Sales Manager - EMEA South

Why should I Apply:

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity 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: provide solutions that deliver Clean Code.

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.

• 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

• 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!). We believe that the best idea wins and everyone has a voice.

• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!

• We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday).

• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.

We prioritize Diversity, Equity, and Inclusion:

At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures.

We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, 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 clear results of a comprehensive background check conducted prior to the start date.

Please note that applications submitted through agencies or third-party recruiters will not be considered.