Sales Director

Darktrace
Tokyo
Workplace: OnsiteFull timeFunction: SalesExperience: 5+ yearsSkills: ["Leadership","Coaching","Forecasting","Pipeline management","Account planning","Clear communication","Partner collaboration","Deal negotiation","Execution rigor"]

Lead and scale enterprise sales in Japan from Tokyo, managing and coaching a team of enterprise Account Executives. Own territory strategy across strategic enterprise accounts and industries, and drive complex deals end to end from discovery through POV, negotiation, and close. Activate and grow channel coverage with partners and distributors, expand customer renewals and growth with Customer Success and Technical teams, and run disciplined forecasting using MEDDPICC while collaborating cross-functionally to deliver a seamless customer experience.

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Darktrace
Darktrace
1 day ago

Sales Director

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Job Summary

Lead and scale enterprise sales in Japan from Tokyo, managing and coaching a team of enterprise Account Executives. Own territory strategy across strategic enterprise accounts and industries, and drive complex deals end to end from discovery through POV, negotiation, and close. Activate and grow channel coverage with partners and distributors, expand customer renewals and growth with Customer Success and Technical teams, and run disciplined forecasting using MEDDPICC while collaborating cross-functionally to deliver a seamless customer experience.
Location: Tokyo
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Manage, coach, and develop a team of enterprise Account Executives to meet ambitious growth targets.
  • •Build and execute territory strategy across strategic enterprise accounts, industries, and territories for new business and expansion.
  • •Support the full sales cycle for complex deals from early discovery through POV, negotiation, and close.
  • •Work with partners, distributors, and alliances to activate pipeline, accelerate opportunities, and expand market coverage.
  • •Deliver accurate forecasting and pipeline hygiene using sales methodologies such as MEDDPICC, while collaborating cross-functionally with Marketing, Customer Success, Solutions Engineering, and Product.

Key Requirements

  • •Be Tokyo-based and able to be in the office at least 3 days per week.
  • •5+ years leading enterprise sales teams, including management experience for senior and mid-level Account Executives.
  • •Proven experience building and leading high-performing enterprise sales organizations.
  • •Track record winning complex enterprise deals in cybersecurity, SaaS, cloud, or enterprise software.
  • •Experience executing direct and partner-led sales motions, including channel/alliance/distribution partners and strong forecasting/account planning discipline.
Experience:5+ yearsCybersecuritySaaSCloudEnterprise softwareChannel partnershipsFast-pacedHigh-growth
Skills:LeadershipCoachingForecastingPipeline managementAccount planningClear communicationPartner collaborationDeal negotiationExecution rigor
Languages:English日本語
Tech Stack:MEDDPICC

Company Brief

Darktrace
Develops AI-driven cybersecurity solutions that detect, respond to, and neutralize cyber threats across cloud, email, network, and endpoint environments using machine learning and anomaly detection to protect enterprises globally.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Cambridge, United Kingdom
Founded: 2013
WebsiteLinkedIn