Senior Manager, Enterprise Sales (Tokyo, Japan)

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! As Figma continues to grow its enterprise presence in Japan, we’re looking for a Snr Manager, Customer Experience & Solutions to lead our organization in-region. This leader will oversee Solutions Consulting, Customer Onboarding, Customer Enablement, and Technical Account Management—owning the end-to-end technical and value experience for Figma’s customers, from pre-sales through long-term adoption and success. This is a senior, customer-facing leadership role that blends deep technical credibility, close sales partnership, and post-sales excellence. The ideal candidate brings a strong pre-sales background, paired with experience leading post-sales teams and scaling customer-facing functions in high-growth SaaS environments. This role is based in Japan and requires business-level Japanese and English proficiency. WHAT YOU’LL DO AT FIGMA: * Recruit, develop, and retain a high-performing team across Solutions Consulting, Onboarding, Enablement, and Technical Account Management — cultivating a culture of customer-centricity and operational excellence * Partner with Japan Sales leadership to align on pipeline, deal strategy, and the motions that connect technical value to revenue * Execute the end-to-end customer journey from pre-sales solutioning through onboarding, adoption, and renewal, building the milestones and frameworks that support value realization * Help define how Figma delivers and measures value for our customers, including success planning, executive engagement, and account health programs * Serve as an executive sponsor for Figma's most strategic customer relationships in Japan, engaging at the C-suite and VP level to unblock challenges and support growth * Bring the voice of Japan's customers into Figma's global product and go-to-market strategy, partnering cross-functionally with Product, Engineering, and GTM leadership * Track the KPIs that connect team activity to business outcomes and use them to drive continuous improvement WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * 10+ years in customer-facing technical sales roles within SaaS * 6+ years leading Solutions Consulting or Sales Engineering teams * A track record of building and scaling customer-facing teams, from hiring to developing the playbooks that drive consistent outcomes * Demonstrated success partnering with regional Sales leadership on GTM strategy, iterating based on data and insights * Business-level English proficiency WHILE NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Experience building and leading post-sales teams * Experience with MEDDICC sales qualification framework * Prior experience managing managers * Prior Figma, design or development experience At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

