Enterprise Territory Manager - Multinational BFSI

Position description:

As the lead for Asian BFSIs, you will drive Sonar’s business expansion for Japanese, Korean and other Asian BFSI groups operating globally across a multi-geography footprint. You will position Sonar as the foundational AI code verification and governance platform for BFSIs operating within regulatory and compliance jurisdictions, while needing to accelerate digital transformation, and adopt AI-driven code development safely.

This role requires a sophisticated enterprise sales hunter who understands complex BFSI regulatory environments globally, complex procurement cycles, financial compliance, on-premises deployment mandates, and how to position enterprise agreements in excess of USD50,000 on an individual project basis.

What you will do:

• Strategic Accounts Ownership: Develop and execute high-growth account

  strategies for primarily Japanese and Korean BFSIs including land and expansion, enterprise standardisation globally across different geographies and countries.

• Broaden and deepen Sonar’s footprint across AI code governance, code quality, security, and AI priorities.

• C-Suite Advisory: Serve as a strategic advisor to senior stakeholders (Chief AI Officers, Risk & Compliance Chairs/Leads/Officer, CIOs, CTOs,

  CISOs, Heads of AppDev or AppMod), translating business, policy, or financial regulatory objectives into actionable initiatives toward an Agentic, AI-driven model.

• Enterprise Deal Execution: Identify, qualify, and close high-value software

  opportunities (USD 50K+), managing complex RFP/RFI engagements, multi-year

  modernization programs, and pilot-to-scale AI initiatives.

• Cross-Functional Orchestration: Coordinate cross-functional teams (solution

  engineering, technical advisory, regional channel partners, product) to develop

  compelling technical proposals and ensure successful adoption.

• Domain Mastery: Maintain a deep understanding of AI SDLC trends, code

  governance, and security frameworks applicable to highly regulated banking sector across Asia, US and Europe.

• GTM Collaboration: Partner with regional marketing and product teams to tailor

  go-to-market messages and enterprise presentations specifically for the assigned BFSI enterprises

• Lifecycle Value: Ensure long-term client success through proactive

  engagement, identifying enterprise renewal and expansion opportunities, and

  ensuring measurable business impact.

Experience and qualifications:

• Education: Bachelor’s degree in Business, Computer Science, Engineering, or an AI

  related field.

• AI Governance Exposure: Background in AI services, AI code generation

  assistants, or regional AI risk classification frameworks.

• Enterprise Track Record: 8+ years of enterprise account management with a proven track record of selling to BFSIs in Asia or globally

• Technical Solution Selling: Proven success in selling complex AI transformation, enterprise software, DevSecOps, Application Security Testing (AST), or DevOps lifecycle solutions

• Regulated Procurement Navigation: Deep understanding of how to navigate

  tendering processes and compliance frameworks in key markets e.g. Singapore, ASEAN, US, UK/Europe, India

• Communication & Presence: Global English proficiency with excellent communication skills-highly comfortable engaging with both technical teams and non-technical

  executive audiences. Ability to hold the virtual room remotely

• Sales Mindset: A self-starter with a consultative sales approach, comfortable

  operating independently within a remote matrixed organization.