Sales Director
Sonar
Sales Director
Sonar
Code quality and security analysis tools
Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.
Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.
You will be a founding leader of the Gitar.ai go-to-market team, responsible for building and running the sales function while personally carrying a quota-bearing book of business. You'll report directly to the CRO, own the team's number, and lead from the front — closing your own strategic deals with CIOs, CTOs, VPs of Engineering, and Heads of Platform Engineering, while building and coaching the AEs around you.
This is a player-coach role inside a category-defining platform. You'll own the team's revenue outcomes end-to-end, while also carrying direct deal responsibility yourself. You'll work closely with the founders of Gitar.ai, the CRO, and the broader Sonar marketing, sales, and customer success teams to stand up go-to-market capabilities from the ground up.
Own the team's revenue number for standalone AI code review deals, while personally prospecting, closing, and managing a quota-carrying book of strategic accounts
Report directly to the CRO on forecast, pipeline health, and go-to-market strategy for the Gitar.ai squad
Recruit, hire, and onboard the founding AE team, building sales processes and playbooks from scratch as the squad scales
Coach and develop AEs through deal reviews, pipeline inspection, and live deal involvement — stepping in personally on the team's largest or most technically complex opportunities
Set territory and account strategy across the team, balancing your own patch with coverage and capacity for the wider group
Become a product expert in both Gitar.ai and the broader Sonar portfolio, modeling technical credibility for the team through your own demos and proofs-of-concept
Build repeatable go-to-market motion — outbound campaigns, ICP targeting, and pipeline generation — and instill this discipline across the team
Maintain rigorous sales process hygiene across the team, leveraging Command of the Message, MEDDPICC, and GTM tooling (Clari, Outreach, Salesforce) to drive forecast accuracy and high-velocity cycles
Represent the Gitar.ai squad in leadership and QBR settings, reporting results, risks, and strategy to senior stakeholders
Provide direct input to product teams on customer feedback and roadmap priorities, drawing on both your own deals and the team's collective pipeline
The ideal candidate will:
Have 7+ years of full-cycle, quota-carrying SaaS sales experience, including 3+ years in a sales leadership role managing individual contributors and owning a team number
Demonstrate a proven track record as an individual contributor consistently exceeding quota in a technical B2B sales role, ideally selling to IT, DevOps, platform engineering, or security buyers
Have direct experience operating as a genuine player-coach — closing their own deals while simultaneously leading and developing a team
Possess strong technical competency to learn Gitar.ai and Sonar's software solutions, engaging credibly with both technical buyers and executive stakeholders; strong familiarity with modern software development (Git, CI/CD, code review workflows, SDLC tooling) required
Have experience building sales processes, playbooks, or a team from the ground up in a startup or early-stage GTM environment
Be comfortable operating with direct executive exposure, including regular forecast and strategy conversations with a CRO or equivalent
Have high levels of customer empathy and a passion for customer success
Be energized about working in a startup environment, with a strong work ethic, embrace of ambiguity, and enthusiasm for constant learning
Be based in the San Francisco Bay Area and excited to work in person with the team in the San Mateo office
We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having.
Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person.
At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
If you need any accommodation, please reach out to us at [email protected].
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
Applications that are submitted through agencies or third party recruiters will not be considered.
SonarSource provides tools that help developers improve code quality and security. Its products include SonarLint (an IDE plugin that gives real-time feedback), SonarQube (a self-hosted code analysis and reporting platform), and SonarCloud (a cloud-based service with similar analysis and governance). The tools analyze code for bugs, vulnerabilities, and maintainability issues and offer guidance to fix them; SonarLint gives instant feedback in the IDE, while SonarQube and SonarCloud offer deeper analysis and dashboards for teams. The goal is to help teams keep code clean, secure, and reliable by supporting a broad, subscription-based suite used by thousands of organizations.
Explore more opportunities at Sonar