Mid-Market Territory Manager

Sonar Source
Austin
Workplace: OnsiteFull timeFunction: SalesExperience: 2+ yearsSkills: ["Communication","Negotiation","Prospecting","Presentation","Problem-solving"]

The Mid-Market Territory Manager drives value-based selling and relationship building within a defined Mid-Market set, owning the sales cycle from lead generation to renewal. You will negotiate software licensing, develop champions, and collaborate with channel partners and SDRs to expand Sonar’s footprint while leveraging CRM tools to forecast pipeline and report progress.

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FursaFursa
Sonar Source
Sonar Source
8 months ago

Mid-Market Territory Manager

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Source: Company careers pageValidated by: Fursa AI
Last checked: 12 hours agoStatus: Live

Job Summary

The Mid-Market Territory Manager drives value-based selling and relationship building within a defined Mid-Market set, owning the sales cycle from lead generation to renewal. You will negotiate software licensing, develop champions, and collaborate with channel partners and SDRs to expand Sonar’s footprint while leveraging CRM tools to forecast pipeline and report progress.
Location: Austin
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Generate and progress opportunities within Mid-Market accounts using value-based selling and a defined sales motion.
  • •Build relationships with buyers, develop champions, and expand footprint across organizations by standardizing the use of Sonar.
  • •Size and quotes for software licensing, negotiate, and close both new logos and upgrades while ensuring ongoing renewal via proactive account management.
  • •Maintain accurate CRM records, forecast opportunities, and report activity and pipeline using Salesforce; conduct quarterly business reviews and executive engagements as needed.
  • •Collaborate with channel managers and SDRs to multi-thread accounts and support marketing with account-based campaigns.

Pay and Benefits

Perks:401kParkingTime OffRemote Work

Key Requirements

  • •2+ years in a B2B sales role, with at least 1 year selling a technical software product
  • •Experience supporting and selling to Mid-Market customers in a high-velocity sales motion
  • •Ability to deliver value-based messaging, build a business case, and demonstrate ROI to multiple personas
  • •Strong prospecting and account planning skills using multiple channels/tools (e.g., ZoomInfo, LinkedIn Navigator, 6sense)
  • •Proficiency with Salesforce and a customer-centric approach to driving retention and renewals
Experience:2+ yearsSaaSB2BMid-Market
Skills:CommunicationNegotiationProspectingPresentationProblem-solving
Languages:English
Tech Stack:SalesforceZoomInfoLinkedIn Navigator6sense

Company Brief

Sonar Source
Builds static code analysis and continuous inspection tools (SonarQube, SonarCloud, SonarLint) that identify bugs, vulnerabilities, and code smells across multiple languages to help teams improve code quality and maintainability.
Industry: Developer Tools
Company Size: Large (251 to 1,000 employees)
Growth: Established Company
Headquarters: Geneva, Switzerland
Founded: 2008
WebsiteLinkedIn