Sales Manager - EMEA South
SonarSource
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See open jobs at SonarSource.See open jobs similar to "Sales Manager - EMEA South" General Catalyst.Sales & Business Development
Geneva, Switzerland
Posted 6+ months ago
Who is Sonar?
Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.
We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily.
We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly.
And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.
At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations.
Why You Should Apply:
At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.
We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.
The Impact You Will Have:
As the pioneering Sales Manager at Sonar, EMEA South, Southern Europe, you will be the cornerstone of our expansion into this dynamic market. Your role is pivotal in establishing Sonar's presence from the ground up, embodying our vision to supercharge developers, and laying the foundation for exponential growth. With your exceptional leadership and entrepreneurial spirit, you'll not only drive sales but also build a high-performing team that shares Sonar's vision. Your resilience, tenacity, and ability to thrive in ambiguity will be crucial as you navigate the challenges of establishing a new market presence. Your impact will extend beyond sales, as you'll be instrumental in shaping Sonar's culture.
What You Will Do Daily:
- Spearhead Sonar's market entry strategy in Southern Europe, identifying key opportunities and overcoming initial challenges
- Manage and nurture a high-performing sales team, focusing on individuals with growth mindsets and can-do attitudes
- Develop and implement comprehensive sales strategies aligned with Sonar's long-term vision and growth objectives
- Conduct in-depth analysis of market trends, competitive landscape, and customer needs to inform strategic decision-making
- Lead high-level negotiations with key accounts and strategic partners to secure multi-million dollar deals
- Collaborate with the leadership team to define and execute Sonar's overall business strategy
- Create and foster a resilient, adaptable team culture that can thrive in a fast-paced, evolving environment
- Oversee the development and implementation of advanced sales methodologies and processes to maximize team efficiency
- Actively network and build relationships with industry leaders to establish Sonar's presence
- Represent Sonar at industry conferences, speaking engagements, and high-profile customer meetings
- Provide regular performance updates to the global leadership team, including detailed forecasts and strategic recommendations
The Experience You Will Need:
- Minimum 10 years of progressive experience in technology sales, with at least 3-5 years in senior roles managing high performing teams and driving significant revenue growth
- Proven track record as a builder with a growth mindset, capable of scaling operations and adapting strategies in a rapidly evolving market
- Proven track record of successfully building territories and sales organizations in new or challenging markets
- Exceptional ability to attract, nurture and retain top sales talent with growth mindsets and can-do attitudes
- Demonstrated resilience and tenacity in overcoming obstacles and achieving results in high-pressure, ambiguous environments
- Strong entrepreneurial spirit with the ability to operate effectively with limited resources and support
- Deep understanding of enterprise sales cycles, solution selling, and value-based selling methodologies
- Excellent communication and interpersonal skills, with the ability to influence and negotiate across an organisation.
- Willingness to "run hard" and maintain a high level of energy and commitment in building the business from the ground up, deliver performance every quarter
- Humble yet confident leadership style, able to inspire and motivate teams while remaining open to feedback and continuous learning
- Experience and familiarity working with Partners, RSI/GSI, Commercial, and Enterprise segments
- Strong analytical skills with the ability to translate complex data into actionable insights and strategic plans
- Advanced knowledge of CRM systems, particularly Salesforce and other modern sales technologies
- Willingness to travel within the EU and occasionally internationally
- Deep understanding of the EU technology market and its unique challenges and opportunities
- Fluency in English and/or Italian, Spanish, Portuguese
- Demonstrated thought leadership in the field of software development or related areas
- Ability to work effectively across cultures and align global strategies with local market needs
- Proven experience in building strong professional networks and leveraging them for business growth
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 necessary, and we're happy to help our team acquire them.
- As the leader in our field, our products and services are as strong as our internal team members.
- We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.
Benefits of Working With Sonar:
- We encourage usage of our robust time-off allocations with 27 PTO days for our employees based out of the Geneva region, plus additional days based on seniority and circumstances.
- We contribute 60% of the total cost for your pension; 13.5% to 15.5% of your base salary for savings; 2% for risk.
- Generous discretionary Company Growth Bonus, paid annually.
- Commuting:Sustainable mobility options, including carpooling and the refund of 60% of the annual transportation subscription.
- Global workforce with employees in 20+ countries representing 35+ unique nationalities.
- We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.
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.
All offers of employment at Sonar are contingent upon the precise 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.
This job is no longer accepting applications
See open jobs at SonarSource.See open jobs similar to "Sales Manager - EMEA South" General Catalyst.
