Enterprise Territory Manager - Multinational BFSI

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,, 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. ### 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.