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SonarSource is the leader in AI code verification and governance, helping over 75% of the Fortune 100 build trusted, reliable, and compliant software. The company integrates with major AI development platforms (Claude Code, GitHub Copilot, Gemini, Devin, and others) and serves industry giants including Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company. With over $400M in revenue and profitable growth, SonarSource operates across global hubs and is building the backbone of the AI software revolution.
As an Enterprise Territory Manager for the DACH region (Germany, Austria, Switzerland), you will own a high-potential customer account set and drive revenue growth through upselling and cross-selling of SonarSource's commercial products. Your responsibilities include generating new leads and opportunities within assigned accounts, taking ownership of your book of business with accurate pipeline documentation, establishing and maintaining minimum customer requirements such as quarterly business reviews, and onboarding customers throughout their journey with SonarSource products.
You will develop relationships with champions within existing customer accounts, size and quote software license needs, negotiate and close upgrades to existing implementations, and interact with customers via phone, email, video conference, and on-site meetings. You will support marketing efforts with account-based customer-focused campaigns, proactively engage in building and sharing sales team best practices, and accurately capture and report all account and opportunity information in Salesforce.
The role is based in Geneva with an in-office culture emphasizing collaboration. Three anchor days—Mondays, Tuesdays, and Thursdays—create the collaboration rhythm. Candidates must be genuinely based in the DACH region; relocation support is available for the right person.
REQUIREMENTS:
- Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model
- Focus on building and managing customer relationships
- Experience selling a technical product to a technical buyer
- Proven expertise in account planning and prospecting using various channels and tools (Zoominfo, LinkedIn, calling, networking)
- Expertise in navigating and growing pipeline in existing customer accounts, taking deals from Lead Qualification to Closed Won
- Ability to support and sell to large enterprise customers and manage/negotiate enterprise deals
- Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings
- Proficiency in communicating with executive-level contacts and delivering value messages based on persona (bottom-up and top-down approach)
- Salesforce.com proficiency
- Customer-centric focus
- Written and spoken English at professional level
- Solid communication and listening skills; ability to handle objections and take feedback and coaching
- Team player mindset
- Self-driven and proactive attitude
NICE TO HAVE:
- Experience in Software Development Tooling sales or selling into the Development side of IT
- Experience with selling and closing deals internationally
