Country Manager, Japan

About the company

A global cyber risk ratings company. Its platform continuously rates organisations and is used for self-monitoring, third-party risk management, board reporting and cyber insurance underwriting. The platform has extended from security ratings into supply chain detection and response. In Japan, the company operates through a local entity and works with a primary distributor.

The role

This is a sales-led country role. The Country Manager carries a direct new-ARR quota, builds and manages a local sales team over time, and is the primary driver of pipeline generation, channel development and deal execution in market. Customer success, solutions engineering and marketing are centrally resourced, so the role works across those functions rather than owning them locally. The position reports to the President of International Sales and shapes go-to-market strategy for Japan.

Success in the first 12 months means quota attainment against an agreed target, sustained pipeline coverage, active channel relationships, accurate forecasting and an approved Japan go-to-market plan.

Responsibilities

• Own new-ARR bookings for Japan against an assigned quota, with disciplined forecasting and pipeline coverage of 3-4x remaining quota, reported weekly.
• Build pipeline across enterprise, financial services, insurance and public sector, covering self-monitoring and third-party risk management use cases.
• Apply MEDDPICC discipline to every material opportunity, including economic buyer access, champion development and competitive displacement.
• Identify, recruit and manage a channel and alliance ecosystem across system integrators, MSSPs, resellers and referral partners.
• Work with global customer success and solutions engineering on onboarding, retention and expansion, flagging at-risk renewals early.
• Represent the Japan market to product, marketing and legal, covering localisation, regulatory drivers such as APPI and FSA/METI guidance, and local pricing and contracting norms.
• Build and execute the Japan go-to-market plan, including named-account targeting, event priorities and localised messaging.
• Recruit, coach and manage Japan-based sales hires as the team grows.
• Provide source-verified forecast data for weekly and quarterly business reviews with the CRO.

What you bring

• 7+ years of enterprise software or SaaS sales experience in Japan with consistent quota overachievement. Cybersecurity, GRC or third-party risk management background preferred.
• A track record of selling to large enterprise, financial services, insurance or public sector buying committees, including CISOs, risk and compliance leaders and procurement.
• Working knowledge of Japan's cyber risk and regulatory landscape as it shapes buying behaviour.
• Experience building or contributing to a partner and channel ecosystem in Japan.
• Comfort with MEDDPICC or a comparable methodology, and with forecasting rigour in a matrixed, global organisation.
• Native or near-native Japanese and business-level English.
• Willingness to travel within Japan, and periodically to APAC and the US.
• Experience as a first sales hire or in early country-building is an advantage.