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!

• Provide the account team product leadership • Oversee day-to-day processes in all aspects of client's insurance program cycle • Analyze client’s loss exposures and determine coverage needs • Interpret and utilize clients' actuarial to benefit the insurance program structure • Lead strategic insurance program efforts in conjunction with the client • Develop and maintain relationships with clients and assist in new business prospecting • Keep current on marketplace changes and inform clients as necessary • Generate documents and produce correspondence, including insurance summaries, schedules, and proposals for new and renewal business • Ensure proper utilization of product group resources to benefit the client (actuarial, claims, loss control, etc.) • Attend required training sessions, courses, etc., to develop and maintain up-to-date skills and product knowledge • Maintain an appropriate level of confidentiality regarding the information processed • Follow all company policies and procedures • Maintain appropriate state broker license.

• Prospect, qualify, and close new business opportunities within national organizations • Build relationships with key decision-makers • Manage the full sales cycle from initial prospecting/outreach through contract execution and deployment. • Develop and execute account strategies to uncover decentralized purchasing opportunities within assigned accounts and territories • Maintain an active pipeline and accurately forecast sales activity through CRM tools. • Collaborate with SDRs, marketing and customer success to drive customer acquisition and expansion • Deliver virtual and in-person product demonstrations and presentations • Stay informed on industry trends, competitive offerings, and customer needs • Consistently achieve and exceed revenue, activity, and pipeline generation goals.

• Manage a sales territory • Live in the designated territory • Manage and grow business in existing Ambry accounts • Expand menu utilization in existing accounts • Sell genetic diagnostic testing services to new customers • Negotiate and manage contracts • Introduce new testing products • Develop demand for and adoption of new assays • Develop and implement customer-specific action plans • Develop and deliver presentations • Host and assist with trade shows • Manage customer data in the company database • Achieve sales goals • Other duties as assigned