Enterprise Territory Manager - Hong Kong and Taiwan

### **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,, 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. ### About the role: As the Territory Manager for Taiwan and Hong Kong, you will drive Sonar’s expansion across the enterprise territory including Public Sector, Government-Linked Enterprises, and the Banking, Financial Services, and Insurance (BFSI) vertical, and other enterprise accounts. You will position Sonar as the foundational code governance and DevSecOps platform for organizations managing massive codebases, accelerating digital transformation, and adopting AI-driven development safely. This role requires a sophisticated enterprise sales hunter who understands complex public procurement cycles, financial regulations, on-premises deployment mandates, and how to position USD 50K+ enterprise agreements. ### What You Will Do Daily: - Strategic Territory Ownership: Develop and execute high-growth account strategies for Taiwan enterprise (incl. Public sector, BFSI and named enterprises and Hong Kong public sector, focusing on expanding Sonar’s footprint across code quality, security, and AI SDLC priorities. - C-Suite Advisory: Serve as a strategic advisor to senior stakeholders (CIOs, CISOs, Heads of AppDev), translating business, policy, or financial regulatory objectives into actionable initiatives to mature their DevOps foundations 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 government and banking sectors. - GTM Collaboration: Partner with regional marketing and product teams to tailor go-to-market messages and enterprise presentations specifically for the TW/HK regulatory and linguistic landscape. - Lifecycle Value: Ensure long-term client success through proactive engagement, identifying enterprise renewal and expansion opportunities, and ensuring measurable business impact. ### The Experience You Will Need: - Education: Bachelor’s degree in Business, Computer Science, Engineering, or a related field. - Enterprise Track Record: 8+ years of enterprise account management or business development experience, with a proven track record of selling to Taiwan public and private sector and Hong Kong public sector. Experience selling to Taiwan global enterprises will be a huge advantage. - Technical Solution Selling: Proven success in selling complex enterprise software, DevSecOps, Application Security Testing (AST), or DevOps lifecycle solutions. - Regulated Procurement Navigation: Deep understanding of how to navigate formal government tendering processes and compliance frameworks in the sub- regions. - Communication & Presence: Fluent in English and Traditional Chinese/Mandarin, with excellent communication skills—highly comfortable engaging with both highly technical engineering teams and non-technical executive audiences. Spoken Cantonese a huge advantage - Sales Mindset: A self-starter with a consultative sales approach, comfortable operating independently within a remote matrixed organization. ### Preferred Experience: - Digital Transformation Frameworks: Experience working with public sector digital initiatives, such as Taiwan's AI Action Plan 2.0 / Cyber Security Act 2.0 or Hong Kong's OGCIO/Digital Policy Office modernization projects. - Financial Regulatory Knowledge: Familiarity with Taiwan FSC (Financial Supervisory Commission) regulations regarding software supply chain security, zero-trust architectures, and on-premises data localization requirements. - AI Governance Exposure: Background in AI services, AI code generation assistants (e.g., Copilot), or regional AI risk classification frameworks. - Channel Ecosystem: Previous experience leveraging major regional System Integrators and distributors (e.g., Systex in Taiwan) to accelerate public and financial sector procurement pipelines.