Enterprise Territory Manager - Eastern Europe

Sonar builds the backbone of AI‑driven software creation, offering verification and governance tools that keep code generated by intelligent assistants reliable, secure and maintainable. The company powers more than three‑quarters of the Fortune 100, integrating with platforms such as Claude Code, Codex, Cursor, GitHub Copilot, Gemini and Devin. As an Enterprise Territory Manager for Eastern Europe, you will own a portfolio of high‑potential accounts, driving revenue through upselling, cross‑selling and new‑business acquisition across Sonar's suite of products. Each day you will prospect new opportunities, qualify leads and nurture relationships with key stakeholders inside existing customers. You will map buying criteria, track decision‑makers, and keep the sales pipeline accurate and evidence‑based. Responsibilities include conducting quarterly business reviews, guiding clients through onboarding of SonarSource commercial solutions, sizing and quoting software licences, and negotiating upgrades. Interaction will span phone calls, emails, video conferences and occasional on‑site visits, while you also support targeted marketing campaigns and share best practices with the broader sales team. All activity and forecasting will be recorded in Salesforce.com. The position demands a proven track record of at least five years in B2B sales, preferably within a SaaS or subscription environment, and a history of selling technical products to technical buyers. You must be adept at account planning and prospecting using tools such as ZoomInfo, LinkedIn, cold calling and networking, and capable of guiding deals from initial qualification to closed‑won status. Experience with large enterprise customers, complex negotiations and executive‑level communication is essential, as is fluency in written and spoken English. Mastery of Salesforce.com, a customer‑centric approach and strong listening and objection‑handling skills are required, together with a collaborative, self‑driven attitude. Additional assets include prior exposure to software‑development‑tooling sales or experience selling into the development side of IT, as well as a background in closing international transactions. The role is based in the Eastern Europe territory, with a hybrid work model that combines remote flexibility and a minimum of three days per week in the office (Monday, Tuesday and Thursday). Sonar's culture emphasizes respect, kindness, a growth mindset and a commitment to diversity, equity and inclusion, offering a supportive environment for continuous learning and career advancement. What the role asks for: - Minimum five years B2B sales experience, preferably SaaS - Proven record selling technical solutions to technical buyers - Skilled in account planning and prospecting using tools like ZoomInfo and LinkedIn - Ability to move opportunities from qualification to closed‑won - Experience handling large enterprise accounts and negotiating complex deals - Comfortable conducting sales via phone, email, video and on‑site meetings - Strong communication with C‑level stakeholders and tailored value messaging - Proficient user of Salesforce.com for activity tracking and forecasting - Customer‑focused mindset with dedication to satisfaction - Fluent written and spoken English - Excellent communication and listening, able to handle objections - Team‑oriented, collaborative attitude toward shared goals - Self‑motivated and proactive work style - Nice‑to‑have: background in software development tooling sales - Nice‑to‑have: experience closing international deals