Sonar
AI Software
SalesDirector,AISales
“Sales Director, AI Sales at Sonar. Skills: Sales leadership, Technical sales, AI sales, Team building. Drive full-funnel revenue performance. Manage pipeline generation and conversion”
What You'll Achieve.
Full-funnel revenue performance; Pipeline generation; Conversion; Forecast accuracy; Attainment; Net retention; Team quota attainment; Pipeline velocity; Time-to-close; Stage-conversion rates; PQL conversion; Systematic conversion of Sonar's PLG signal at scale
Industry & Context.
Willing to be physically present in San Mateo and with customers across SF, Palo Alto, Mountain View, and the Peninsula multiple days per week, No visa sponsorship
What They're Looking For.
Must Have
10+ years of progressive B2B SaaS sales experience, 4+ years in a frontline sales leadership role (Manager or Director) carrying a team quota and personally hitting it, Led teams selling technical products to engineering, DevOps, platform, or security buyers, Documented track record of consistent team quota attainment (multiple years of 100%+), Personally closed seven-figure deals as an individual contributor earlier in your career, Hired and ramped at least 6–10 quota-carrying AEs in a single role, with retention and ramp metrics, Hands-on experience running developer-led / PLG-to-enterprise motions where bottoms-up adoption shapes the buying committee, Technical fluency — Git, CI/CD, code review workflows, SDLC tooling, Based in the San Francisco Bay willing to be physically present in San Mateo and with customers across SF, Palo Alto, Mountain View, and the Peninsula multiple days per week, Experience building or managing a velocity or inside-sales track alongside a strategic enterprise motion, Proficiency with inside-sales tooling: Salesforce (SFDC), Outreach or Salesloft, Gong or Chorus, Built a sales team from zero — first hire, founding territory, or first specialist function — at a Series B/C or growth-stage company, Sold into AI-native companies (foundation model labs, AI application companies, AI infrastructure) or digital-native unicorns (fintech, marketplaces, dev tools, modern data stack), Director or Senior Manager inside a larger company who stood up a new product line or specialist motion, Prior experience selling code quality, code security, AppSec (SAST / SCA), developer productivity, or AI coding tools
Nice to Have
Technical background — CS degree, prior engineering or DevRel experience, or visible technical depth
What You'll Do.
Drive full-funnel revenue performance
Manage pipeline generation and conversion
Ensure forecast accuracy and attainment
Manage net retention on landed accounts
Manage 2-3 strategic accounts
Establish operating cadence
Gather customer feedback for product
Partner with Marketing and Dev Advocacy
Represent Sonar externally
Manage pipeline velocity and size
Oversee inside-sales infrastructure
Convert PLG signal at scale
How You'll Work.
Team & Collaboration
Partner with Marketing and Developer Advocacy; Turn field signal into roadmap priorities; Work with product teams
Communication Scope
Hold own with CTO talking about CI pipelines and code review workflows; External representation of Sonar
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