Sales Director Japan

We’re growing and looking to hire a Sales Director, Japan who embodies our core values:
People First, Customer Obsession, Strive for Excellence, and Integrity.

Claroty is a global leader in cyber-physical systems (CPS) protection, dedicated to securing the critical infrastructure that keeps the world running. We’re a fast-growing, award‑winning team where innovation meets purpose—and we want you to help us define the future of cybersecurity.

About the Role:

We are seeking a high‑impact, enterprise‑focused Sales Director to lead and expand Claroty’s presence across the Japanese market. This is a strategic, field‑based role responsible for driving new business and expanding existing accounts across critical infrastructure and industrial sectors. You will own the full sales cycle, build executive‑level relationships, and shape Claroty’s long‑term growth strategy in Japan in close collaboration with global and regional leadership.

As a key market leader, you will represent Claroty in Japan’s cybersecurity ecosystem, partnering with channel partners, MSSPs, and system integrators to accelerate adoption and deliver measurable ARR growth.

As a Sales Director, Japan, your impact will be:

• Own and drive commercial activity across the Japanese market.
• Lead complex enterprise sales cycles and consistently exceed ARR targets.
• Build strong relationships with CISOs, CIOs, and OT/Engineering leaders.
• Drive land‑and‑expand motions across critical infrastructure and industrial sectors.
• Generate qualified pipeline through proactive prospecting and strategic account development.
• Develop multi‑year account strategies and expand existing business within key verticals.
• Present compelling business value aligned to compliance, resilience, and risk reduction initiatives.
• Co‑sell with regional partners, system integrators (SIs), MSSPs, and engineering firms.
• Support partner enablement, joint account planning, and strategic pipeline development.
• Strengthen Claroty’s ecosystem presence across Japan’s cybersecurity and industrial landscape.
• Represent Claroty at key industry and cybersecurity events across Japan.
• Collaborate closely with Sales Engineering, Customer Success, Product, Marketing, and executive leadership teams.
• Provide market insights and competitive intelligence to support regional and global strategy.

What you need to succeed in this role:

Experience & Domain Expertise

• 10–15 years of experience in enterprise cybersecurity or technology sales, with a track record of closing large, complex deals.
• Experience in cybersecurity, OT/ICS security, network security, Zero Trust, IoT/IIoT, or industrial technology environments.
• Proven history of quota over achievement ($3–5M+ ARR).
• Experience selling into one or more of the following verticals:
  Automotive, Manufacturing, Food & Beverage, Oil & Gas, Commercial sectors including warehouses, retail, and data centers.
• Strong understanding of the Japanese cybersecurity ecosystem, including partners, MSSPs, and government procurement processes.
• Established relationships with enterprise customers and channel partners across Japan.

Sales & Technical Skills

• Strong consultative selling approach with advanced negotiation and stakeholder management skills.
• Ability to articulate complex technical value propositions to both executive audiences and OT/IT practitioners.
• Comfortable discussing OT networks, IC​​S/SCADA environments, asset visibility, and threat detection capabilities.

Personal Attributes

• Highly autonomous and proactive, thriving in high‑growth, fast‑paced environments.
• Executive presence with the ability to influence senior stakeholders.
• Competitive, resilient, and results‑driven mindset.
• Collaborative team player working effectively across global, cross‑functional teams.
• Data‑driven with strong ownership of territory planning, forecasting, and performance management.

Nice‑to‑Haves

• Experience working in OT environments (SCADA, PLCs, manufacturing systems).
• Background in cybersecurity scale‑ups or emerging technology companies.
• Knowledge of Challenger or Force Management sales methodologies.
• Experience using Clari or similar forecasting tools.

About Claroty

Claroty has redefined…