Country Manager, Japan

About the Role:

The Country Manager, Japan is the senior sales leader responsible for building and scaling SecurityScorecard's commercial presence in Japan. 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 remain centrally resourced and regionally supported; the Country Manager is expected to multi-thread closely with those functions rather than own them locally. This person reports to the President of International Sales and is a key voice in shaping SecurityScorecard's go-to-market strategy for Japan.

Key Responsibilities

• Own new-ARR bookings for Japan against an assigned quota, with disciplined forecasting and pipeline coverage (typically 3–4x of remaining quota) reported on a weekly cadence.
• Build, run, and progress a pipeline of enterprise, financial services, insurance, and public-sector opportunities across both self-monitoring (SM) and third-party risk management (TPRM) use cases.
• Apply MEDDPICC discipline to every material opportunity — Economic Buyer access, Decision Criteria/Process, Champion development, and Competition displacement (primarily BitSight; also UpGuard, Black Kite, and Panorays) — and bring gap analysis and next steps to weekly pipeline reviews.
• Identify, recruit, and manage a channel and alliance ecosystem in Japan (system integrators, MSSPs, resellers, and referral partners) to extend coverage and influence sourced/influenced ARR.
• Multi-thread with global Customer Success and Solutions Engineering to ensure smooth onboarding, retention, and expansion of Japan accounts; flag at-risk renewals early and coordinate save plans.
• Represent the voice of the Japan market back to Product, Marketing, and Legal — localization needs, regulatory drivers (APPI, FSA/METI guidance, financial-sector cyber frameworks), competitive intelligence, and pricing/paper-process norms (hanko/e-signature practices, procurement cycles, data residency questions).
• Build and execute a go-to-market plan for Japan in partnership with the President of International Sales, including named-account targeting, event and field-marketing priorities, and localized messaging.
• As the team grows, recruit, coach, and manage additional Japan-based sales hires; instill MEDDPICC-based deal qualification and forecasting discipline from day one.
• Provide accurate, source-verified forecast and pipeline data for weekly and quarterly business reviews with the CRO and, as needed, the Board.

What Success Looks Like (First 12 Months)

• Quota attainment against an agreed first-year new-ARR target, with pipeline coverage sustained at target levels each quarter (specific targets to be set jointly with Finance/RevOps prior to start).
• A qualified, MEDDPICC-scored pipeline of enterprise and financial-services logos in both SM and TPRM use cases, with at least [N] Economic-Buyer-confirmed opportunities in active evaluation.
• At least [N] active channel/alliance relationships generating sourced or influenced pipeline.
• Clean, on-time forecasting with no late-stage surprises — commit deals scored Strong/Some on MEDDPICC, gaps flagged early.
• A documented Japan go-to-market plan reviewed and approved by the President of International Sales.

Required Qualifications:

• 7+ years of enterprise software/SaaS sales experience in Japan, including a track record of consistent quota overachievement; direct experience selling cybersecurity, GRC, or TPRM solutions strongly preferred.
• Demonstrated ability to sell to and navigate large enterprise, financial-services, insurance, or public-sector buying committees in Japan, including CISOs, risk/compliance leaders, and procurement.
• Working knowledge of Japan's cyber risk and regulatory landscape relevant to TPRM/GRC buying behavior (e.g., APPI, FSA/METI guidance, sector-specific security requirements) — deep legal/compliance expertise not required, but fluency in how these drivers shape enterprise buying is expected.
• Experience building or contributing to a partner/channel ecosystem (SIs, MSSPs, resellers) in Japan.
• Comfort operating with a MEDDPICC or comparable qualification methodology, and forecasting rigor in a matrixed, US-headquartered organization.
• Native or near-native Japanese and business-level English (written and spoken); able to work directly with a US-based CRO and cross-functional counterparts.
• Willingness to travel within Japan (and periodically to APAC/US HQ) as needed.
• Prior experience as a first sales hire or early country-building role is a plus, but not required if the candidate has strong individual sales performance and channel-building experience to build from.

The estimated total compensation range for this position is $230,000 USD - $275,000 USD (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.