Enterprise Territory Manager - ANZ

SonarSource; Austin (TX); Hybride; AUD 120 000 - 180 000; Plein temps

Résumé du poste

SonarSource, Australia-based leader in AI code verification and governance, seeks a seasoned B2B SaaS sales professional to generate new leads, manage prospecting, and close deals within an assigned territory.

You will use multi-channel outreach, own your book of business, quote software license needs, and report activity in Salesforce. Strong executive communication and enterprise experience are essential; a hungry, self-driven mindset helps you thrive.

Qualifications

• 7+ years of experience in B2B SaaS sales.
• Experience selling to enterprise customers and managing large deals.
• Strong English communication, both written and spoken.
• Proven ability in territory planning and multi-channel prospecting.

Responsabilités

• Generate new leads and opportunities within an assigned territory, leading to closing business and exceeding revenue targets.
• Manage prospecting efforts to target key accounts and build a pipeline with channel partners.
• Engage prospects via LinkedIn, email, video, calls, and meetings to convert into new logos.
• Own your book of business: document buying criteria, process, next steps, and pipeline accuracy in SFDC.
• Size and quote customer software license needs and interact via phone, email, video, and on-site meetings.
• Support marketing with account-based campaigns and share best practices with the team.
• Accurately capture and forecast opportunity pipeline in Salesforce.

Description du poste

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,Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: SonarQube: The world’s leading AI code review and verification platform. SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair. SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective. Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE: Committed to our customers and community. Obsessed with quality. Deliberate in our decisions. Effective as one team. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.

What You Will Do Daily:

Generate new leads and opportunities within an assigned territory, leading to closing business enabling you to exceed your revenue targets quarterly and yearly. Manage prospecting sales efforts to target key accounts and work with the channel partners to generate a pipeline in your territory. Use multi-channel strategy to engage with your prospects (Linked-In, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos. Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence. Size and quote customer software license needs. Interact with prospects over phone, email, video conference, and on-site meetings when necessary. 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 within the SFDC platform. Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.

The Experience You Will Need:

Proven successful 7+ years of experience in a B2B sales role, ideally in a SaaS or subscription model. Focus on building and managing customer relationships. Experience selling a technical product to a technical buyer. Proven expertise in territory planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, SalesLoft, LinkedIn, calling, and networking. Expertise in navigating and growing a pipeline in prospect accounts and taking a deal from Lead Qualification to Closed Won. Familiarity in supporting and selling to large enterprise customers and managing and negotiating (> 50k USD) enterprise deals. Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings. Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach) Salesforce.com expertise; you know it and can’t imagine sales without it. Customer-Centric focus; We Want Happy Customers. Written and spoken English at a professional level. Strong 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, desire to succeed, hungry and proactive attitude.

Why You Will Love It Here:

Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!). Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains. We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely. We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are…