Sales Director

The Sales Director role, onsite in San Mateo, CA, leads regional sales strategy and target setting for SonarSource. The position guides a regional sales organization to drive revenue, maintain pipeline health, and ensure accurate forecasting across multiple teams.

Responsibilities

• Develop and own the regional sales strategy and revenue targets, translating corporate goals into a regional plan and quota structure across multiple teams.
• Lead and develop the regional sales organization, including frontline managers and individual contributors, to achieve consistent goal and quota attainment.
• Define, monitor, and report regional KPIs, pipeline health, and forecast accuracy to senior leadership while analyzing individual deal-level metrics.
• Remain hands-on in the field by joining key deals, steering executive conversations, and coaching reps through complex opportunities alongside their managers.
• Conduct regular deal reviews, pipeline inspections, and coaching sessions to reinforce the sales methodology at both manager and rep levels.
• Build, scale, and mentor the regional team, developing frontline leaders and advancing top talent into their next roles.
• Collaborate with Marketing, Product, Channel, and RevOps to shape the regional go-to-market strategy and establish repeatable processes for new business.
• Own regional headcount planning, hiring, and personnel management across the territory.
• Set standards for onboarding, enablement, and continuous learning across the region.
• Champion and codify sales best practices to ensure scalable adoption across teams.
• Drive disciplined use of Salesforce.com and related tooling to manage activity and deliver an accurate regional forecast.

Requirements

• Minimum five years of proven sales leadership experience, including managing managers and multiple teams, with ownership of regional results.
• At least five years of technology software B2B sales experience, ideally in a SaaS or subscription model.
• Proven success in building and scaling sales organizations, with a track record of developing frontline leaders.
• Strong strategic and operational planning skills, including territory design, resource allocation, and regional forecasting.
• Demonstrated motivational, leadership, and team-building abilities, with a focus on growing both reps and managers.
• Strong strategic selling skills for problem assessment, prioritization, and focused action; experience with Command of the Message is a plus.
• Experience expanding a region through multiple channels: customer expansion, outbound prospecting, and channel partners.
• Excellent written and verbal communication, executive presence, and listening skills.
• Experience deploying and managing sales methodologies at scale.
• Solid experience with Salesforce.com and sales analytics tooling.

Technologies

• Salesforce.com
• Sales analytics tooling

Diversity, Equity, and Inclusion

• SonarSource values diversity, equity, and inclusion and is committed to fostering a workplace where all qualified applicants are welcomed and respected.
• If you require accommodation, please reach out to us at [email protected].
• All offers of employment are contingent upon the results of a comprehensive background check and reference verification prior to the start date.
• We do not currently sponsor visas for candidates in the United States.
• Applications submitted through agencies or third-party recruiters will not be considered.