Sobre este puesto de Enterprise Territory Manager - Multinational BFSI en Sonarsource
Who is Sonar?
Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.
Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.
Position description:
As the lead for Asian BFSIs, you will drive Sonar’s business expansion for Japanese, Korean and other Asian BFSI groups operating globally across a multi-geography footprint. You will position Sonar as the foundational AI code verification and governance platform for BFSIs operating within regulatory and compliance jurisdictions, while needing to accelerate digital transformation, and adopt AI-driven code development safely.
This role requires a sophisticated enterprise sales hunter who understands complex BFSI regulatory environments globally, complex procurement cycles, financial compliance, on-premises deployment mandates, and how to position enterprise agreements in excess of USD50,000 on an individual project basis.
What you will do:
Strategic Accounts Ownership: Develop and execute high-growth account
strategies for primarily Japanese and Korean BFSIs including land and expansion, enterprise standardisation globally across different geographies and countries.
Broaden and deepen Sonar’s footprint across AI code governance, code quality, security, and AI priorities.
C-Suite Advisory: Serve as a strategic advisor to senior stakeholders (Chief AI Officers, Risk & Compliance Chairs/Leads/Officer, CIOs, CTOs,
CISOs, Heads of AppDev or AppMod), translating business, policy, or financial regulatory objectives into actionable initiatives toward an Agentic, AI-driven model.
Enterprise Deal Execution: Identify, qualify, and close high-value software
opportunities (USD 50K+), managing complex RFP/RFI engagements, multi-year
modernization programs, and pilot-to-scale AI initiatives.
Cross-Functional Orchestration: Coordinate cross-functional teams (solution
engineering, technical advisory, regional channel partners, product) to develop
compelling technical proposals and ensure successful adoption.
Domain Mastery: Maintain a deep understanding of AI SDLC trends, code
governance, and security frameworks applicable to highly regulated banking sector across Asia, US and Europe.
GTM Collaboration: Partner with regional marketing and product teams to tailor
go-to-market messages and enterprise presentations specifically for the assigned BFSI enterprises
Lifecycle Value: Ensure long-term client success through proactive
engagement, identifying enterprise renewal and expansion opportunities, and
ensuring measurable business impact.
Experience and qualifications:
Education: Bachelor’s degree in Business, Computer Science, Engineering, or an AI
related field.
AI Governance Exposure: Background in AI services, AI code generation
assistants, or regional AI risk classification frameworks.
Enterprise Track Record: 8+ years of enterprise account management with a proven track record of selling to BFSIs in Asia or globally
Technical Solution Selling: Proven success in selling complex AI transformation, enterprise software, DevSecOps, Application Security Testing (AST), or DevOps lifecycle solutions
Regulated Procurement Navigation: Deep understanding of how to navigate
tendering processes and compliance frameworks in key markets e.g. Singapore, ASEAN, US, UK/Europe, India
Communication & Presence: Global English proficiency with excellent communication skills—highly comfortable engaging with both technical teams and non-technical
executive audiences. Ability to hold the virtual room remotely
Sales Mindset: A self-starter with a consultative sales approach, comfortable
operating independently within a remote matrixed organization.
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 [email protected].
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.
