Enterprise Territory Manager - Eastern Europe

Geneva · 5+ years experience · Onsite · Posted Sep 29, 2026

At a glance

Sonar is seeking an Enterprise Territory Manager for Eastern Europe to drive revenue targets through upselling and cross-selling within an assigned account set.
The role involves managing a book of business, developing customer relationships, sizing and quoting software license needs, and negotiating upgrades.
This position requires working with technical products, technical buyers, and enterprise accounts while utilizing Salesforce.com.

Generate new leads and opportunities within an assigned account set, representing our high-potential customer base via upselling and cross-selling which enables you to exceed your revenue targets on a quarterly and yearly basis.
Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence.
Ensure that minimum requirements are established, managed and maintained with customers, such as quarterly business reviews.
Onboard customers throughout their entire journey with SonarSource commercial products.
Develop relationships with champions within existing customer accounts.
Size and quote customer software license needs.
Negotiate and close upgrades to existing implementations.
Interact with customers over phone, email, video conference, and on-site meetings when necessary.
Support marketing efforts with account-based customer-focused marketing campaigns.
Accurately capture and report all aspects of account and opportunity information within the SFDC platform.

Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
Focus on building and managing customer relationships.
Experience selling a technical product to a technical buyer.
Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.
Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
Familiarity in supporting and selling to large enterprise customers and managing and negotiating enterprise deals.
Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.
Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with.
Written and spoken English.
Solid communication and listening skills: handling objections and taking feedback and coaching.

Experience in Software Development Tooling sales or experience selling into the Development side of IT.
Experience with selling and closing deals internationally.