Sales Manager - EMEA East
Sonar is looking for a results-driven Sales Manager to lead, coach, and grow a team of Account Executives driving new business and expansion revenue for our AI code verification and governance platform. You'll set your team's sales strategy, own pipeline and revenue growth, and develop reps into top performers, while partnering closely with Marketing, Customer Success, and Sales Operations to keep the sales motion healthy, predictable, and scalable.
What You'll Do:
Lead, coach, and motivate a team of Account Executives to consistently meet or exceed quota
Own the team's pipeline: forecast accurately on a monthly and quarterly basis, review deals, and identify risks and opportunities early
Recruit, onboard, and train new sales talent, building a strong bench for future growth
Conduct regular 1:1s, deal reviews, and call/demo coaching sessions to develop rep skills
Partner with Sales Operations and Marketing to optimize territory planning, lead flow, and go-to-market execution
Analyze team performance metrics (win rate, average deal size, sales cycle length, activity levels) and act on insights
Set clear goals and KPIs for each team member and hold the team accountable to them
Champion Sonar's CODE values and foster a positive, high-performance team culture
Escalate and help resolve customer or deal issues as needed
Report on team performance and forecasts to senior sales leadership
Experience & Qualifications:
Have 10+ years of selling experience, including 5+ years of sales leadership experience
Have a proven track record of meeting or exceeding sales targets, both individually and as a team leader
Bring strong coaching and people-management skills, with experience developing reps at different skill levels
Communicate, negotiate, and present with excellence
Have experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline management
Take a data-driven approach to decision-making and performance management, leveraging AI-powered insights to identify trends and optimize team outcomes.
Hold a Bachelor's degree or equivalent practical experience
Must have experience selling in a B2B SaaS or technology environment
Ideally, have experience in free to fee paying motions and upsell driven by customer realisation of value.
Be familiar with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message
Demonstrate resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settings
The ideal candidate will: