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Sales Director, AI Sales

Sonarsource · San Francisco, CA · On Site · Active · Lever

Job facts

FieldValue
CompanySonarsource
TitleSales Director, AI Sales
Normalized title-
Department / teamGoToMarket / Sales AMER
LocationSan Francisco, CA, United States
Work modelOn Site
Employment typeFull Time
Salary-
Statusactive
ATS providerLever
Posted / first seen2026-05-29 / 2026-05-30
Changed / last seen2026-06-06 / 2026-06-06

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PageWhat it containsOpen
Company jobsActive postings from Sonarsource.Open
Company breakdownsRole, location, ATS, and work model facets for this company.Open
ATS provider jobsActive postings observed through Lever.Open
Provider filtered searchThe same provider as a filtered job collection.Open
City jobsActive postings in San Francisco.Open
Department jobsActive postings in GoToMarket.Open
Work model jobsActive On Site postings.Open
Lifecycle eventsOpen, update, close, and reopen events for this posting.Open
Original postingCanonical source or apply URL captured from the ATS.Open

Linked records

CompanySonarsource
Sourcea3a5c7cb-8bbb-4267-a7d9-fd96e21aced1
ATS providerLever

Description

Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code review and verification, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: SonarQube: The world’s leading AI code review and verification platform. SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair. SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective. Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE: Committed to our customers and community. Obsessed with quality. Deliberate in our decisions. Effective as one team. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you. We value diversity, equity, and inclusion 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. We do not currently support visa candidates in the US. Applications that are submitted through agencies or third party recruiters will not be considered. Who You Are: You are a sales leader who has been the one in the room closing the deal, not just the one running the pipeline call. You've built and led teams selling technical products to engineering buyers — and you've done it in the Bay Area, where the bar for technical credibility is non-negotiable. You think about hiring the way founders do: you have a bench, you can close talent the way you close customers, and you know that the team you build in the first six months sets the ceiling for everything that follows. You're comfortable with ambiguity, you don't need a fully built playbook to operate, and you write the playbook as you go. You read AI Twitter / X, you have a point of view on where AI coding agents are headed, and you can hold your own with a CTO talking about CI pipelines and code review workflows. You'd rather be in the room than on Zoom, and you expect the same from the team you lead. You have managed teams that run multiple deal sizes simultaneously and understand that a fast PLG-conversion close is as commercially important as a six-month strategic land. You have built or operated a velocity track inside an enterprise team — whether a dedicated inside-sales pod, a PLG-conversion motion, or a mid-market segment — and you know what good looks like at both ends of the deal-size spectrum. You do not mistake speed for sloppiness: you've put in place the sequence discipline, CRM rigour, and stage-conversion accountability that make a volume motion run cleanly. What You'll Own: Full-funnel revenue performance for Sonar's AI Sales Specialist team in your region: pipeline generation, conversion, forecast accuracy, attainment, and net retention on landed accounts. A personal book of the 2–3 most strategic accounts in the territory — modeling the selling motion you expect from the team. Recruiting, hiring, and ramping the founding 6–8 AEs — with a relentless bar, because every early hire shapes the next ten. The operating cadence: weekly pipeline, deal reviews, MEDDPICC-grade qualification, monthly forecast, quarterly business reviews — without devolving into bureaucracy. The voice of the customer back to Product and Engineering; turning field signal into roadmap priorities. Partnership with Marketing and Developer Advocacy to convert bottoms-up developer adoption into enterprise revenue across the Sonar platform. External representation of Sonar in the Bay Area — at AI ecosystem events, customer roundtables, and analyst conversations. Pipeline velocity alongside pipeline size — tracking and managing time-to-close, stage-conversion rates, and product-qualified lead (PQL) conversion across deal sizes from mid-market velocity plays to strategic enterprise pursuits. The inside-sales infrastructure: Salesforce hygiene, Outreach or Salesloft sequence discipline, Gong review cadence — ensuring the team has the tooling and habits to run high-volume pipeline efficiently alongside high-touch strategic deals. Systematic conversion of Sonar's PLG signal at scale — developing repeatable plays that turn developer trial activity, workspace signups, and GitHub install data into qualified pipeline without over-engineering the process. Experience Needed: 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 — ideally at a dev tools, code intelligence, AppSec, developer productivity, observability, or AI infrastructure company. 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 strong 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 — to a degree that engineering leaders take you seriously without an SE in the room. Based in the San Francisco Bay Area; 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 — comfortable with higher deal volume, shorter sales cycles, and PLG-sourced pipeline that does not require full-cycle white-glove treatment. Proficiency with inside-sales tooling: Salesforce (SFDC), Outreach or Salesloft, Gong or Chorus — and the reporting structures that support a pipeline-velocity motion. 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. Technical background — CS degree, prior engineering or DevRel experience, or visible technical depth.

