Enterprise Territory Manager - Japan
Read straight from SonarSource's careers page, verified 1d ago.Seekless can tailor your résumé to it.
Seekless can write your résumé for this posting first.
Before you apply
LocationTokyo
Work modeon-site
Typefull-time
SenioritySenior
Experience7+ yrs
DepartmentGoToMarket, Sales APJ
Company size1,001–5,000 people
PostedJun 23, 2026 · 4mo ago
Verified live1d ago
May no longer be actively hiring
Posted by the company on Jun 23, 202654% of this company's open roles have been listed for 90+ days
At a glanceSummarised by Seekless from the posting.
7+ years of experience in a B2B sales role, ideally in 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 channels and tools 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 persona
Salesforce.com expertise
Customer-Centric focus
Written and spoken English at a professional level
Strong communication and listening skills
Team player interested in seeing company goals achieved alongside team and individual goals
Self-driven, desire to succeed, hungry and proactive attitude
Candidates need to be genuinely based in the location the role is posted
All offers of employment are contingent upon comprehensive background check and reference verification
Skills
Salesforce.com
Zoominfo
SalesLoft
LinkedIn
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.
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.
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.
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.