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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.
As an Enterprise Territory Manager for Eastern Europe based in Geneva, you will own a high-potential customer account set and drive revenue growth through upselling and cross-selling. Your responsibilities include:
• Generate new leads and opportunities within your assigned accounts, exceeding quarterly and yearly revenue targets
• Take full ownership of your book of business: document buying criteria, buying processes, next steps, and owners; ensure pipeline accuracy
• Establish and maintain minimum customer requirements, including quarterly business reviews
• Onboard customers throughout their journey with SonarSource commercial products
• Develop and nurture relationships with champions within existing customer accounts
• Size and quote customer software license needs
• Negotiate and close upgrades to existing implementations
• Conduct customer interactions via phone, email, video conference, and on-site meetings
• Support marketing efforts with account-based, customer-focused campaigns
• Proactively engage in building, growing, and sharing sales team best practices
• Accurately capture and report account and opportunity information in Salesforce
• Use Salesforce to set daily activity targets and forecast opportunity pipeline
The company operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C., with over $400M in revenue and profitable, fast-paced growth. The culture emphasizes respect, kindness, embracing failure as learning, and valuing both people and technical skills. Work is hybrid with a minimum of three days per week in the Geneva office (Monday, Tuesday, Thursday).
REQUIREMENTS:
• Proven 5+ years of experience in B2B sales, ideally in SaaS or subscription models
• Strong focus on building and managing customer relationships
• Experience selling technical products to technical buyers
• Proven expertise in account planning and prospecting using tools like ZoomInfo, LinkedIn, calling, and networking
• Expertise in navigating and growing pipeline in existing customer accounts, from 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 effectively through phone calls, emails, and virtual/on-site meetings
• Proficiency communicating with executive-level contacts and delivering value messages (bottom-up and top-down approaches)
• Strong Salesforce.com proficiency
• Customer-centric focus
• Written and spoken English
• Solid communication and listening skills; ability to handle objections and accept feedback
• Team player mentality with self-driven and proactive attitude
NICE TO HAVE:
• Experience in Software Development Tooling sales or selling into the Development side of IT
• Experience selling and closing deals internationally
