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Darktrace

Sales Director

LocationTokyo Office, Japan
Work modehybrid
Typefull-time
Company size1,001–5,000 people
First seen1w ago
Last seen1d ago
About the company
Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.
Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI. Today, our customers depend on us to stay ahead.
At Darktrace, we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.
We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them.
Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast
Job Description:
Enterprise Sales Director – Japan (Tokyo-based)
We’re looking for a proven enterprise sales leader to lead and scale our Japan business from Tokyo. This is a hands-on leadership role for someone who knows how to build high-performing teams, develop talent, drive predictable growth, and win through both direct and partner-led sales motions.
What you’ll do
Lead from the front:
Manage, coach, and develop a team of enterprise Account Executives, driving consistent performance against ambitious growth targets.
Own your team’s territory strategy:
Build and execute a clear plan across strategic enterprise accounts, industries, and territories to drive new business and customer expansion.
Drive complex deals:
Support and enable your team through the full sales cycle, from early discovery through POV, negotiation, and close.
Activate the channel:
Work closely with partners, distributors, and alliances to build pipeline, accelerate opportunities, and expand market coverage.
Develop existing customers:
Partner with Customer Success and Technical teams to drive account growth, renewals, and expansion opportunities across the customer base.
Run a disciplined business:
Deliver accurate forecasting, strong pipeline hygiene, effective account planning, and consistent use of sales methodologies such as MEDDPICC.
Collaborate cross-functionally:
Align with Marketing, Customer Success, Solutions Engineering, Product teams, and partners to deliver a seamless customer experience.
What we’re looking for
Non-negotiables
•
Tokyo-based, with a commitment to being in the office at least 3 days per week
•
5+ years leading enterprise sales teams, managing senior and mid-level Account Executives
•
Strong track record of building and leading high-performing enterprise sales organizations
•
Proven success winning complex enterprise deals in cybersecurity, SaaS, cloud, or enterprise software
•
Experience building and executing through channel, alliance, and distribution partners
•
Strong forecasting, pipeline management, and account planning discipline
•
Experience operating in high-growth, fast-paced environments
You’ll stand out if you:
•
Lead with credibility — your team sees you as someone who can sell, coach, and close, not just manage
•
Have experience scaling enterprise sales teams in Japan
•
Have successfully implemented sales methodologies such as MEDDPICC
•
Are comfortable engaging CIOs, CISOs, and other C-level executives on strategic business and cybersecurity initiatives
•
Know how to accelerate growth through partners and ecosystem relationships
•
Bring structure, accountability, and execution rigor to forecasting, pipeline management, and territory planning
•
Are comfortable navigating complex security, compliance, procurement, and regulatory conversations
•
Communicate simply and clearly with customers, partners, and internal stakeholders
•
Possess business-level English communication skills
エンタープライズ セールスディレクター – 日本（東京勤務）
当社では、東京を拠点に日本市場の成長をリードする実績ある営業リーダーを募集しています。高い成果を生み出す営業チームを構築・育成し、再現性のある事業成長を実現するとともに、直販とパートナービジネスの両方を通じて市場を拡大できる方を求めています。
主な業務内容
率先垂範のリーダーシップ
エンタープライズアカウントエグゼクティブチームをマネジメント、育成、コーチングし、高い成長目標の達成を推進します。
営業戦略とテリトリー戦略の策定・実行
重点顧客、業界、テリトリーを対象とした営業戦略を立案・実行し、新規顧客獲得と既存顧客拡大を推進します。
複雑な営業案件の推進
案件創出からPOV（Proof of Value）、提案、交渉、契約締結までの営業プロセス全体を支援し、チームの大型案件受注を牽引します。
パートナー戦略の推進
販売パートナー、ディストリビューター、アライアンスパートナーと緊密に連携し、パイプライン創出、案件加速、市場カバレッジ拡大を実現します。
既存顧客ビジネスの拡大
カスタマーサクセスおよび技術チームと連携し、アップセル、クロスセル、リニューアルを通じた顧客生涯価値の最大化を推進します。
規律ある営業組織の運営
正確なフォーキャスト、健全なパイプライン管理、戦略的なアカウントプランニングを実践し、MEDDPICCなどの営業メソドロジーの定着を推進します。
部門横断での連携
マーケティング、カスタマーサクセス、ソリューションエンジニアリング、プロダクトチーム、およびパートナー各社と連携し、一貫した優れた顧客体験を提供します。
求める人物像
必須要件
•
東京を拠点とし、週3日以上出社できる方
•
エンタープライズ営業チームのマネジメント経験5年以上（シニアおよびミッドレベルのアカウントエグゼクティブの管理経験を含む）
•
高い成果を上げるエンタープライズ営業組織を構築・運営した実績
•
サイバーセキュリティ、SaaS、クラウド、またはエンタープライズソフトウェア分野における複雑な大型案件の受注実績
•
販売パートナー、アライアンス、ディストリビューターを活用した営業戦略の立案・実行経験
•
フォーキャスト管理、パイプライン管理、アカウントプランニングの高い実践能力
•
成長企業や変化の速い環境において成果を上げた経験
以下に該当する方は歓迎します
•
自ら営業活動をリードできる高い営業力を持ち、「管理者」ではなく「営業リーダー」としてチームから信頼されている方
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日本市場においてエンタープライズ営業組織を拡大・成長させた経験
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MEDDPICCなどの営業メソドロジーを導入・定着させた経験
•
CIO、CISOをはじめとする経営層との戦略的な商談経験
•
パートナーエコシステムを活用して事業成長を加速させた実績
•
フォーキャスト管理、パイプライン管理、テリトリープランニングにおいて高い規律と実行力を持つ方
•
セキュリティ、コンプライアンス、調達、規制要件を含む複雑な商談環境に対応できる方
•
顧客、パートナー、社内関係者とのコミュニケーションを明確かつシンプルに行える方
•
ビジネスレベルの英語力を有する方
As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.
Legal
Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.
Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.
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Sales Development RepresentativeSolutions Engineer, ExpansionKey Account DirectorTechnical Success ManagerProduct Marketing Manager
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