Sonar

SDR Manager, EMEA & APJ

Posted 4 Days Ago

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2 Locations

Hybrid

Senior level

Artificial Intelligence • Cloud • Information Technology • Security • Software

Sonar is committed to enabling developers and organizations to build better code for better software.

The Role

The Sales Development Manager will lead and coach SDR teams across EMEA & APJ to drive outbound pipeline generation and qualify inbound leads, utilizing data-driven management and cross-functional collaboration.

Summary Generated by Built In

Who is Sonar?

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.

We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily.

We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly.

And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.

At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations.

Why You Should Apply:

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.

The Impact You Will Have:

We are seeking a driven and data-savvy Sales Development Manager (SDR Manager) for EMEA & APJ to lead, coach, and scale our regional SDR teams. The primary focus of this role is on outbound pipeline generation into target accounts, while ensuring inbound leads are qualified effectively. Success in this role will depend on building strong SDR–AE partnerships, driving activity-based performance, and using analytics to optimize every stage of the funnel.

What You'll Do Daily

Team Leadership & Development

Recruit, onboard, and manage SDRs across EMEA and APJ regions.
Foster a high-performance culture with a strong 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.

Outbound Pipeline Generation (Primary Focus)

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.

Inbound Lead Qualification

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.

Activity & Analytics-Driven Management

Set clear expectations for activity levels (calls, emails, chat engagement) that drive predictable pipeline generation.
Use data from Salesloft, Salesforce and Qualified to monitor performance, identify trends, and optimize team effectiveness.
Provide regular reporting on KPIs such as activity metrics, conversion rates, meetings booked, and pipeline contribution.
Continuously refine processes using analytics to improve efficiency, effectiveness, and ROI.

Cross-Functional Collaboration

Build and maintain strong relationships with AEs to drive alignment on target accounts, messaging, and opportunity handoffs.
Partner with Regional Sales Directors on territory plans and pipeline coverage.
Collaborate with Demand Generation and Product Marketing to share insights from the field and improve campaign targeting.

The Experience You Will Need

5+ years of experience in Sales Development, with 2+ years managing SDR or BDR teams (preferably across multiple regions).
Demonstrated success leading outbound-focused teams and consistently exceeding pipeline creation targets.
Strong expertise in Salesloft, Salesforce, Qualified, and ideally Gong.
Highly data-driven with the ability to analyze performance metrics, extract insights, and take action to improve outcomes.
Proven ability to build strong working relationships between SDRs and AEs, fostering trust and alignment.
Excellent communication, coaching, and interpersonal skills.
Experience managing across EMEA and/or APJ regions, with cultural awareness and adaptability.
••Fluency in English required; additional languages (French, German, Japanese, etc.) a plus.

Benefits of working with Sonar

100% coverage of employee premiums through BUPA for medical, dental, and Employee Assistance Programs

Vision benefit through Sun Life which Includes an annual vision exam and vision hardware benefits

We encourage usage of our robust time-off allocations with 28 days of annual leave for our employees based out of our London hub, plus additional days based on seniority and circumstances.

Employer matching contribution pension scheme for up to 5%. Gymflex: savings of up to 40% on memberships at over 4k gyms, leisure centres, yoga and pilates studios, health clubs and boot camps across the UK.

Generous discretionary Company Growth Bonus, paid annually.

Commuting: Public transport reimbursement of 60% for annual subscription

Global workforce with employees in 20+ countries representing 35+ unique nationalities.

We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.

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.

All offers of employment at Sonar are contingent upon the precise 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.

Top Skills

Gong

Qualified

Salesforce

Salesloft

What the Team is Saying

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The Company

HQ: Geneva

800 Employees

Year Founded: 2008

What We Do

Sonar provides the essential verification layer for the AI-driven development era, ensuring all code—whether human-written or AI-generated—is code you can trust.

Today, AI coding tools are generating explosive volumes of code. This has created an "engineering productivity paradox" : faster code writing doesn't automatically lead to faster, safer software delivery. The new bottleneck is verification.

Sonar solves this. Our industry-leading platform, SonarQube, integrates code quality and code security analysis directly into the development workflow by automating reviews and providing actionable code intelligence for all code—first-party, AI-generated, third-party open source. \

For organizations, Sonar provides the critical SDLC governance and compliance reporting needed to de-risk AI adoption and manage standards at scale. We empower teams to "vibe, then verify" — innovating at the speed of AI without sacrificing the quality, security, or maintainability of their codebase.

We are driven by a deep belief in our people, a commitment to excellence, and an unwavering dedication to delivery. We operate as a united group where our collective success is the sum of each individual's contributions. Our company culture is driven by the values of CODE: Committed, Obsessed, Deliberate & Effective. This mindset reflects our culture of creativity, collaboration, and pride in the work we do.

Rooted in the open source community, Sonar’s solutions support over 35 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by 7M+ developers and 400K organizations worldwide, including Barclays, MasterCard, and T-Mobile.

Sonar is headquartered in Geneva, Switzerland with additional offices in Austin, Texas; Annecy, France; Bochum, Germany; London, England; and Singapore. The company is rapidly growing with over 750 employees!

Join us in our mission to solve the trillion-dollar challenge of bad code!

Why Work With Us

We are a product-first company, with a people-first culture. Every employee has the opportunity to grow and learn. We promote from within, provide regular feedback and professional development opportunities, value the right to fail along with respect and kindness and work with team members to achieve their full potential.