Sonar

Senior Sales Operations Manager - APJ

Reposted 4 Days Ago

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Singapore, SGP

Hybrid

Mid level

Artificial Intelligence • Cloud • Security • Software

Sonar is the trust & verification layer for AI and agentic coding, and the industry standard for automated code review.

The Role

The Sales Operations Director will optimize sales processes, support sales leadership with data-driven insights, and improve effectiveness through strategic initiatives in the APJ region.

Summary Generated by Built In

Who is Sonar?

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.

We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily.

We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly.

And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.

At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations.

Why You Should Apply:

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.

Job Overview

The Sales Operations Director, APJ will be an integral member of the Revenue Operations team, and will also partner closely with Sales, Customer Success, and Marketing teams to support Field Sales and Sales Leadership in APJ through Go-To-Market Planning, Sales Process Optimisation, CRM System & Implementation, and driving operational initiatives to increase sales productivity and efficiency. This role will be critical support to the VP/GM of Sales APJ and will be tasked with improving sales effectiveness in the region. This team member will implement measurable processes to improve sales & marketing efficiency and will support sales leadership by producing actionable reporting and analysis to drive day-to-day strategy and tactics.

Key Responsibilities

Strategic Partner To Sales Leadership

Act as a trusted advisor to the Sales Leadership team in APJ, as well as the broader global GTM Team.
Support leadership in executing strategic sales initiatives, ensuring alignment with company objectives and driving overall growth.

Forecasting, Analytics & Performance Management

Develop and manage sales forecasting, pipeline and performance analysis using key metrics to drive accuracy, efficiency, and data-driven decision-making.

Sales Process Optimisation & Standardisation

Analyse pipeline health, implement best practices, and enhance sales processes for scalability, consistency, and improved sales effectiveness.
Implement best practices to enhance repeatability, scalability, and operational excellence within sales processes.

Annual Planning & Revenue Growth Programs

Lead sales capacity planning, territory management, quota setting, and compensation planning while driving initiatives to support new business, upsell, and cross-sell opportunities
Structure and evaluate business problems, design and implement actionable recommendations and track success metrics

Executive & Cross-Functional Support

Provide business analysis and insights for QBRs, leadership meetings, and strategic discussions, collaborating across Sales, Marketing, and Customer Success teams.

Change Management & Adaptability

Effectively manage and adapt to evolving business structures, processes, and priorities while fostering collaboration and innovation.

Qualifications

5+ years of experience in sales operations, data analysis, or a related field (preferably within a B2B environment)
People that are currently IC’s or managers willing to move into an IC role for the medium term (i.e. 1+ years)
Proven success in driving operational excellence
Coming from working directly with Sales Leaders, supporting everything from Sales forecast, operational rigour, building Salesforce reports, and running day-to-day analytical requests
A strong mix of business, strategy and analytical capability
Owner mindset, with excellent collaboration skills and an ability to dive deep and navigate through ambiguity
High motivation for continuous improvement and ability to drive impact
Understanding of and ability to articulate trends in churn, expansion, ARR, LTV, CAC, etc.
Significant experience working with Salesforce, Google Sheets/Excel & Tableau
Superior organisational and analytical skills
Ability to independently identify problems, propose solutions and execute on those solutions
Located in Singapore, willing to come into the office at least 3 days a week

Preferred Skills:

Experience working with a SaaS company; high growth startup experience
Experience working in a high-volume, PLG, or inbound-demand Marketing and Sales GTM funnel
Experience working in multinational organisations
Bachelor's degree in Business Management or Finance concentration

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.

We do not currently support visa candidates in the US.

Applications that are submitted through agencies or third party recruiters will not be considered.

Top Skills

Excel

Google Sheets

Salesforce

Tableau

What the Team is Saying

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The Company

HQ: Austin, TX

800 Employees

Year Founded: 2008

What We Do

Sonar provides the essential verification layer for the AI-driven development era, ensuring all code—whether human-written or AI-generated—is code you can trust. Today, AI coding tools are generating explosive volumes of code. This has created an "engineering productivity paradox" : faster code writing doesn't automatically lead to faster, safer software delivery. The new bottleneck is verification. Sonar solves this. Integrating code quality and code security into a single platform (SonarQube), Sonar is the foundation for high performance software engineering, analyzing over 750 billion lines of code daily to ensure applications are secure, reliable, and maintainable. As an independent verification platform, Sonar enables organizations to securely develop at the speed of AI. We are driven by a deep belief in our people, a commitment to excellence, and an unwavering dedication to delivery. We operate as a united group where our collective success is the sum of each individual's contributions. Our company culture is driven by the values of CODE: Committed, Obsessed, Deliberate & Effective. This mindset reflects our culture of creativity, collaboration, and pride in the work we do. Rooted in the open source community, Sonar’s solutions support over 35 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by 7M+ developers worldwide, including ServiceNow, Booking.com, Deutsche Bank, AstraZeneca, and Ford Motor Company. Sonar is headquartered in Geneva, Switzerland with additional offices in Austin, Texas; Bochum, Germany; London, Singapore, and Tokyo. The company is rapidly growing with over 800 employees! Join us in our mission to solve the trillion-dollar challenge of bad code!

Why Work With Us

We are a product-first company, with a people-first culture. Every employee has the opportunity to grow and learn. We promote from within, provide regular feedback and professional development opportunities, value the right to fail along with respect and kindness and work with team members to achieve their full potential.