Sonar

Sales Director - West

Sonar • $120K — $180K *
San Mateo, CA 94403In-Person
Enterprise Technology
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5+ years of sales leadership experience managing multiple teams and owning regional targets.
  • 5+ years of B2B sales experience, preferably in a SaaS or subscription model.
  • Successful track record of building and scaling sales organizations and developing leaders.
  • Strong strategic and operational planning abilities.
  • Proven skills in motivation, leadership, and team building.
  • Solid strategic selling skills, with experience assessing and prioritizing sales efforts.
  • Experience in growing regions through various channels.

Responsibilities

  • Own sales strategy and revenue targets for the region with a clear quota model.
  • Lead and develop a regional sales organization for consistent goal attainment.
  • Define and report regional KPIs and forecast accuracy to senior leadership.
  • Engage directly in the field with key deals and executive-level conversations.
  • Conduct deal reviews and coaching sessions to reinforce sales methodology.
  • Mentor and build the regional team, focusing on developing leaders.
  • Partner with cross-functional teams to shape regional go-to-market strategies.
Full Job Description
What you will do

  • Own the sales strategy and revenue targets for the entire region, translating company goals into a regional plan and quota model across multiple teams
  • Lead and develop a regional sales organization - including front-line managers and individual contributors - driving consistent goal and quota attainment
  • Define, monitor, and report on regional KPIs, pipeline health, and forecast accuracy to senior leadership, while still digging into individual deal-level metrics
  • Stay hands-on in the field: join key deals, lead executive-level conversations, and directly coach reps through complex or strategic opportunities alongside their managers
  • Run regular deal reviews, pipeline inspections, and coaching sessions, reinforcing sales methodology at both the manager and rep level
  • Build, scale, and mentor the regional team, developing front-line leaders and growing top talent into their next roles
  • Partner with cross-functional leadership (Marketing, Product, Channel, RevOps) to shape regional go-to-market strategy and build repeatable processes for new business
  • Own regional headcount planning, hiring, and personnel management across the territory
  • Set the standard for onboarding, enablement, and continuous learning across the region
  • Champion and codify sales best practices, ensuring they scale consistently across teams
  • Drive disciplined use of Salesforce.com and related tooling to manage activity and deliver an accurate regional forecast


Experience and qualifications

  • 5+ years of proven sales leadership experience, including managing managers and/or multiple teams while owning a regional number
  • 5+ years of successful technology software B2B sales experience; ideally in a SaaS or subscription model
  • Demonstrated success building and scaling sales organizations, with a track record of developing front-line leaders
  • Strong strategic and operational planning skills - territory design, resource allocation, and forecasting at a regional level
  • Proven motivational, leadership, and team-building skills, with a passion for growing both reps and managers
  • Strong strategic selling skills - assessing problems, prioritizing sales efforts, and taking focused action; experience with Command of the Message a plus
  • Experience growing a region through multiple channels: customer expansion, outbound prospecting, and channel partners
  • Excellent written and verbal communication, executive presence, and listening skills
  • Experience deploying and managing through specific sales methodologies at scale
  • Strong experience with Salesforce.com and sales analytics tooling


Benefits

About Sonar

Sonar is a technology company that provides a platform for businesses to manage their customer feedback. The company was founded in 2017 and has since been helping businesses to collect, analyze, and act on customer feedback. Sonar's platform uses artificial intelligence and natural language processing to analyze customer feedback and provide insights to businesses. The company has a team of experienced software developers, data scientists, and customer success managers who work together to deliver high-quality services to clients. Sonar's platform is used by businesses in various industries, including retail, hospitality, and healthcare.
Learn more about Sonar
Size
50 employees
Industry
Information Technology
* Ladders Estimates

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