Enterprise Territory Manager - DACH

Sonar is a market leader in AI‑driven code verification and governance, helping organisations ensure that software produced with the aid of generative AI or autonomous agents remains reliable, secure and maintainable. The company's platform integrates with major AI coding assistants and is used by a large share of Fortune 100 enterprises to reduce outages and improve compliance. The Enterprise Territory Manager for the DACH region will be responsible for expanding Sonar's footprint among existing and prospective high‑value accounts. Daily activities include identifying fresh opportunities, qualifying leads, and guiding prospects through the sales cycle from initial contact to contract signing. You will own a portfolio of customers, document buying criteria and processes, conduct quarterly business reviews, and support clients throughout the onboarding and adoption of Sonar's commercial solutions. Regular interaction with prospects and customers will occur via phone, email, video calls and occasional on‑site meetings, while you keep the Salesforce pipeline accurate and up‑to‑date. Success in this role requires a solid background in B2B sales, preferably within a SaaS or subscription environment, with at least five years of proven performance. Candidates must have a track record of selling technical solutions to technical decision‑makers, be adept at account planning and prospecting through tools such as ZoomInfo and LinkedIn, and be comfortable managing large‑scale enterprise negotiations. Strong communication skills at the executive level, fluency in professional‑grade English, and deep familiarity with Salesforce.com are essential. The position also expects a customer‑centric mindset, proactive attitude, and the ability to work collaboratively within a fast‑growing, globally distributed team. Additional assets include experience selling software‑development tooling or engaging with the development side of IT, as well as a history of closing cross‑border deals. The role is based in the DACH region, and candidates must already reside there or be willing to relocate, with support offered for the right fit. Sonar's office culture emphasizes three anchor days each week (Monday, Tuesday, Thursday) to foster in‑person collaboration, while the broader organisation champions diversity, equity and inclusion, ensuring a welcoming environment for all backgrounds. What the role asks for: - Minimum 5 years B2B sales experience - SaaS or subscription model background - Proven record selling technical products to technical buyers - Expertise in account planning and prospecting tools - Ability to manage enterprise‑level deals end‑to‑end - Strong executive‑level communication skills - Proficient with Salesforce.com - Professional written and spoken English - Experience selling software development tooling (nice‑to‑have) - International deal closing experience (nice‑to‑have) - Further SaaS B2B sales experience (nice‑to‑have)