Enterprise Territory Manager - Japan

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. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution.

Responsibilities

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 (LinkedIn, 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

Requirements

Proven successful 7+ years of experience in a B2B sales role; 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 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; Salesforce.com expertise; Customer-Centric focus; Written and spoken English at a professional level; Strong communication and listening skills; Team player interested in seeing the company goals achieved alongside the team and individual goals; Self-driven, desire to succeed, hungry and proactive attitude

Nice to have

SaaS or subscription model experience

Benefits

Relocation support