Sales Director - West

Sonar; San Mateo (CA); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

In-office collaboration days

Relocation support for candidates

Diversity and inclusion initiatives

Job summary

Sonar in San Mateo, California, is seeking an experienced sales leader to own the sales strategy and revenue targets for the region. This role requires a proven track record in technology software B2B sales and strong leadership skills.

The ideal candidate will drive strategic sales initiatives, lead a regional sales organization, and work collaboratively with cross-functional teams. Successful applicants will thrive in a culture focused on collaboration and team growth.

Qualifications

• 5+ years of proven sales leadership experience managing multiple teams.
• Strong ability to develop and scale sales organizations effectively.
• Excellent written and verbal communication skills are essential.

Responsibilities

• Own sales strategy and revenue targets for the region.
• Define and report regional KPIs and forecast accuracy.
• Lead hands-on deal reviews and coaching sessions.

Skills

Sales leadership

B2B technology sales

Strategic selling

Team building

Salesforce.com

Tools

Sales analytics tooling

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.

What You Will Do

• Own the sales strategy and revenue targets for the entire region, translating company goals into a regional plan and quota model across multiple teams.
• Lead and develop a regional sales organization — including front‑line managers and individual contributors — driving consistent goal and quota attainment.
• Define, monitor, and report on regional KPIs, pipeline health, and forecast accuracy to senior leadership, while still digging into individual deal‑level metrics.
• Stay hands‑on in the field: join key deals, lead executive‑level conversations, and directly coach reps through complex or strategic opportunities alongside their managers.
• Run regular deal reviews, pipeline inspections, and coaching sessions, reinforcing sales methodology at both the manager and rep level.
• Build, scale, and mentor the regional team, developing front‑line leaders and growing top talent into their next roles.
• Partner with cross‑functional leadership (Marketing, Product, Channel, RevOps) to shape regional go‑to‑market strategy and build repeatable processes for new business.
• Own regional headcount planning, hiring, and personnel management across the territory.
• Set the standard for onboarding, enablement, and continuous learning across the region.
• Champion and codify sales best practices, ensuring they scale consistently across teams.
• Drive disciplined use of Salesforce.com and related tooling to manage activity and deliver an accurate regional forecast.

Experience and Qualifications

• 5+ years of proven sales leadership experience, including managing managers and/or multiple teams while owning a regional number.
• 5+ years of successful technology software B2B sales experience; ideally in a SaaS or subscription model.
• Demonstrated success building and scaling sales organizations, with a track record of developing front‑line leaders.
• Strong strategic and operational planning skills — territory design, resource allocation, and forecasting at a regional level.
• Proven motivational, leadership, and team‑building skills, with a passion for growing both reps and managers.
• Strong strategic selling skills — assessing problems, prioritizing sales efforts, and taking focused action; experience with Command of the Message a plus.
• Experience growing a region through multiple channels: customer expansion, outbound prospecting, and channel partners.
• Excellent written and verbal communication, executive presence, and listening skills.
• Experience deploying and managing through specific sales methodologies at scale.
• Strong experience with Salesforce.com and sales analytics tooling.

Benefits

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 [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.

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 and identifying potential inconsistencies or verification signals in application materials based on available information. 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.