Territory Manager, Mid-Market Sales West Coast
Overview
You will own the full sales cycle for mid-market accounts across the West Coast, selling SonarQube and adjacent AI-driven code verification products to organizations that generate code with Claude Code, Codex, Cursor, and GitHub Copilot. You will drive new business and expansion within an assigned territory, partnering with channel managers and SDRs to penetrate accounts and close deals. You will build champions, negotiate contracts, and ensure renewals by aligning value with customer outcomes. This role stands out because it combines a high-volume sales motion with the strategic depth of enterprise-grade AI governance, backed by a profitable company with $400M+ revenue.
What You'll Do8
- 1Drive net-new pipeline and close deals within the mid-market segment, using MEDDPICCC to qualify and advance opportunities.
- 2Conduct discovery and product demos with ZoomInfo, LinkedIn Navigator, and 6sense to identify and engage key personas.
- 3Build and execute account plans to land and expand, standardizing Sonar as the code quality standard across customer engineering teams.
- 4Size, quote, and negotiate software licensing agreements for both new customers and upgrades, meeting quarterly quotas.
- 5Manage renewals proactively by demonstrating ROI and business value, ensuring high retention and customer satisfaction.
- 6Collaborate with channel partners and SDRs to multi-thread and maximize penetration in assigned accounts.
- 7Track all activity and pipeline in Salesforce, maintaining accurate forecasts and daily activity logs.
- 8Contribute to sales best practices by sharing successful strategies and supporting account-based marketing campaigns.
Requirements9
- 12+ years of B2B sales experience with 1+ year selling technical software to mid-market customers.
- 2Proven ability to manage and negotiate in a volume and velocity sales motion.
- 3Experience delivering value-based messaging and building business cases with ROI demonstrations.
- 4Proficiency in driving sales via phone, email, video, and onsite meetings.
- 5Hands-on expertise with ZoomInfo, LinkedIn Navigator, and 6sense for prospecting and account planning.
- 6Working knowledge of MEDDPICCC or similar sales methodologies.
- 7Salesforce proficiency with reliable forecasting and pipeline management.
- 8Strong communication skills with professional fluency in English.
- 9Self-driven, proactive attitude with a focus on customer retention and team goals.
Salary Insight
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