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SecurityScorecard is the global leader in cybersecurity ratings, continuously rating over 12 million companies across 64 countries. The company's patented technology is used by 25,000+ organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting.
As Country Manager for Japan, you will be the senior sales leader responsible for building and scaling SecurityScorecard's commercial presence in the Japanese market. This is a quota-carrying sales leadership role with direct accountability for new-ARR bookings and the authority to build and manage a local sales team over time.
Key responsibilities include: owning new-ARR bookings against an assigned quota with disciplined forecasting and 3–4x pipeline coverage; building and running a pipeline of enterprise, financial services, insurance, and public-sector opportunities across self-monitoring and third-party risk management use cases; applying MEDDPICC sales discipline to material opportunities with weekly pipeline reviews; identifying and managing a channel and alliance ecosystem (system integrators, MSSPs, resellers, referral partners) to extend coverage; multi-threading with global Customer Success and Solutions Engineering teams to ensure smooth onboarding, retention, and expansion; representing the Japan market voice back to Product, Marketing, and Legal on localization needs, regulatory drivers (APPI, FSA/METI guidance), competitive intelligence, and pricing/procurement norms; building and executing a Japan go-to-market plan in partnership with the President of International Sales; recruiting, coaching, and managing additional Japan-based sales hires as the team grows; and providing accurate, source-verified forecast and pipeline data for weekly and quarterly business reviews.
Success in the first 12 months means quota attainment against an agreed first-year new-ARR target with sustained pipeline coverage; a qualified, MEDDPICC-scored pipeline of enterprise and financial-services logos in both use cases with Economic-Buyer-confirmed opportunities in active evaluation; active channel/alliance relationships generating sourced or influenced pipeline; clean, on-time forecasting with no late-stage surprises; and a documented Japan go-to-market plan approved by the President of International Sales.
You will report to the President of International Sales and serve as a key voice in shaping SecurityScorecard's go-to-market strategy for Japan.
