Enterprise Territory Manager

Sonar Source
Austin
Workplace: OnsiteFull timeFunction: Solutions Engineering & Sales EngineeringExperience: 3-5 yearsSkills: ["Communication","Team player","Self-driven","Negotiation","Presentation"]

Drive new business for Sonar’s enterprise software with value-based selling, while managing large Fortune 500 accounts from initial contact to renewal. You’ll build executive-level relationships, develop champions, quote and close multi-year software licenses, and coordinate with channel partners and SDRs to maximize footprint and renewal retention in a hybrid direct/indirect sales model.

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FursaFursa
Sonar Source
Sonar Source
1 year ago

Enterprise Territory Manager

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Source: Company careers pageValidated by: Fursa AI
Last checked: 20 hours agoStatus: Live

Job Summary

Drive new business for Sonar’s enterprise software with value-based selling, while managing large Fortune 500 accounts from initial contact to renewal. You’ll build executive-level relationships, develop champions, quote and close multi-year software licenses, and coordinate with channel partners and SDRs to maximize footprint and renewal retention in a hybrid direct/indirect sales model.
Location: Austin
Workplace: Onsite
Employment Type: Full time
Job Function: Solutions Engineering & Sales Engineering
Seniority: Manager level

Key Responsibilities

  • •Identify and pursue new opportunities within assigned Enterprise accounts using value-based selling to land and expand Sonar’s footprint.
  • •Build and nurture executive-level relationships, develop champions, and coordinate with channel partners and SDRs to drive multi-threaded account penetration.
  • •Size and quote software licenses, negotiate and close both new logos and upgrades for enterprise deals.
  • •Maintain proactive account management, renewals, and customer satisfaction to maximize retention and expansion.
  • •Accurately capture and report all account and opportunity information in Salesforce and manage activity/forecasting.

Pay and Benefits

Perks:401kParkingTime-off

Key Requirements

  • •3-5+ years in a B2B sales role with at least 2 years selling a technical software product
  • •Proven track record of hunting Fortune 500 companies, landing new logos and expanding footprints
  • •Experience negotiating large enterprise deals (100K+) and communicating with executive-level contacts
  • •Ability to develop a business case and demonstrate ROI for various personas
  • •Proficiency with MEDDPICC or similar sales methodologies; Salesforce experience highly preferred
Experience:3-5 yearsSaaSEnterprise software
Skills:CommunicationTeam playerSelf-drivenNegotiationPresentation
Languages:English
Tech Stack:SalesforceZoomInfoLinkedIn Navigator6senseMEDDPICCROIROI analysis

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