Major Territory Manager - West

SonarSource SA

Job Overview

Location

San Mateo, CA

Job Type

Full-time

Full Job Description

📋 Description

• Serve as the primary sales leader for the West territory, driving adoption of SonarQube, SonarSweep, and Sonar Context Augmentation among Fortune 100 companies and large enterprises across the region.
• Evangelize SonarSource’s agent-centric software development philosophy by demonstrating how AI-generated code verification reduces outages by 44% and ensures secure, maintainable, and compliant software.
• Engage directly with developers, engineering leaders, security teams, procurement officers, and C-suite decision-makers to articulate the value of independent, explainable AI code review.
• Build and manage a robust pipeline of enterprise prospects across diverse industries including finance, automotive, healthcare, and technology, targeting organizations using Claude Code, GitHub Copilot, Codex, Cursor, Gemini, or Devin.
• Partner with technical teams to conduct product demonstrations, proof-of-concepts, and technical evaluations tailored to enterprise-scale codebases and AI integration workflows.
• Collaborate with marketing and customer success to align on regional campaigns, case studies, and customer reference programs that reinforce Sonar’s position as the leader in AI code governance.
• Leverage existing customer relationships with industry giants such as Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company to identify expansion opportunities and upsell additional Sonar products.
• Own the full sales cycle from lead generation and discovery to negotiation, closing, and onboarding, ensuring seamless handoff to customer success for enterprise deployments.
• Represent SonarSource at industry events, developer conferences, and technical forums in the West region to build brand authority and generate qualified leads.
• Provide market feedback to product and engineering teams on enterprise needs, competitive dynamics, and feature requests to inform product roadmap priorities.
• Operate with the CODE values: Committed to customers and community, Obsessed with quality, Deliberate in decisions, Effective as one team, aligning all sales activities with Sonar’s mission to be the backbone of the AI software revolution.
• Drive measurable growth in ARR and customer count, exceeding quarterly and annual sales targets while maintaining high customer satisfaction and retention metrics.
• Work closely with regional and global sales leadership to refine messaging, optimize sales playbooks, and scale best practices across the West territory.

🎯 Requirements

• Proven track record of exceeding enterprise software sales targets in the developer tools, DevOps, or AI/ML infrastructure space
• Demonstrated experience selling to developers, engineering teams, and technical procurement stakeholders in Fortune 100 organizations
• Deep understanding of AI-assisted development tools such as GitHub Copilot, Codex, Cursor, or similar AI coding assistants
• Strong ability to articulate technical value propositions to both technical and non-technical audiences

🏖️ Benefits

• Competitive base salary with uncapped commission structure
• Comprehensive health, dental, and vision insurance
• Generous equity compensation package
• Flexible PTO and remote work flexibility

Skills & Technologies

GitHub

Onsite

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SonarSource SA

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About SonarSource SA

SonarSource SA is a Swiss software company founded in 2008 that develops the SonarQube, SonarCloud and SonarLint code quality and security platforms. Its static analysis engines detect bugs, code smells and security vulnerabilities in 30+ programming languages, providing developers and DevOps teams with continuous inspection that integrates into CI/CD workflows. The company offers both open-source and commercial editions, serving enterprises, government agencies and open-source communities worldwide to improve code maintainability, reliability and security across millions of projects.

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