Full job record

Job ID2ea6340eb0ba6e5fec8bea7eebb0fa576a4afff3
Org IDb8c733e6-de42-482c-b88e-22904145f260
Source IDa3a5c7cb-8bbb-4267-a7d9-fd96e21aced1
Board IDa3a5c7cb-8bbb-4267-a7d9-fd96e21aced1
Providerlever
Provider Job Keybf34616a-6c15-4e8a-a2d4-ea0dfad3a385
TitleSales Director, AI Sales
Normalized Title—
Statusactive
Activeyes
Location TextSan Francisco, CA
DepartmentGoToMarket
TeamSales AMER
Employment TypeFull-time
Workplace Typeon_site
Remote Policy—
CountryUnited States
RegionCA
CitySan Francisco
Salary Raw—
Salary Min—
Salary Max—
Salary Currency—
Salary Period—
Source URLhttps://jobs.lever.co/sonarsource/bf34616a-6c15-4e8a-a2d4-ea0dfad3a385
Apply URLhttps://jobs.lever.co/sonarsource/bf34616a-6c15-4e8a-a2d4-ea0dfad3a385/apply
First Seen At2026-05-30 07:36:57Z
Last Seen At2026-06-06 07:56:41Z
Last Checked At2026-06-06 07:56:41Z
Last Changed At2026-06-06 07:56:41Z
Inactive At—
Source Posted At2026-05-29 16:08:05Z
Source Updated At—
Raw Payload Uris3://job-postings-prod-raw-590183727216/raw/provider=lever/board=sonarsource/date=2026-06-06/2026-06-06T07-56-40-531Z-8ad355d3508507fdb8f2114ffed984dce204dbbcf89bf4e4c868f9bc89c6ddda.json
Event Fields
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Parsed Structured
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Extensions
{}
Native Structured
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    },
    {
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margin-top: 2pt; margin-bottom: 2pt;\"><span style=\"font-size: 11pt; color: #000000;\">Hands-on experience running developer-led / PLG-to-enterprise motions where bottoms-up adoption shapes the buying committee.</span></p>\n</li>\n<li style=\"font-size: 11pt; font-family: Arial, sans-serif; color: #000000;\">\n<p style=\"line-height: 1.2; margin-top: 2pt; margin-bottom: 2pt;\"><span style=\"font-size: 11pt; color: #000000;\">Technical fluency — Git, CI/CD, code review workflows, SDLC tooling — to a degree that engineering leaders take you seriously without an SE in the room.</span></p>\n</li>\n<li style=\"font-size: 11pt; font-family: Arial, sans-serif; color: #000000;\">\n<p style=\"line-height: 1.2; margin-top: 2pt; margin-bottom: 2pt;\"><span style=\"font-size: 11pt; color: #000000;\">Based in the San Francisco Bay Area; willing to be physically present in San Mateo and with customers across SF, Palo Alto, Mountain View, and the Peninsula multiple days per week.</span></p>\n</li>\n\n<ul style=\"margin-top: 0px; margin-bottom: 0px; padding-inline-start: 48px;\">\n<li style=\"font-size: 11pt; font-family: Arial, sans-serif; color: #000000;\">\n<p style=\"line-height: 1.2; margin-top: 2pt; margin-bottom: 2pt;\"><span style=\"color: #000000;\"><span style=\"font-size: 11pt;\">Experience building or managing a velocity or inside-sales track alongside a strategic enterprise motion — comfortable with higher deal volume, shorter sales cycles, and PLG-sourced pipeline that does not require full-cycle white-glove treatment.</span></span></p>\n</li>\n<li style=\"font-size: 11pt; font-family: Arial, sans-serif; color: #000000;\">\n<p style=\"line-height: 1.2; margin-top: 2pt; margin-bottom: 2pt;\"><span style=\"color: #000000;\"><span style=\"font-size: 11pt;\">Proficiency with inside-sales tooling: Salesforce (SFDC), Outreach or Salesloft, Gong or Chorus — and the reporting structures that support a pipeline-velocity motion.</span></span></p>\n</li>\n\n<ul style=\"margin-top: 0px; margin-bottom: 0px; padding-inline-start: 48px;\">\n<li style=\"font-size: 11pt; 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