Enterprise Territory Manager - Eastern Europe

Sonar, a market leader in AI‑driven code verification and governance, is looking for an Enterprise Territory Manager to cover the Eastern Europe region. The company's portfolio, which includes SonarQube, SonarQube Foundation Agent, SonarSweep and Sonar Context Augmentation, helps major enterprises ensure that AI‑generated software is safe, reliable and maintainable. In this position you will be responsible for creating new business opportunities and expanding existing accounts within an assigned portfolio. Daily tasks include prospecting and qualifying leads, documenting buying criteria and processes, maintaining an accurate pipeline, and delivering quarterly business reviews. You will guide customers through the full adoption journey of SonarSource's commercial solutions, build relationships with internal champions, size and quote software licences, negotiate upgrades, and close deals. Interaction with prospects and clients will occur via phone, email, video calls and occasional on‑site meetings, while also supporting targeted marketing campaigns and sharing best‑practice insights with the sales team. All activity must be recorded in Salesforce and used to forecast future revenue. The role requires 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 solutions to technical buyers. Candidates must be adept at account planning and prospecting using tools such as ZoomInfo, LinkedIn and cold‑calling, and capable of moving opportunities from qualification to closed‑won. Experience with large‑enterprise customers, negotiating complex deals, and communicating effectively with executive‑level stakeholders is essential. Mastery of Salesforce.com for activity tracking and pipeline management, a strong customer‑centric mindset, and fluency in written and spoken English are also mandatory. Soft‑skill expectations include excellent communication and listening, a collaborative team attitude, and a proactive, self‑driven approach. Additional advantages include prior experience selling software‑development tooling or working on the development side of IT, as well as a background in closing international transactions. Sonar's global workforce spans hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo and Washington D.C., and the company promotes a flexible hybrid model that requires three days per week in the office. The culture emphasizes respect, kindness, a growth mindset, and a commitment to diversity, equity and inclusion, with over 550 colleagues representing 33 nationalities. What the role asks for: - 5+ years B2B sales experience, preferably SaaS/subscription - Proven record selling technical products to technical buyers - Strong account planning and prospecting using tools (ZoomInfo, LinkedIn, calls) - Ability to manage pipeline from qualification to closed‑won - Experience with large enterprise customers and negotiating deals - Skilled at driving sales via phone, email, virtual and on‑site meetings - Excellent communication with executive‑level stakeholders - Proficient in Salesforce.com for activity tracking and forecasting - Customer‑centric mindset focused on satisfaction - Fluent written and spoken English - Solid communication and listening abilities - Team‑oriented with collaborative attitude - Self‑motivated and proactive approach - Nice to have: background in software development tooling sales - Nice to have: experience closing international deals