and inclusion
Responsibilities
• Pipeline Agency & Math: Taking full ownership of your revenue engine by managing 30–40+ active opportunities; you treat SDR support as a multiplier, not a crutch. • Manufacturing Urgency: Proactively pivoting long-cycle enterprise "evaluations" into 30-day transactions by identifying high-stakes "Why Now" business drivers. • SDR Partnership & Strategy: Collaborating with your SDR to map Tier 1 accounts, ensuring a relentless "hunter" mindset is applied to every target. • Friction Removal: Navigating complex security and legal hurdles for deals using standardized processes to prevent cycle bloat. • AI-Leveraged Execution: Using AI to re-engineer manual research and personalization tasks, allowing you to handle enterprise-level complexity at velocity.
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