VP, Sales - APJ

Why should I Apply:

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity 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: provide solutions that deliver Clean Code.

The Impact You Will Have

As the pioneering Vice President of Sales and Country Manager for Sonar Japan, you will be the driving force behind our expansion into this crucial market. Your role is pivotal in establishing and growing Sonar's presence, embodying our Clean Code philosophy, and setting the stage for exponential growth. With your exceptional leadership, strategic vision, and deep understanding of the Japanese market, you'll not only drive sales but also build a high-performing organization that aligns with Sonar's global objectives. Your resilience, tenacity, and ability to navigate complex business environments will be crucial as you lead our operations in Japan. Your impact will extend beyond sales, as you'll be instrumental in shaping Sonar's culture, reputation, and long-term success in the Japanese market.

On a Daily Basis, You Will

• 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 Skills You Will Demonstrate

• 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!). We believe that the best idea wins and everyone has a voice.

• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!

• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.

We prioritize Diversity, Equity, and Inclusion:

At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures.

We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, 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 clear results of a comprehensive background check conducted prior to the start date.

Please note that applications submitted through agencies or third-party recruiters will not be considered.