[Hiring] Country Manager @SecurityScorecard

Role Description

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.
• Primary driver of pipeline generation, channel development, and deal execution in market.
• Expected to multi-thread closely with Customer Success, Solutions Engineering, and Marketing.
• Reports to the President of International Sales.
• 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).
• Identify, recruit, and manage a channel and alliance ecosystem in Japan (system integrators, MSSPs, resellers, and referral partners).
• Multi-thread with global Customer Success and Solutions Engineering to ensure smooth onboarding, retention, and expansion of Japan accounts.
• Represent the voice of the Japan market back to Product, Marketing, and Legal.
• Build and execute a go-to-market plan for Japan in partnership with the President of International Sales.
• Recruit, coach, and manage additional Japan-based sales hires as the team grows.
• Provide accurate, source-verified forecast and pipeline data for weekly and quarterly business reviews.

What Success Looks Like (First 12 Months)

• Quota attainment against an agreed first-year new-ARR target.
• A qualified, MEDDPICC-scored pipeline of enterprise and financial-services logos.
• At least [N] active channel/alliance relationships generating sourced or influenced pipeline.
• Clean, on-time forecasting with no late-stage surprises.
• A documented Japan go-to-market plan reviewed and approved by the President of International Sales.

Qualifications

• 7+ years of enterprise software/SaaS sales experience in Japan.
• 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 buying committees in Japan.
• Working knowledge of Japan's cyber risk and regulatory landscape relevant to TPRM/GRC buying behavior.
• Experience building or contributing to a partner/channel ecosystem in Japan.
• Comfort operating with a MEDDPICC or comparable qualification methodology.
• Native or near-native Japanese and business-level English (written and spoken).
• 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.

Benefits

• Competitive salary.
• Stock options.
• Health benefits.
• Unlimited PTO.
• Parental leave.
• Tuition reimbursements.
• Estimated total compensation range for this position is $230,000 USD - $275,000 USD (base plus bonus).