Country Manager

Who Is Sonar?

Sonar is the global standard for code quality and security in the AI era. We help software teams prevent bugs, vulnerabilities, and technical debt from ever reaching production — whether the code was written by a developer, generated by an AI assistant, or imported from an open-source library.

Our platform — SonarQube Server, SonarQube Cloud, and SonarQube for IDE — analyses code across 30+ programming languages and integrates natively into the tools developers use every day: GitHub, GitLab, Azure DevOps, Bitbucket, Cursor, Windsurf, GitHub Copilot, Google Gemini, Amazon Q, and Claude. With over 6,000 static analysis rules, taint-flow security analysis, and our newly launched SonarQube Advanced Security (SCA + SAST), we deliver end-to-end code integrity from the IDE to production.

Today, 7 million+ developers and 400,000+ organizations — including 75% of the Fortune 100 and customers like the U.S. Department of Defence, Microsoft, NASA, MasterCard, Siemens, and T-Mobile — rely on Sonar. We have raised $458M from world-class investors including Advent International, Permira, General Catalyst, and Insight Partners, and carry a $4.7B valuation. Headquartered in Geneva with hubs in Austin, London, Singapore, and Berlin, we are a truly global company on a defining growth trajectory.

At Sonar, CODE is more than an acronym — it is the mindset that defines how we operate: we are Committed to our customers and community, Obsessed with quality, Deliberate in our decisions, and Effective as one team.

The Moment We’re In

AI has fundamentally changed how software is written. Today, 42% of all committed code is AI-generated or AI-assisted — a figure developers expect to reach 65% by 2027. Yet Sonar’s own research reveals a critical Verification Gap: 96% of developers don’t fully trust AI-generated code, yet only 48% consistently verify it before it ships.

That gap is Sonar’s defining market opportunity. Organizations everywhere are racing to adopt AI coding tools while urgently seeking a trusted verification layer to maintain quality, security, and compliance. Sonar is that layer — and the Americas region represents our single largest untapped growth opportunity.

We are looking for a transformational CVP of Sales, Americas to lead us through this inflection point and build the commercial engine that will take Sonar to $1B and beyond.

Why You Should Apply

This is a rare chance to step into one of the most consequential sales leadership roles in the developer-tools industry at exactly the right moment. You will own the Japan revenue motion at a company that is:

• Already trusted by 75% of the Fortune 100 — with massive whitespace remaining.

• Category-defining in code quality and security, now expanding into AI code verification and advanced application security.

• Backed by top-tier investors, operating at over $4.7B valuation with no debt and strong profitability fundamentals.

• Mission-driven: we genuinely help millions of developers do their best work.

• Culturally distinct — high standards, deep empathy, and an obsession with long-term customer success.

At Sonar, you will have the authority to build, shape, and execute. You will have an executive team that is aligned, a product portfolio that sells itself, and a global brand that opens doors at the enterprise level.

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

This role offers a unique opportunity to shape the future of Sonar in Japan, requiring a leader who can balance strategic vision with hands-on execution, and who possesses the gravitas to represent Sonar at the highest levels of Japanese business.

Why You Will Love It Here:

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!). 
• Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains. 
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
• We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
• As the leader in our field, our products and services are as strong as our internal team members.
• We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.

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 precise 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.