Sales Director (Agentic Code Review, Gitar.ai)

Join Sonar, a leading company in the AI industry, as a Sales Director. In this player-coach role, you will build and lead a team of Senior Account Executives, personally sell alongside them, and own the team's performance and culture. You will have direct visibility and partnership with Product, Engineering, and Developer Advocacy, and will be responsible for setting the operating cadence and being the executive sponsor in the room for major deals. This is a Bay Area field role, and you will spend time in customer offices, at meetups, and at Sonar's headquarters in San Mateo.

• Construire, diriger et vendre personnellement aux côtés d'une équipe de cadres supérieurs, en couvrant les startups axées sur l'IA et les licornes numériques.
• Posséder le chiffre d'affaires de l'équipe, la culture de l'équipe et un petit portefeuille des comptes les plus stratégiques du territoire.
• Recruter, embaucher et former l'équipe de vente, en maintenant des normes élevées, car chaque première embauche façonne les suivantes.
• 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 are a sales leader who has been the one in the room closing the deal, not just the one running the pipeline call
• You're comfortable with ambiguity, you don't need a fully built playbook to operate, and you write the playbook as you go
• 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
• 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
• 10+ years of progressive B2B SaaS sales experience
• 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
• Built a sales team from zero — first hire, founding territory, or first specialist function — at a Series B/C or growth-stage company
• 4+ years in a frontline sales leadership role (Manager or Director) carrying a team quota and personally hitting it
• Personally closed seven-figure deals as an individual contributor earlier in your career
• 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
• Hired and ramped at least 6–10 quota-carrying AEs in a single role, with strong retention and ramp metrics
• Proficiency with inside-sales tooling: Salesforce (SFDC), Outreach or Salesloft, Gong or Chorus — and the reporting structures that support a pipeline-velocity motion
• Prior experience selling code quality, code security, AppSec (SAST / SCA), developer productivity, or AI coding tools
• Director or Senior Manager inside a larger company who stood up a new product line or specialist motion
• Technical background — CS degree, prior engineering or DevRel experience, or visible technical depth
• 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%+)
• Sold into AI-native companies (foundation model labs, AI application companies, AI infrastructure) or digital-native unicorns (fintech, marketplaces, dev tools, modern data stack)
• 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
• Hands-on experience running developer-led / PLG-to-enterprise motions where bottoms-up adoption shapes the buying committee