Head of Enterprise Sales, Japan

Responsibilities

• Recruit, build, and develop a world-class team of enterprise leaders and sellers.
• Own strategic enterprise and public sector revenue contribution for Japan and influence targets, ensuring consistent quarterly and annual attainment.
• Define and execute segment-level growth strategies across enterprise customers, including net-new acquisition, platform expansion, and multi-product adoption.
• Maintain operating rigor across pipeline generation, forecast contribution, deal inspection, and account-level strategies.
• Guide leaders through complex, multi-stakeholder sales cycles, including executive alignment.
• Ensure teams engage at the right stages of the sales cycle, from discovery and executive alignment through technical validation and close.
• Optimize sales motions, coverage models, and plays to improve win rates, deal velocity, and productivity.
• Develop leadership capability through coaching on value selling, executive engagement, and influence.
• Foster collaboration, accountability, and customer obsession.
• Serve as executive sponsor for strategic customers and support account executives in senior-level engagements.
• Invest in leadership development, succession planning, and career progression.
• Build relationships with alliance and channel partners.

Requirements

• 10+ years of progressive enterprise sales experience in B2B technology sales, preferably SaaS.
• 7+ years in senior leadership roles managing distributed sales teams in complex, cross-functional go-to-market environments.
• Proven record of building relationships and managing complex sales processes.
• Demonstrated success improving win rate, deal size, pipeline quality, and forecast accuracy.
• Strong command of value-based selling methodologies, including frameworks such as MEDDICC.
• Executive presence with the ability to influence internal stakeholders and engage credibly with C-level buyers.
• Hands-on, high-EQ leadership style and comfort working directly in deals and coaching leaders.
• Ability to lead through ambiguity and evolving market dynamics.
• Comfortable speaking at public forums and conferences.
• Ability to align Japanese sales style with global go-to-market strategy and translate global initiatives into Japan execution.

Compensation and Benefits

• Competitive global and US benefits.
• New-hire stock equity (RSUs) and employee stock purchase plan.
• Continuous career development and pathing opportunities.
• Best-in-breed onboarding.
• Internal mentor and buddy programs.
• Friendly, inclusive, high-performance workplace culture.
• Benefits and growth opportunities may vary by country of employment and employment type.