Country Manager, Japan

The company is driving the future of identity security, empowering organizations to eliminate passwords and establish trust throughout the identity lifecycle. Our advanced identity verification and authentication solutions are trusted by leading organizations worldwide. Join us as we create a passwordless world and redefine digital identity assurance.

Your Title: Country Manager, Japan

Your Location: Remote - Tokyo, Japan

You Report to: Chief Revenue Officer

As we continue to scale globally, we are looking for an exceptional Country Manager, Japan to build and lead our growth across Japan.

The Country Manager, Japan will serve as the senior commercial leader for the region , with end-to-end responsibility for driving revenue growth, and expanding our brand and market presence.

This is a hands-on, market-building leadership role . You will develop and execute the Japan go-to-market strategy, establish executive relationships with strategic accounts, create and accelerate pipeline, expand our partner ecosystem, and work cross-functionally to turn market opportunity into predictable ARR growth.

The ideal candidate is a proven cybersecurity sales leader who has successfully built a market previously, sold complex enterprise SaaS solutions, and established trusted relationships with CISOs, CIOs, identity leaders, channel partners and other senior executives in the Japanese market.

What You'll Do

Own Japan Revenue Growth

• Own the Japan revenue strategy and execution, with accountability for new and expansion ARR, bookings, pipeline, retention and overall business performance.

• Develop and execute a comprehensive go-to-market strategy across enterprise, strategic, and commercial segments.

• Develop a multi-channel partner ecosystem in Japan and execute a comprehensive go-to-market strategy with partners.

• Build a predictable sales engine with rigorous pipeline, forecast, territory, and opportunity management.

• Identify market opportunities and continuously refine segmentation, account prioritization, and coverage.

Build the Market

• Establish the company as a leading identity and authentication security platform across Japan.

• Identify the ideal customer profile (ICP) and specific target accounts for the company in Japan

• Develop relationships with senior security, IT, identity, and business executives within target accounts.

• Lead complex, consultative enterprise sales cycles from initial engagement through negotiation and close.

• Create demand through executive outreach, industry events, thought leadership, referrals, and strategic relationships.

• Develop strategies to penetrate key enterprise accounts and expand relationships over time.

Accelerate the Partner Ecosystem

• Build and execute a high-impact channel strategy across distributors, VARs, GSIs, MSSPs, hyperscalers, technology partners, and other strategic relationships.

• Recruit, enable, and activate high-value partners that can accelerate market coverage and revenue growth.

• Establish joint account strategies and co-selling motions with key partners.

• Improve the productivity and performance of existing distribution and channel relationships.

Lead Cross-Functional GTM Execution

• Partner closely with Marketing to build brand awareness, generate demand, and clearly communicate the company’ differentiated value.

• Work closely with Pre-Sales and Customer Success to ensure a seamless customer experience from opportunity through deployment and expansion.

• Bring market intelligence, customer feedback, and competitive insights back to the broader organization to influence product, marketing, and GTM strategy.

• Represent the company at events and with customers, partners, industry organizations, and other key stakeholders.

What You Bring

• 10+ years of successful enterprise sales leadership experience , preferably within cybersecurity, identity, access management, or adjacent enterprise technology markets.

• Proven track record of building and scaling a new market and exceeding sales targets in Japan for a US-based company.

• Strong English speaking and writing skills.

• Strong personal network in the cybersecurity industry in Japan including potential customers, partners and future the company team members.

• Demonstrated success closing six- and seven-figure SaaS or software transactions with large enterprise organizations.

• Strong understanding of the cybersecurity, identity, authentication, and enterprise technology landscape .

• Strong familiarity with localization requirements for US-based cybersecurity companies in Japan

• Established relationships with CISOs, CIOs, identity leaders, and other senior technology executives across the Japan market.

• Proven ability to develop and execute both direct and partner-led sales strategies .

• Significant experience building productive relationships with distributors, VARs, GSIs, MSSPs, hyperscalers and strategic technology partners .

• Demonstrated ability to manage complex enterprise sales cycles involving multiple stakeholders, technical evaluations, procurement, legal, and executive decision-makers.

• Strong forecasting, pipeline management, CRM discipline, marketing and business operating skills.

• Exceptional executive presence, communication, negotiation, and presentation skills.

• Entrepreneurial mindset with the ability to operate independently, create structure, and drive results in a high-growth environment .

• A track record of consistently exceeding revenue targets and creating sustainable, repeatable growth.

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Why Join the company?

This is an opportunity to play a foundational role in building the company’ Japan business at an important stage of the company’s growth. You will have significant ownership of the market strategy, customer relationships, partner ecosystem, and sales organization—with the opportunity to directly influence the company’s international growth trajectory.

What We Offer

• Opportunity to build and lead a critical function at a high-growth Series B startup

• Competitive salary and equity package

• Health, dental, and vision insurance

• Unlimited PTO Policy

• Collaborative, fast-paced culture where your impact is immediate and visible