sonarsource - Enterprise Territory Manager - Singapore and Malaysia

• We are looking for someone to co-build what comes next in ASEAN for Sonar. In this 1-to-10 scaling phase, you will design the playbooks, elevate our standards, and leverage a strong existing foundation to take our impact to the next level. • You will carry a quota and own a focused book of enterprise accounts - companies with revenues exceeding $1B - across Singapore and Malaysia. • Grow the accounts you inherit. Make them more successful with what they already have before you ask them to buy more. • Add the right new logos. Be curious & passionate about knowing your customers (KYC) and helping them solve problems in areas we best serve. • Strengthen and localise the Enterprise GTM playbook - through experimentation and first principles, not assumption - and prove that focused, deep account coverage outperforms wide-and-shallow territory models. • Build the ecosystem. Develop relationships with key influencers, partners, and regulators that create durable competitive moats. • Your focus markets (Singapore & Malaysia): Local banks, enterprises, and high-growth digital natives. • Business acumen - you think in terms of your client's top line, bottom line, and risk profile before you think about what you want to sell them. • Builder DNA - you have operated in ambiguous, resource-constrained environments where you derive satisfaction from building and making a difference. • Pattern recognition - you have seen enough enterprise sales cycles to know what works and what does not, and you apply that knowledge with intellectual humility, not arrogance. • Radical ownership - when things go wrong, your first instinct is to fix it, not explain it. • Hunger - not performative hustle. Real, internalised drive to win, to grow, and to make the people around you better. • We value diversity, equity, and inclusion