Sales Manager (EMEA East)

SonarSource; Greater London; On-site; GBP 90,000 - 150,000; Full time

Benefits offered by this job

Healthcare coverage

Pension

Work from home

Commuting allowance

Life Insurance

Job summary

SonarSource is seeking a results-driven Sales Manager in Greater London to lead a team of Account Executives driving new business and expansion revenue for our AI code verification platform.

You will own the team’s pipeline, forecast monthly and quarterly, and partner with Marketing, Customer Success, and Sales Operations to keep the sales motion healthy and scalable. The role requires 10+ years of selling experience with 5+ years in sales leadership, in a B2B SaaS or tech environment.

Qualifications

• 10+ years of selling experience in B2B SaaS or technology environments.
• 5+ years of sales leadership experience.
• Experience with MEDDIC/MEDDPICC, Value Selling, or Command of the Message.

Responsibilities

• Lead, coach, and grow a team of Account Executives to meet and exceed quota.
• Own the team's pipeline and forecast monthly and quarterly.
• Recruit, onboard, and train new sales talent.

Skills

People management

Coaching

Sales leadership

Pipeline management

Forecasting

MEDDIC

Value Selling

B2B SaaS

Negotiation

Communication

Education

Bachelor’s degree

Tools

Salesforce

Clari

Tableau

Job description

• Sonar is looking for a results-driven Sales Manager to lead, coach, and grow a team of Account Executives driving new business and expansion revenue for our AI code verification and governance platform. You’ll set your team’s sales strategy, own pipeline and revenue growth, and develop reps into top performers, while partnering closely with Marketing, Customer Success, and Sales Operations to keep the sales motion healthy, predictable, and scalable
• 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

Benefits

• 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
• Pension: Sonar UK contributes 50% of the total costs, which amounts to 5% of your gross salary for saving. Employees contribute the other 5%
• Flexibility to work from home 2 days a week on Wednesdays and Fridays
• Health Insurance: Sonar covers 100% of the employee premiums for medical, dental, and EAP (Employee Assistance Program) plans through BUPA
• Time Off: 28 PTO days, plus additional days based on seniority and circumstances
• Commuting: we will reimburse 60% towards the cost of an annual public transport pass

Ideally, have experience in free to fee paying motions and upsell driven by customer realisation of valueBring strong coaching and people-management skills, with experience developing reps at different skill levelsHave experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline managementCommunicate, negotiate, and present with excellenceHave 10+ years of selling experience, including 5+ years of sales leadership experienceHold a Bachelor’s degree or equivalent practical experienceBe familiar with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the MessageHave a proven track record of meeting or exceeding sales targets, both individually and as a team leaderDemonstrate resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settingsMust have experience selling in a B2B SaaS or technology environmentTake a data-driven approach to decision-making and performance management, leveraging AI-powered insights to identify trends and optimize team outcomes