--- title: 'Enterprise Territory Manager - Japan at Sonar' canonical: 'https://feeny.ai/job/enterprise-territory-manager-japan-sonar-tokyo-6ytxg05mbm3s' type: 'job' last_seen: '2026-09-13' --- # Enterprise Territory Manager - Japan at Sonar - **Company:** Sonar - **Location:** Tokyo, Japan - **Employment:** full-time - **Work type:** onsite - **Posted:** 2026-06-23 - **Last confirmed live:** 2026-09-13 - **Apply:** https://jobs.lever.co/sonarsource/4a5dfed7-c01a-44e9-af6a-5917cf056a88 ## 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 Daily: - Generate new leads and opportunities within an assigned territory, leading to closing business enabling you to exceed your revenue targets quarterly and yearly. - Manage prospecting sales efforts to target key accounts and work with the channel partners to generate a pipeline in your territory. - Use multi-channel strategy to engage with your prospects (Linked-In, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos. - Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence. - Size and quote customer software license needs. - Interact with prospects over phone, email, video conference, and on-site meetings when necessary. - Support marketing efforts with account-based customer-focused marketing campaigns. - Proactively engage in building, growing, and sharing sales team best practices. - Accurately capture and report all aspects of account and opportunity information within the SFDC platform. - Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline. The Experience You Will Need: - Proven successful 7+ years of experience in a B2B sales role, ideally in a SaaS or subscription model. - Focus on building and managing customer relationships. - Experience selling a technical product to a technical buyer. - Proven expertise in territory planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, SalesLoft, LinkedIn, calling, and networking. - Expertise in navigating and growing a pipeline in prospect accounts and taking a deal from Lead Qualification to Closed Won. - Familiarity in supporting and selling to large enterprise customers and managing and negotiating  (> 50k USD) enterprise deals. - Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings. - Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach) - Salesforce.com expertise; you know it and can’t imagine sales without it. - Customer-Centric focus; We Want Happy Customers. - Written and spoken English at a professional level. - Strong communication and listening skills: handling objections and taking feedback and coaching. - Team player interested in seeing the company goals achieved alongside the team and individual goals. - Self-driven, desire to succeed, hungry and proactive attitude. 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. If you need any accommodation, please reach out to us at hiring@sonarsource.com. All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. Applications that are submitted through agencies or third party recruiters will not be considered. In-office culture We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. Candidates need to be genuinely based in the location the role is posted  — if that's not where you are today, we're happy to support relocation for the right person. 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. If you need any accommodation, please reach out to us at hiring@sonarsource.com. All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. Applications that are submitted through agencies or third party recruiters will not be considered. ## About Sonar ## Company Overview - **One-liner**: Sonar provides a platform for automated code review that helps developers deliver high-quality, secure software by analyzing code they write, AI-generated code, and third-party code. - **Entity Type**: Private (Series B, $412M raised in 2022 at a $4.7B valuation) - **Headquarters**: Vernier, Geneva, Switzerland (also major offices in Austin, London, Singapore, and others) - **Founded**: 2008 - **Founders**: Freddy Mallet, Simon Brandhof, Olivier Gaudin ## Core Business - Primary industry: Software Development, Code Quality & Security (SAST) - Target customers: B2B, developers, and enterprises (7M+ developers, 21,000+ enterprise customers globally) - Mission: "Transparency and continuous improvement to