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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 covering Eastern Europe based in London, you will own a book of business focused on high-potential customers. Your responsibilities include generating new leads and opportunities through upselling and cross-selling to existing accounts, taking ownership of pipeline accuracy and documentation, establishing and maintaining quarterly business reviews, onboarding customers throughout their journey, developing champion relationships, sizing and quoting software licenses, negotiating and closing upgrades, and engaging in account-based marketing campaigns. You will interact with customers via phone, email, video conference, and on-site meetings, utilize Salesforce to manage pipeline and forecast, and contribute to building and sharing sales team best practices.
The role requires proven success in B2B SaaS or subscription sales with a focus on customer relationship management. You must have experience selling technical products to technical buyers, expertise in account planning and prospecting using tools like ZoomInfo and LinkedIn, and the ability to navigate and grow pipelines in existing accounts from lead qualification through close. You should be comfortable supporting large enterprise customers, managing complex negotiations, and communicating effectively with executive-level contacts using both bottom-up and top-down approaches. Salesforce proficiency is essential, along with strong communication, listening, and objection-handling skills. A customer-centric mindset, self-driven attitude, and fluent written and spoken English are required.
Nice-to-have qualifications include experience in software development tooling sales, selling into the development side of IT, and closing deals internationally.
The company offers a dynamic, respectful culture with a flexible hybrid work policy (minimum three days per week in office: Monday, Tuesday, Thursday). SonarSource values continuous learning, work-life balance, and diversity across its 550+ employees from 33 nationalities. Candidates must be genuinely based in or willing to relocate to London.
REQUIREMENTS:
- 5+ years of proven successful experience in B2B sales, ideally in SaaS or subscription models
- Experience building and managing customer relationships
- Experience selling technical products to technical buyers
- Proven expertise in account planning and prospecting (ZoomInfo, LinkedIn, calling, networking)
- Expertise in pipeline navigation and deal progression (Lead Qualification to Closed Won)
- Experience supporting and selling to large enterprise customers; ability to manage and negotiate enterprise deals
- Ability to drive sales process via phone, email, virtual and on-site meetings
- Proficiency communicating with executive-level contacts; ability to tailor value messages by persona
- Salesforce.com proficiency
- Customer-centric focus
- Fluent written and spoken English
- Soft skills: solid communication and listening; objection handling; team player; self-driven and proactive attitude
