Role Description We are seeking a dynamic and results-driven Senior Enterprise Account Executive to lead and expand Dragos’ presence in Japan. In this highly autonomous, individual contributor role (initially), the Senior Enterprise Account Executive will be responsible for: - Achieving sales targets, driving business development, and managing strategic relationships with Dragos' distribution partner. - Reporting to the Area Vice President based in Australia, the Senior Enterprise Account Executive will be a key player in Dragos’ growth strategy in the region, ensuring that the company’s OT cybersecurity solutions are successfully introduced, marketed, and adopted by customers in Japan. Responsibilities - Own and meet sales revenue targets for the Japan region, driving business growth across multiple industry sectors including energy, water, transport, and manufacturing. - Work collaboratively to develop and execute a comprehensive sales strategy for the Japanese market in alignment with Dragos’ distribution partner and global objectives to ensure effective market penetration of Dragos' products and services. - Build and nurture strong relationships with key stakeholders in the OT cybersecurity space, including C-level executives, technical leaders, and decision-makers within prospective and existing customers, as well as technical alliance and reseller partner organisations. - Educate and raise awareness of Dragos' solutions through sales presentations, product demonstrations, and workshops. - Provide local market intelligence, insights, and feedback to Dragos’ global team to help tailor products, services, and marketing strategies for the Japanese market. - Support the negotiation and closure of high-value sales deals while ensuring the customer’s needs are addressed and aligned with Dragos' capabilities. - Collaborate with local resources and the global team to ensure the smooth onboarding and support of Japanese customers, ensuring long-term satisfaction and retention. - Support local marketing efforts in partnership with the global marketing team to increase awareness and drive leads in the region. - Represent Dragos at industry conferences, trade shows, and forums, establishing the company as a trusted cybersecurity leader in the OT space. Qualifications - ~10 years of sales and business development experience, preferably in the cybersecurity, OT, or technology sectors. - Proven track record of exceeding sales targets and growing market share in the Japanese market. - Strong understanding of the operational technology landscape and cybersecurity challenges in critical infrastructure sectors such as energy, utilities, manufacturing, and transportation. - Experience working with distributor partnerships, particularly in Japan, and managing channel sales. - Fluent in Japanese and English (both written and verbal), with the ability to communicate effectively with technical and non-technical stakeholders. - Strong business acumen with the ability to think strategically and execute tactically. - Excellent interpersonal, negotiation, and communication skills. - Ability to work independently and manage multiple priorities in a fast-paced, global environment. Requirements - Salary: up to ¥ 31,840,000 OTE - Competitive Equity Package - Comprehensive Benefits Plan Company Description Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world!