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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.
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
- 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.
- 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.
- 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.
- 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.
Team Leadership & Development
Outbound Pipeline Generation (Primary Focus)
Inbound Lead Qualification
Activity & Analytics-Driven Management
Cross-Functional Collaboration
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
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