Enterprise Territory Manager - DACH

About the role

Sonar, a code quality platform founded in Geneva and headquartered in Austin, Texas, is looking for an Enterprise Territory Manager covering the DACH region. The role focuses on generating leads and opportunities within an assigned account set, driving upselling and cross-selling to exceed quarterly and yearly revenue targets, and managing the full customer lifecycle.

Key responsibilities

• Generate leads and opportunities within an assigned account set, upselling and cross-selling to exceed revenue targets.
• Own your book of business: document buying criteria, process, next steps and owners, and keep the pipeline accurate.
• Establish and maintain minimum requirements with customers, such as quarterly business reviews.
• Onboard customers throughout their journey with SonarSource commercial products and develop relationships with customer champions.
• Size and quote customer software license needs, negotiate and close upgrades to existing implementations.
• Interact with customers by phone, email, video conference and on-site meetings, and support account-based marketing campaigns.
• Share sales best practices, capture account and opportunity data in Salesforce, and forecast the pipeline.

Required profile

• 5+ years of proven B2B sales experience, ideally in a SaaS or subscription model, selling technical products to technical buyers.
• Account planning and prospecting expertise, and experience moving deals from lead qualification to closed won.
• Familiarity with large enterprise customers and international sales is a plus.
• Professional written and spoken English.
• In-office culture: three anchor days (Monday, Tuesday, Thursday); candidates must be based in the posted location, with relocation support offered.

Required skills

• Account planning and prospecting with tools such as ZoomInfo and LinkedIn.
• Proficiency in Salesforce.
• Soft skills: communication, objection handling, teamwork, self-driven attitude.