Major Territory Manager (Remote)

Sonar; San Francisco (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

Sonar, based in San Francisco, is looking for an experienced sales professional to drive adoption of its AI code review solutions. The ideal candidate will have over 8 years of experience in sales within large enterprises, demonstrating a track record of closing significant deals and navigating complex stakeholder environments. Responsibilities include managing multiple sales opportunities and working closely with SDRs to target key accounts. If you're passionate about technology and ready to impact sales growth, we encourage you to apply.

Qualifications

• 8+ years selling technical solutions to large companies.
• Comfortable closing deals ranging from $50k to $500k.
• Expert in managing a high-activity sales pipeline.

Responsibilities

• Manage 30-40+ active sales opportunities.
• Convert long-cycle evaluations into quick sales.
• Collaborate with sales development representatives.

Skills

Sales skills

Problem-solving abilities

Customer focus

Negotiation

Digital fluency

Tools

AI sales tools

Job description

Overview

Sonar is driving the future of agent-centric software development. As the leader in AI code review and verification, 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). We work with industry partners such as Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company to provide independent, explainable, consistent review and governance of AI-generated code via products like SonarQube, SonarQube Foundation Agent, and SonarSweep & Sonar Context Augmentation. Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a CODE mindset:

• Committed to our customers and community.
• Obsessed with quality.
• Deliberate in our decisions.
• Effective as one team.

We are backed by over $400M in revenue and fast-paced growth, building the backbone of the AI software revolution. If you’re hungry to have an impact, want to move quickly, and are ready to work at the forefront of AI, we want to hear from you.

About The Role

Use your problem-solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base. Engage with developers, decision-makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow. This is your chance to drive sales success and impact our upward trajectory!

What You Will Do

• 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.

Experience And Qualifications

• 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 are comfortable closing a $50k deal as well as $150k, $250k, or $500k opportunities.
• Operational Discipline: Expert-level "pipeline math" fluency; you know your conversion ratios and maintain a high-activity calendar.
• Resilience & "Slickness": A closer mindset that prioritizes momentum over nurturing, with the 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

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at [email protected]

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

We do not currently support visa candidates in the US.

Applications that are submitted through agencies or third party recruiters will not be considered.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.