Sales Manager - EMEA West at SonarSource in Genève

Keywords

• Sales Leadership
• B2B SaaS
• AI Code Verification
• Pipeline Management
• Team Coaching

Summary

SonarSource is looking for a results-driven Sales Manager to lead and coach a team of Account Executives in the EMEA West region. You will drive new business and expansion revenue for their AI code verification platform.

Job Description

SonarSource is a leader in AI code verification and governance, helping over 75% of the Fortune 100 build reliable and secure software. As a Sales Manager for EMEA West, you will lead a team of Account Executives to drive new business and expansion revenue. You will set the sales strategy, manage pipeline growth, and develop your team into top performers while partnering with Marketing and Sales Operations to ensure a healthy and scalable sales motion.

Your tasks

• Lead, coach, and motivate a team of Account Executives to meet or exceed quota.
• Own the team's pipeline, including accurate forecasting and early identification of risks and opportunities.
• Recruit, onboard, and train new sales talent to build a strong bench for future growth.
• Conduct regular 1:1s, deal reviews, and coaching sessions to develop rep skills.
• Partner with Sales Operations and Marketing to optimize territory planning and go-to-market execution.
• Analyze team performance metrics and act on insights to improve outcomes.
• Set clear goals and KPIs for each team member and hold them accountable.

Your profile

• 10+ years of selling experience, including 5+ years of sales leadership experience.
• Proven track record of meeting or exceeding sales targets as an individual and team leader.
• Strong coaching and people-management skills, with experience developing reps at different skill levels.
• Experience with sales toolkits such as Salesforce, Clari, or Tableau, and sales forecasting/pipeline management.
• Data-driven approach to decision-making, leveraging AI-powered insights to optimize team outcomes.
• Bachelor's degree or equivalent practical experience.
• Experience selling in a B2B SaaS or technology environment, ideally in free-to-fee paying motions and upsell.
• Familiarity with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message.

What we offer

• An in-office culture with three anchor days per week (Mondays, Tuesdays, and Thursdays) to foster collaboration.
• Support for relocation if you are not currently based in the location of the role.
• A commitment to diversity, equity, and inclusion, fostering a diverse and inclusive work environment.