Country Manager

Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code review and verification, 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,Booking.com, 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. The Impact You Will Have As Country Manager, Japan, you will serve as a senior member of the leadership team and the ultimate owner of Sonar’s revenue growth in Japan. You will architect and execute a multi-dimensional go-to-market strategy that drives aggressive new logo acquisition, deep account expansion, and world-class customer retention — all while building a sales organization that is the envy of the industry. You will report directly to the GM/CVP of APJ and operate as a true leader — one who thinks in systems, leads with data, and inspires followership through clarity of vision and consistent execution. What You Will Do Daily:

Develop and articulate a comprehensive growth vision and strategy for Sonar in Japan, aiming to double market share within three years

Build, lead, and inspire a high-performing sales and operations team, focusing on attracting and retaining top talent in a competitive market

Spearhead Sonar's market expansion strategies, identifying key opportunities and overcoming challenges unique to the Japanese market

Conduct in-depth analysis of market trends, competitive landscape, and customer needs to inform strategic decision-making

Lead high-level negotiations with major Japanese conglomerates and strategic partners to secure multi-million dollar deals

Collaborate with global leadership to align Sonar's overall business strategy with local market needs and opportunities

Foster a resilient, adaptable team culture that can thrive in a fast-paced, evolving environment while maintaining high standards of execution excellence

Oversee the development and implementation of advanced sales methodologies and processes tailored to the Japanese market

Actively network and build relationships with industry leaders to establish Sonar's presence in the Japanese tech ecosystem

Represent Sonar at industry conferences, speaking engagements, and high-profile customer meetings

Provide regular performance updates to the global leadership team, including detailed forecasts and strategic recommendations

Drive product localization initiatives, ensuring Sonar's offerings meet the specific needs and preferences of Japanese customers

The Experience You Will Need:

Minimum 20 years of progressive experience in technology sales and leadership, with at least 10 years in executive roles managing large teams and driving significant revenue growth in Japan

Proven track record of successfully scaling sales organizations and operations in the Japanese market

Exceptional ability to attract, recruit, and retain top talent with growth mindsets and can-do attitudes

Demonstrated resilience and tenacity in overcoming obstacles and achieving results in high-pressure, ambiguous environments

Strong entrepreneurial spirit with the ability to set the pace and raise the bar for performance excellence

Deep understanding of enterprise sales cycles, solution selling, and value-based selling methodologies in the Japanese context

Excellent communication and interpersonal skills, with the ability to influence and negotiate at the C-suite level in both Japanese and global business contexts

Strong analytical skills with the ability to translate complex data into actionable insights and strategic plans

Advanced knowledge of CRM systems and modern sales technologies

Bachelor's degree required; MBA or relevant advanced degree preferred

Gravitas and executive presence, able to articulate complex strategies and inspire confidence in diverse stakeholders

Humble yet confident leadership style, able to inspire and motivate teams while remaining open to feedback and continuous learning

Extensive experience working with partners, IT-enabled Services (ITES), Commercial, and Enterprise segments in the Japanese market

Proven track record as a builder with a growth mindset, capable of scaling operations and adapting strategies in a rapidly evolving market

Additional Requirements

Native-level fluency in Japanese and business-level proficiency in English

Deep understanding of Japanese business culture, etiquette, and negotiation practices

Willingness to travel extensively within Japan and occasionally internationally

Demonstrated thought leadership in the field of software development or related areas

Ability to work effectively across cultures and align global strategies with local market needs

Proven experience in building strong professional networks and leveraging them for business growth

Exceptional crisis management skills, able to lead teams through challenging situations while maintaining focus on long-term objectives