Sales Director - West

Tidelift, Inc. provides software solutions. The Company offers traditional commercial software to secure and maintain data. Tidelift serves customers in the State of Massachusetts.

Location: San Mateo, CA
Company size: 20–100
Posted: 2mo ago
Via: Lever

Section II · Full ProfileFree with an account

01Comp band & equity packageLocked
02Seniority & experience requirementsLocked
03Interview process & rubricLocked
04Hiring manager & team contextLocked
05Growth trajectory in this roleLocked
06Offer & decision timelineLocked

Create free account Sign in

Free account · no card · 2 minutes

Sales Director - West · Tidelift

View company profile

Job title: Sales Director - West
Job location: San Mateo, CA
Job listing URL: https://jobs.lever.co/sonarsource/96d798e0-b588-42f1-a36d-b48e0364de28
Job description: Who is Sonar?

Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, 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.

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