Mid-Market Territory Manager - West Coast

Sonar; Austin (TX); On-site; USD 90,000 - 130,000; Full time

Job summary

Sonar seeks an experienced Mid-Market Account Executive in Austin to drive value-based software sales for our AI code verification platform. You will build relationships with buyers, craft business cases, and close deals that expand our footprint across organizations.

You will engage with developers, decision-makers, and procurement; manage renewals, and collaborate with channel managers to maximize account penetration while maintaining high standards of customer success.

Qualifications

• 2+ years in a B2B sales role with at least a year selling a technical software product.
• Familiarity in supporting and selling to Mid-Market customers and managing a volume/velocity sales motion.
• Proficiency in delivering value-based messages, developing a business case and demonstrating ROI to engage and sell to different personas.
• Ability to drive the sales process through phone calls, emails, and virtual/onsite meetings.
• Proven expertise in account planning and prospecting using tools like ZoomInfo, LinkedIn Navigator and 6sense; focus on building and managing customer relationships to maximize retention.
• Experience with MEDDPICCC or similar sales methodologies.
• Strong Salesforce.com expertise and a customer-centric mindset.
• Excellent communication skills in English; team oriented and proactive.

Responsibilities

• Employ value-based selling to generate new leads and opportunities within assigned Mid-Market accounts.
• Build relationships with buyers and develop champions to expand Sonar footprint across the organization.
• Size and quote software licensing needs, negotiate and close new or upgraded implementations.
• Ensure ongoing relationship management and renewals through proactive account management.
• Conduct calls, emails, video or in-person meetings, and quarterly business reviews as needed.
• Enable smooth onboarding and adoption across the customer journey with Sonar products.
• Collaborate with channel managers and SDRs to multi-thread and maximize account penetration.
• Support marketing with account-based campaigns and customer-focused initiatives.
• Share sales team best practices and maintain accurate CRM data for forecasting.
• Use Salesforce to schedule activity and forecast opportunity pipeline.

Skills

B2B sales

Mid-Market experience

ROI storytelling

Account planning

Communication

CRM proficiency

Tools

Salesforce.com

ZoomInfo

LinkedIn Navigator

6sense

MEDDPICCC

Job description

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.

The Impact You Will Have:

Use your problem solving abilities and customer focus to evangelize the AC/DC 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 Daily:

• Employ value based selling to generate new leads and opportunities within an assigned set of Mid-Market accounts, representing the volume of prospects and customers that make up the high velocity sales motion at Sonar.
• Build relationships with buyers and develop champions to land, and then expand our footprint across the organization by standardizing the use of Sonar.
• Size and quote software licensing needs, negotiating and closing both new customers as well as upgrades to existing implementations.
• Ensure continuous relationship management and successful renewal via proactive account management.
• Conduct activities such as calls, emails, video/in person meetings and quarterly business reviews as needed.
• Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products.
• Work in both direct and indirect sales motions, partnering with channel managers and SDR’s to successfully multi-thread and maximize account penetration.
• 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 in the CRM platform.
• Utilize Salesforce to set daily activity and accurately forecast opportunity pipeline.

The Experience You Will Need:

• Proven track record of success with 2+ years of experience in a B2B sales role with at least a year selling a technical software product.
• Familiarity in supporting and selling to Mid-Market customers and managing and negotiating in a volume and velocity sales motion.
• Proficiency in delivering value based messages, developing a business case and demonstrating ROI to engage and sell to different personas across the organization.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings.
• Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as ZoomInfo, LinkedIn Navigator and 6sense.Focus on building and managing customer relationships, with a view to maximizing customer retention.
• Experience using MEDDPICCC or other similar sales methodologies.
• Salesforce.com lover - you know it and can’t imagine sales without it.
• Customer centric focus - we want happy customers.
• English spoken and written at a professional level.
• Solid 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 and proactive attitude.

In-office culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days - Mondays, Tuesdays, and Thursdays - create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted - if that's not where you are today, we're happy to support relocation for the right person.

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 [e-mail].

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

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