support our community and make tomorrow's innovations possible." ## Products & Services - **SonarQube (Self-Hosted)**: The flagship on-premises platform for continuous code quality and security inspection, supporting multiple languages and integrating into CI/CD pipelines. - **SonarQube Cloud (SaaS)**: A cloud-based version of the SonarQube platform, free for open-source projects and paid for private projects. - **Sonar Analyzers**: Language-specific rules and analysis engines that detect bugs, vulnerabilities, and code smells. ## Market Standing - **Valuation/Market Cap**: $4.7 billion (as of April 2022 Series B round) - **Key Metric**: Annual revenue of ~$289M (latest fiscal year); Total funding of $457M (across two rounds) - **Notable Investors/Partners**: Insight Partners (lead in 2016), Advent International and General Catalyst (lead in 2022). Customers include Snowflake, Booking.com, Deutsche Bank, AstraZeneca, and Ford. - **Growth Signals**: 726 employees (+24.1% YoY); analyzes 750+ billion lines of code daily; acquired Tidelift (Dec 2024) and AutoCodeRover (Feb 2025); driving toward $1B revenue. ## Competitive Advantages - Trusted verification layer for AI-generated code, providing deterministic, repeatable, and actionable results at scale. - Open-source roots and 17+ years of industry leadership in automated code review. - Integrated code quality and security (SAST) in a single platform, reducing technical debt and complexity. ## Strategic Focus - Expanding go-to-market globally to reach $1B in revenue. - Deepening capabilities for AI code verification and securing the AI coding era. - Growing the platform through acquisitions (Tidelift for package management, AutoCodeRover for AI-powered code remediation). ## Why Work Here - **Culture**: Highly committed to each other, customers, and the open-source community; values positivity, dedication, empathy, and passion. - **Work Model**: Hybrid – flexibility to work from home two days a week (Wednesdays and Fridays). Offices in 10 locations across 4 continents. - **Benefits** (varies by country): Generous PTO (25–28 days + seniority days), 401K match (US), healthcare premium coverage (90% employee, 60% dependents in US), pension contributions (Switzerland/UK), commuting subsidies (public transport, parking, cycling). - **Interview Process**: 4 stages – Recruiter Interview, Hiring Manager Interview, Peer/Technical Interview, Cross-Functional Interview. - **Engineering Culture**: Builders behind a platform used by millions; focus on quality, security, and innovation. ## Sources 1. [sonarsource.com](https://www.sonarsource.com/company/about/) – About page 2. [sonarsource.com](https://www.sonarsource.com/company/careers/) – Careers page with benefits and history 3. [linkedin.com](https://linkedin.com/company/sonarsource) – Company LinkedIn profile (employees, revenue, funding, acquisitions) 4. [jobs.lever.co](https://jobs.lever.co/sonarsource) – Open positions (Lever careers page) ## Other roles at Sonar - [Enterprise Account Executive](https://feeny.ai/job/enterprise-account-executive-sonar-london-ad1vnb0gnah7) — London, United Kingdom - [Enterprise Account Executive - Multinational BFSI](https://feeny.ai/job/enterprise-account-executive-multinational-bfsi-sonar-singapore-ba6ddarsfp7k) — Singapore - [Data Scientist, Product Analytics](https://feeny.ai/job/data-scientist-product-analytics-sonar-geneva-7eec7jed52f4) — Geneva, Switzerland - [Tax Intern](https://feeny.ai/job/tax-intern-sonar-geneva-y7e2wvhz650z) — Geneva, Switzerland - [Sales Manager - EMEA West](https://feeny.ai/job/sales-manager-emea-west-sonar-geneva-2jva31zrhmrk) — Geneva, Switzerland - [Sales Manager - EMEA East](https://feeny.ai/job/sales-manager-emea-east-sonar-london-14qsg8sdya8x) — London, United Kingdom - [Sales Manager - EMEA North](https://feeny.ai/job/sales-manager-emea-north-sonar-london-56r5h9fzetct) — London, United Kingdom - [Enterprise Account Executive - ANZ](https://feeny.ai/job/enterprise-account-executive-anz-sonar-australia-bbj817vz949a) — Australia - [Sales Development Representative - Greater China](https://feeny.ai/job/sales-development-representative-greater-china-sonar-singapore-t4bqe2r4nq1k) — Singapore - [Major Incident Manager](https://feeny.ai/job/major-incident-manager-sonar-singapore-47apd20x99ey) — Singapore