About the Role
We are seeking a seasoned country executive to lead Japan's overall business performance across customer acquisition, usage, retention, and ecosystem development. This leader will own the country plan, manage all sales segments directly, and influence go-to-market functions including marketing, customer success, and partnerships. The role requires deep local expertise, executive leadership, and alignment with global teams to scale operations in one of the world’s key technology markets.
Responsibilities
- Lead the development and execution of Japan's country strategy, setting priorities and aligning go-to-market teams around shared outcomes in customer growth, product adoption, and ecosystem expansion.
- Establish a structured go-to-market operating rhythm across sales, customer success, marketing, sales engineering, and partner teams, with defined roles, accountability, and escalation protocols.
- Lead quarterly business reviews to assess the overall health and performance of the Japan business.
- Make final decisions on country-level priorities, including hiring plans, customer escalations, partner initiatives, and performance evaluations.
- Directly manage all three sales divisions in Japan: Enterprise (including Public Sector), Mid Market, and Commercial (SMB).
- Drive revenue growth in Japan by ensuring consistent achievement of quarterly and annual financial targets.
- Promote platform adoption and customer expansion by collaborating with post-sales teams to develop strategic, long-term client relationships.
- Support senior sales leaders in navigating complex, multi-party sales processes and provide executive sponsorship for key accounts and partners when necessary.
- Oversee pipeline management, forecast accuracy, and deal reviews to maintain high operational standards across all sales divisions.
- Lead workforce planning in coordination with functional leaders and HR partners to attract, develop, and retain top-tier talent across all departments.
- Build and sustain a high-performing sales organization by ensuring timely onboarding and strong performance from hires across all segments.
- Promote employee engagement and organizational trust, fostering a high-performance culture that reflects company values in a locally meaningful way.
- Invest in leadership development, succession planning, and career progression for managers across sales and go-to-market functions in Japan.
- Model cultural and ethical standards, promoting collaboration, accountability, and customer focus across the local organization.
- Represent the company as the senior executive in Japan at public events, media engagements, and high-level customer and government meetings.
- Develop and maintain executive-level relationships with key customer C-suites and boards, serving as strategic sponsor for major accounts.
- Expand and strengthen partnerships with system integrators, ISVs, channel partners, and alliance organizations in Japan.
- Engage with public sector and regulatory bodies to enhance credibility and market positioning in government and regulated industries.
- Collaborate with marketing to shape brand strategy and ensure messaging resonates effectively in the Japanese market.
- Provide leadership across Japan's go-to-market functions, ensuring alignment with country goals and clear issue escalation paths.
- Partner with global and regional leaders to ensure local needs inform global planning and resource allocation.
- Identify and remove structural or operational barriers that hinder team performance, escalating to global leadership when required.
- Lead the people strategy in Japan in partnership with HR teams, covering talent acquisition, retention, culture, compliance, and employee relations.
Benefits
- Product training to build deep expertise in the company’s technology and market; ongoing career development and internal mobility opportunities; mentorship and buddy programs for team integration; inclusive culture with employee resource groups; new hire stock equity (RSUs) and employee stock purchase plan (ESPP); free global mental health support via Spring Health; comprehensive benefits package; specific offerings may vary by employment location and status.
Work Arrangement
Hybrid — Japan
Team
cross-functional leadership across Sales, Customer Success, Marketing, Partnerships, Solutions Engineering, Product, and Corporate functions
About the Role
We are seeking a seasoned country executive to lead Japan's overall business performance across customer acquisition, usage, retention, and ecosystem development. This leader will own the country plan, manage all sales segments directly, and influence go-to-market functions including marketing, customer success, and partnerships. The role requires deep local expertise, executive leadership, and alignment with global teams to scale operations in one of the world’s key technology markets.
