Country Manager

About Upwind Security

Upwind Security is a rapidly growing, innovative cybersecurity firm specializing in Cloud-Native Application Protection Platforms (CNAPP). We provide comprehensive security solutions that span the entire cloud application lifecycle, from build to runtime. Our mission is to secure the next generation of cloud infrastructure, helping businesses innovate without fear. We foster a dynamic, fast-paced, and collaborative environment, focused on excellence and customer success.

The Opportunity

We are seeking an experienced, visionary, and highly successful Country Manager to establish and lead our operations in Japan, based in Tokyo. This is a strategic leadership role responsible for defining and executing the go-to-market strategy, driving significant revenue growth, and building out the local team and infrastructure. The ideal candidate will be a proven leader with deep expertise in enterprise software/cybersecurity sales in Japan, a strong understanding of the cloud-native ecosystem, and the ability to operate autonomously while integrating seamlessly with global leadership.

Key Responsibilities

Leadership and Strategy

• Define and execute the comprehensive business strategy for Upwind Security in Japan, aligning local efforts with global corporate objectives.
• Establish all necessary operational functions, including sales, sales engineering, and partnership channels.
• Serve as the senior in-country representative, promoting Upwind Security's brand and securing key relationships with customers, partners, and industry influencers.
• Be accountable for the P&L and overall business success of the Japan region, meeting and exceeding annual revenue targets.

Sales and Business Development

• Personally engage in and close strategic, large enterprise accounts, serving as the executive sponsor for major deals.
• Drive the hiring, training, and performance management of the local sales and technical teams (e.g., Account Executives).
• Develop and manage a robust partner ecosystem (e.g., SIs, VARs, cloud providers) to maximize market coverage and leverage channel sales.
• Implement best-in-class sales processes, forecasting accuracy, and CRM management (e.g., Salesforce).

Market and Product Expertise

• Provide critical market intelligence to the global product and executive teams regarding local competitive landscape, regulatory requirements, and customer needs in the Japanese cloud security space.
• Ensure the local team maintains a deep understanding of CNAPP, cloud security (AWS, Azure, GCP), DevSecOps, and modern application security trends.
• Tailor global messaging and collateral to resonate effectively with the Japanese market and business culture.

Requirements

• Experience: 10+ years of progressive experience in enterprise software sales and management, with a minimum of 5 years in a senior leadership or Country Manager role successfully scaling a technology business (ideally cybersecurity or cloud infrastructure) in Japan.
• Leadership Track Record: Proven success in recruiting, building, and managing high-performing, results-oriented sales and technical teams in Japan.
• Domain Knowledge: Extensive experience and strong working knowledge of cloud computing platforms (AWS, Azure, GCP), application security, DevSecOps, and the competitive CNAPP/Cloud Security market.
• Language Proficiency: Native or equivalent professional fluency in Japanese (written and verbal) is essential. Business-level fluency in English is required for regular reporting and interaction with global headquarters.
• Cultural Acumen: Deep understanding and proven success in navigating and leading within the Japanese business culture, with established professional networks at the C-level in major enterprise and public sector organizations.
• Education: Bachelor's degree in Business, Computer Science, or a related field; an MBA or equivalent is highly desirable.

Desired Attributes

• Strategic thinker with a strong bias for action and execution.
• Exceptional communication, negotiation, and executive presence.
• Entrepreneurial mindset, comfortable operating in a fast-paced, scale-up environment.
• Willingness and ability to travel extensively within Japan and occasionally internationally.

Why Join Upwind Security?

• Opportunity to build and lead the Japan organization from the ground up, with significant strategic autonomy and impact.
• Work with a cutting-edge CNAPP technology that is revolutionizing cloud security.
• Highly competitive compensation package, including uncapped incentives and substantial stock options tied to country performance.

Upwind Security is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.