Country Manager - Enterprise

Location: Japan

Travel: Up to 50%

Job ID: 1600

The Role:

We are seeking a dynamic and results-driven Country Manager to lead and scale our sales business in our most strategic growth markets. This leader will be responsible for driving revenue, building a high-performing sales organization, and establishing our brand as a market leader in the identified market location. The role requires a blend of strategic vision, operational rigor, and hands-on execution in a fast-paced, rapidly evolving tech environment.

Responsibilities:

Market Leadership & Strategy

• Define and execute the market go-to-market strategy aligned with global company objectives.
• Identify and capitalize on market opportunities across enterprise, mid-market, and emerging segments.
• Serve as the senior-most commercial leader in market, representing the company with customers, partners, and industry stakeholders.

Revenue Growth & Sales Execution

• Own and deliver against revenue targets, pipeline development, and forecast accuracy.
• Build, lead, and scale a high-performing sales organization across key regions in market.
• Drive disciplined sales processes, including territory planning, account strategy, and deal execution.
• Personally engage in strategic deals and key customer relationships.

Team Leadership & Talent Development

• Recruit, develop, and retain top sales talent, fostering a culture of accountability and high performance.
• Coach frontline managers and senior sellers to elevate capability and results.
• Establish clear performance expectations, metrics, and career development pathways.

Operational Excellence

• Implement scalable sales processes, tools, and reporting to support rapid growth.
• Partner with Rev Operations, Finance, and the People Team to ensure efficient business management.
• Monitor market trends, competitive landscape, and customer needs to inform strategy and execution.

Cross-Functional Collaboration

• Work closely with Marketing, Product, Customer Success, and Partnerships to drive integrated go-to-market execution.
• Provide market feedback to influence product roadmap and positioning.
• Align regional execution with global standards while adapting to local market dynamics.

Partner & Ecosystem Development

• Build and expand a strong partner ecosystem, including channel, alliances, and system integrators.
• Leverage partnerships to accelerate market penetration and customer success.

Brand & Market Presence

• Elevate company visibility and reputation in the market through industry events, thought leadership, and customer advocacy.
• Act as a spokesperson for the company in the region.

Key Success Attributes:

• Strategic thinker with a hands-on, execution-oriented mindset.
• High accountability and operational discipline.
• Ability to lead through ambiguity and rapid change.
• Strong cultural awareness and ability to build inclusive, high-performing teams.
• Customer-first mindset with a passion for delivering value.

Qualifications:

• 12–15+ years of experience in enterprise technology sales, with significant leadership experience in the identified market location.
• Proven track record of consistently exceeding revenue targets and scaling high-growth businesses.
• Deep understanding of the identified market location, including enterprise buying behavior and partner ecosystems.
• Strong leadership presence with the ability to influence both locally and globally.
• Experience working in a fast-growing, matrixed, and global organization.
• Excellent communication, negotiation, and executive engagement skills.