SDR Manager, EMEA & APJ at Sonar

Geneva, Geneva, Switzerland

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Software, Developer ToolsIndustries

Requirements

Driven and data-savvy mindset
Ability to lead, coach, and scale regional SDR teams across EMEA and APJ
Expertise in outbound pipeline generation into target accounts
Skills in ensuring effective qualification of inbound leads
Capability to build strong SDR–AE partnerships
Proficiency in driving activity-based performance
Experience using analytics to optimize every stage of the funnel

Responsibilities

Recruit, onboard, and manage SDRs across EMEA and APJ regions
Foster a high-performance culture with emphasis on coaching, continuous learning, and accountability
Assign and manage SDRs directly aligned to Account Executives (AEs) in each territory, ensuring close collaboration, shared goals, and seamless territory coverage
Inspire SDRs to exceed pipeline creation goals through consistent execution and relationship building
Lead the team in developing and executing outbound strategies that identify, engage, and convert prospects into qualified opportunities
Establish frameworks for account research, personalized outreach, and multi-threaded engagement across calls, emails, and social
Ensure outbound activity translates into meetings and pipeline through rigorous coaching and inspection of quality
Oversee the qualification of inbound leads from Marketing, ensuring rapid follow-up and effective conversion
Align with Marketing on campaign execution, event follow-up, and inbound lead routing

Skills

Key technologies and capabilities for this role

Sales DevelopmentTeam ManagementLeadershipEMEA SalesAPJ SalesSales StrategyPipeline ManagementRevenue Growth

Questions & Answers

Common questions about this position

What is the work arrangement or location policy for this role?

This information is not specified in the job description.

What salary or compensation is offered for the SDR Manager position?

This information is not specified in the job description.

What are the key responsibilities and skills needed for this role?

The role involves leading, coaching, and scaling SDR teams across EMEA and APJ, focusing on outbound pipeline generation, qualifying inbound leads, building SDR-AE partnerships, driving activity-based performance, and using analytics to optimize the funnel. Key skills include being driven, data-savvy, and experienced in team recruitment, onboarding, and management.

What is the company culture like at Sonar?

Sonar has a strong culture obsessed with the company, users, each other, and the open source community, emphasizing high standards, accountability, positivity, dedication, thoughtfulness, empathy, passion, clarity of intention, urgency, effectiveness, and operating as One Team. They follow a CODE mindset and foster a dynamic environment with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany.

What makes a strong candidate for the SDR Manager role?

A strong candidate is driven and data-savvy, with experience leading and scaling SDR teams, focusing on outbound pipeline generation, lead qualification, SDR-AE partnerships, activity-based performance, and funnel analytics.

Sonar

Tools for code quality and security

About Sonar

SonarSource provides tools aimed at improving code quality and security for software developers. Its main products include SonarLint, an IDE plugin that gives real-time feedback on code quality; SonarQube, a self-managed solution for comprehensive code analysis and reporting; and SonarCloud, a cloud-based service that offers similar features with the convenience of cloud management. SonarSource operates on a subscription-based model, allowing clients to access its tools through annual subscriptions or usage-based pricing for cloud services. The company serves over 400,000 organizations worldwide, emphasizing the importance of writing clean, maintainable, and secure code. SonarSource's goal is to promote the philosophy of "Clean Code," which enhances the efficiency of development teams and improves the security and reliability of software applications.

Vernier, SwitzerlandHeadquarters

2008Year Founded

$444.6MTotal Funding

LATE_VCCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

Flexible Work Hours

Hybrid Work Options

Professional Development Budget

Risks

Tidelift acquisition may cause integration challenges, disrupting Sonar's operations.

Cultural challenges may affect the partnership with Adactin in Australia.

New distribution agreement with QBS Software may lead to channel conflicts.

Differentiation

SonarSource supports over 30 programming languages, offering broad compatibility for developers.

SonarLint provides real-time feedback in IDEs, enhancing code quality during development.

SonarQube and SonarCloud offer comprehensive code analysis, ensuring high standards for codebases.

Upsides

Sonar's acquisition of Tidelift enhances its open source software security capabilities.

Partnership with Adactin expands Sonar's reach in the Australian market.

Integration with AI-driven tools boosts Sonar's code quality assessment efficiency.

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