Country Manager

This is a fully remote position, open to applicants in Japan.

📋 Description

• Develop and expand SecurityScorecard's commercial footprint in Japan.

• Take ownership of new-ARR bookings against a designated quota, ensuring disciplined forecasting and maintaining 3–4x pipeline coverage.

• Establish, manage, and advance enterprise, financial services, insurance, and public sector opportunity pipelines focused on self-monitoring and third-party risk management use cases.

• Implement MEDDPICC methodology for significant opportunities, conducting gap analysis and outlining next steps during weekly pipeline reviews.

• Identify, recruit, and oversee Japan's channel and alliance ecosystem, which includes system integrators, MSSPs, resellers, and referral partners.

• Work collaboratively with global Customer Success and Solutions Engineering teams on onboarding, retention, expansion, at-risk renewals, and save plans.

• Advocate for the Japan market with Product, Marketing, and Legal teams regarding localization, regulatory requirements, competitive insights, pricing, procurement, and data residency.

• Formulate and implement Japan's go-to-market strategy in partnership with the President of International Sales.

• Recruit, mentor, and manage additional Japan-based sales personnel as the team expands.

• Provide source-verified forecasting and pipeline data for weekly and quarterly business reviews with the CRO, and as required, the Board.

• Report directly to the President of International Sales and contribute to shaping the go-to-market strategy for Japan.

⛳️ Requirements

• A minimum of 7 years of experience in enterprise software/SaaS sales in Japan, with a proven record of consistently exceeding quotas; direct experience in selling cybersecurity, GRC, or TPRM solutions is highly preferred.

• Capability to sell to and navigate large enterprise, financial services, insurance, or public sector buying committees in Japan, including CISOs, risk/compliance leaders, and procurement officials.

• Familiarity with Japan's cyber risk and regulatory environment related to TPRM/GRC purchasing behaviors, including APPI and FSA/METI guidelines.

• Experience in building or contributing to a partner/channel ecosystem in Japan, encompassing SIs, MSSPs, and resellers.

• Proficient in MEDDPICC or a similar qualification methodology, with strong forecasting discipline in a matrixed, US-based organization.

• Native or near-native Japanese proficiency and business-level English skills, both written and spoken.

• Ability to collaborate directly with a US-based CRO and cross-functional teams.

• Willingness to travel within Japan and occasionally to APAC/US headquarters.

• Previous experience as a first sales hire or in an early-stage country-building role is advantageous, though not mandatory.

• This position does not offer immigration sponsorship.

🏝️ Benefits

• Competitive salary

• Stock options

• Health benefits

• Unlimited PTO

• Parental leave

• Tuition reimbursements

• Annual performance-based incentive compensation awards

• Equity

• Reasonable accommodations for qualified individuals with disabilities