Datadog

Datadog is the global leader in observability and security for cloud applications. Our SaaS platform integrates infrastructure monitoring, application performance monitoring, log management, digital experience monitoring, cloud security, and AI-powered observability to help organisations accelerate digital transformation and operate at scale. As organizations across Japan continue to modernize their technology stacks and embrace cloud-native architectures, Datadog is uniquely positioned to help customers achieve greater visibility, reliability, security, and business performance. The Opportunity Following significant investment in Japan by Datadog, we’re now seeking a senior executive to lead the next phase of growth and scale the business rapidly. This executive will be responsible for defining and executing Datadog's strategy in Japan, driving sustainable, predictable revenue growth, strengthening customer and partner relationships, developing high-performing teams, and firmly establishing Datadog as the market leader for Japan. Reporting to senior APJ leadership, the Country Leader will serve as the executive face of Datadog in Japan and will work cross-functionally with Sales, Customer Success, Marketing, Partnerships, Solutions Engineering, Product, and Corporate functions to accelerate market penetration and customer success.  At Datadog, we work hard to maintain an excellent culture of trust, high standards, and great outcomes for customers, partners and employees About the Role Datadog is seeking an experienced and respected country executive to serve as Country Manager, Japan. As the most senior leader in the market, you will be responsible for owning Japan’s overall business health across acquisition, usage, retention, ecosystem, culture, and cross-functional execution.  The Country Manager owns the country plan and operating cadence, ensuring effective direct management of all three sales segments (Enterprise, Mid Market, Commercial); and cross-functional influence across our broader GTM functions including Marketing, Sales Engineering, Customer Success, Sales Development, and Channel & Alliances.  This role is an opportunity to shape Datadog’s next chapter in one of the most important and exciting technology markets in the world, with the investment, infrastructure, and executive commitment to match this ambition.  At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You’ll Do: Country Leadership & Strategy * Own the Japan Country Plan: Setting priorities, defining the operating model, and aligning all GTM functions across shared country-level outcomes across customer acquisition, usage, retention, and ecosystem growth * Formalize GTM operating cadence across Sales, Customer Success, Sales Development, Marketing, Sales Engineering, and Channel & Alliances, ensuring cross-functional work has clear ownership, roles & responsibilities, and escalation paths * Direct and lead quarterly country business reviews to present a comprehensive view of Japan business health * Act as primary decision-maker on country plan priorities, which includes local hiring inputs, customer escalations, partner strategy, and business performance reviews Sales Ownership & Revenue Accountability * Direct management of all 3 sales segments in Japan: Enterprise (including Public Sector), Mid Market, and Commercial (SMB)  * Own Japan’s growth revenue accountability across Japan by ensuring consistent attainment across quarterly and annual targets * Champion platform adoption and customer growth, partnering closely with the post-sales organization to turn Datadog's Japan customers into long-term strategic accounts * Guide segment leaders through complex, multi-stakeholder sales cycles: Provide executive-level engagement and sponsorship on the most strategic accounts and key partners where needed * Support Sales segment leaders in managing pipeline quality, forecast accuracy, and deal inspection, ensuring detailed and rigorous operating standards across all segments Talent, Culture, and People Leadership * Own the Japan hiring plan working with sales segment and cross-functional leadership, as well as People Business Partners to recruit, develop, and retain world-class talent across all functions * Build and maintain a high-performing, tenured sales team across all segments by ensuring the right people are hired, ramped, and performing at the level the market opportunity demands * Champion employee engagement and satisfaction across the Japan organization, creating a high-trust, high-performing culture that reflects Datadog’s values in a locally relevant way * Invest deeply in leadership development, succession planning, and career progression for Japan leaders across Sales and GTM functions * Foster a culture of collaboration, accountability, and customer obsession by serving as the cultural and values role-model for the entire Japan organization, building tenure and career pathing for existing employees Executive Engagement and Market Presence * Serve as the senior executive face of Datadog Japan by representing the company at public forums, conferences, press engagements, and in high-level customer and government relationships * Build and deepen relationships with strategic customer C-suite and Board and acting as an executive sponsor for our most important accounts * Develop and grow Datadog’s partner and ecosystem relationships in Japan including alliances, channel partners, ISVs, and system integrators * Engage with the public sector and government bodies where relevant, building Datadog’s credibility and market position in regulated and public sector verticals * Lead brand and market presence in Japan working alongside marketing to ensure Datadog’s narrative lands effective in the Japanese market Cross-Functional Orchestration * Provide oversight and leadership across broader Japan GTM functions and ensuring consistent alignment on country priorities and creating clear escalation paths for issues * Partner closely with global and APJ functional leaders to ensure Japan-specific needs are represented in global planning and resourcing decisions * Identify and resolve structural or operational blockers that prevent the Japan team from executing effectively, with appropriate escalations to global leadership where needed * Own the people agenda for Japan in close partnership with People Business Partners, Recruiting, and People Operations across talent acquisition, retention, culture, and employee relations, and compliance Who You Are: * A senior Enterprise Technology leader who has successfully sold solutions at the C-level and experience leading first and second line leaders  * Proven general manager or country-level executive with a track record of owning full business outcomes  * Deeply respected in the Japanese technology market, with an established executive network across enterprise customers, partners, and ecosystem stakeholders * Experienced in leading distributed, cross-functional teams with the ability to influence without direct authority, particularly across post-sales, marketing, and technical functions * A strong people leader who has built and retained high-performing teams; known for developing talent, maintaining high employee engagement, and being a trusted cultural anchor * Commercially sharp with a command of SaaS revenue metrics and the ability to hold segment leaders accountable to rigorous forecasting and operating standards * Executive presence and communication skills to credibly represent Datadog at the highest levels, both within Japan and to Datadog's global leadership team * Comfortable bridging Japanese business culture and Datadog's global GTM strategy: able to translate global direction into locally relevant execution, and to advocate effectively for Japan's needs globally * Fluent in Japanese; professional fluency in English required for engagement with Datadog's global leadership Datadog values people from all walks of life. We know not everyone will meet all the above qualifications on day one. That’s okay. If you’re passionate about technology and want to grow your experience, we encourage you to apply.  Benefits & Growth: * Product training to develop an in-depth understanding of our product and space * Continuous career development and pathing opportunities for internal mobility  * Intra-departmental mentor and buddy program for in-house networking  * An inclusive company culture, ability to join our Community Guilds * New hire stock equity (RSUs) and employee stock purchase plan (ESPP) * Free global mental health benefit through Spring Health  * Generous global benefits  Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog. #LI-Hybrid ---------------------------------------------------------------------------------------------------------------------------------- About Datadog:  Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center. ---------------------------------------------------------------------------------------------------------------------------------- Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.  Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form. This form is for accommodation requests only and cannot be used to inquire about the status of applications.  Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice. For information on our AI policy, please visit Interviewing at Datadog AI Guidelines.

Zscaler

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for an experienced Senior Sales Engineer to join our Japan Sales Engineering team. This is a hybrid position based in Japan, reporting to the Manager, Sales Engineering in Japan within the Sales and Go-to-Market department. You will join a global group of professionals dedicated to delighting customers and driving a secure, cloud-enabled digital future. As a key member of the team, you will help cement our position as the world leader in cloud security through technical excellence and trusted partnerships. What you’ll do (Role Expectations) * Provide technical expertise and strategic advice to major customers * Take total ownership of the technical sale and associated processes * Independently deliver high-impact sales pitches, technical demonstrations, and whiteboard presentations Who You Are (Success Profile) * You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. * You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. * You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. * You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. * You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. What We’re Looking for (Minimum Qualifications) * BSCS or equivalent with extensive experience as a Sales Engineer or systems integrator * 5+ years of experience in Pre-Sales roles, with at least 3 years focused on selling security or networking solutions in direct or high-touch sales environments * Technical proficiency in HTTP and web-related technologies * High fluency in written and spoken Japanese What Will Make You Stand Out (Preferred Qualifications) * Experience working with routing and switching products, including complex troubleshooting * Solid understanding of SaaS-based technologies and network security frameworks * Hands-on experience with systems installation, configuration, and administration of macOS, UNIX/Linux, and Windows-based systems #LI-JK3 #LI-Hybrid At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: * Various health plans * Time off plans for vacation and sick time * Parental leave options * Retirement options * Education reimbursement * In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.