Sales Director, Agentic Code Review (Gitar.ai)

What You'll Do:

You will be a founding leader of the Gitar.ai go-to-market team, responsible for building and running the sales function while personally carrying a quota-bearing book of business. You'll report directly to the CRO, own the team's number, and lead from the front — closing your own strategic deals with CIOs, CTOs, VPs of Engineering, and Heads of Platform Engineering, while building and coaching the AEs around you.

This is a player-coach role inside a category-defining platform. You'll own the team's revenue outcomes end-to-end, while also carrying direct deal responsibility yourself. You'll work closely with the founders of Gitar.ai, the CRO, and the broader Sonar marketing, sales, and customer success teams to stand up go-to-market capabilities from the ground up.

Specifically You Will:

Own the team's revenue number for standalone AI code review deals, while personally prospecting, closing, and managing a quota-carrying book of strategic accounts

Report directly to the CRO on forecast, pipeline health, and go-to-market strategy for the Gitar.ai squad

Recruit, hire, and onboard the founding AE team, building sales processes and playbooks from scratch as the squad scales

Coach and develop AEs through deal reviews, pipeline inspection, and live deal involvement — stepping in personally on the team's largest or most technically complex opportunities

Set territory and account strategy across the team, balancing your own patch with coverage and capacity for the wider group

Become a product expert in both Gitar.ai and the broader Sonar portfolio, modeling technical credibility for the team through your own demos and proofs-of-concept

Build repeatable go-to-market motion — outbound campaigns, ICP targeting, and pipeline generation — and instill this discipline across the team

Maintain rigorous sales process hygiene across the team, leveraging Command of the Message, MEDDPICC, and GTM tooling (Clari, Outreach, Salesforce) to drive forecast accuracy and high-velocity cycles

Represent the Gitar.ai squad in leadership and QBR settings, reporting results, risks, and strategy to senior stakeholders

Provide direct input to product teams on customer feedback and roadmap priorities, drawing on both your own deals and the team's collective pipeline

Experience & Qualifications:

The ideal candidate will

Have 7+ years of full-cycle, quota-carrying SaaS sales experience, including 3+ years in a sales leadership role managing individual contributors and owning a team number

Demonstrate a proven track record as an individual contributor consistently exceeding quota in a technical B2B sales role, ideally selling to IT, DevOps, platform engineering, or security buyers

Have direct experience operating as a genuine player-coach — closing their own deals while simultaneously leading and developing a team

Possess strong technical competency to learn Gitar.ai and Sonar's software solutions, engaging credibly with both technical buyers and executive stakeholders; strong familiarity with modern software development (Git, CI/CD, code review workflows, SDLC tooling) required

Have experience building sales processes, playbooks, or a team from the ground up in a startup or early-stage GTM environment

Be comfortable operating with direct executive exposure, including regular forecast and strategy conversations with a CRO or equivalent

Have high levels of customer empathy and a passion for customer success

Be energized about working in a startup environment, with a strong work ethic, embrace of ambiguity, and enthusiasm for constant learning

Be based in the San Francisco Bay Area and excited to work in person with the team in the San Mateo office