Country Manager
Job description
Country Manager – Japan to lead and grow EDB's direct and partner-driven sales business across the Japanese market. A hands-on leadership role owning the Japan revenue number, building pipeline, closing enterprise deals, and managing a small but growing sales team.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Hybrid · Tokyo, Japan
- Languages
- Japanese – fluent, English – business-level
What you'll do
- Own the Japan revenue number.
- Build and execute the go-to-market strategy for EDB in Japan, owning bookings, pipeline generation, and forecast accuracy for the region.
- Hire, coach, and manage a team of Account Executives and/or Sales Engineers as the business scales; set quotas, territories, and performance expectations.
- Personally engage with C-level and senior IT decision-makers at large Japanese enterprises and public sector accounts to position EDB Postgres AI as a strategic alternative to legacy Oracle and proprietary database platforms.
- Develop and manage relationships with system integrators, resellers, cloud providers, and local technology partners (e.g., NTT Group, Fujitsu, Hitachi, NEC, hyperscalers) to extend EDB's reach across Japan.
- Adapt global sales plays, pricing, and messaging to fit Japanese business culture, procurement practices, and regulatory/compliance requirements (including data sovereignty considerations relevant to public sector and financial services).
- Work closely with Marketing, Sales Engineering, Customer Success, Legal, and global Sales leadership to align regional execution with EDB's overall corporate strategy.
- Act as the face of EDB in Japan at industry events, customer briefings, and partner summits; build EDB's brand and reputation in the local Postgres and open-source community.
- Provide accurate, timely forecasting and pipeline reporting to regional and global leadership using EDB's CRM and sales operations tools.
What we're looking for
- 20+ years of enterprise software/technology sales experience, with at least 5-8 years in a sales leadership or sales management role.
- Proven track record of carrying and consistently exceeding a multi-million-dollar enterprise sales quota in Japan.
- Deep understanding of the Japanese enterprise IT buying process, including experience selling to large domestic enterprises and/or public sector organizations.
- Proven track record across key industries including BFSI, Telecom, Manufacturing, Public Sector, Retail and other strategic enterprise segments.
- Experience building and leading a sales team, including hiring, coaching, and performance management.
- Strong executive presence and consultative selling skills, with the ability to engage both technical and business stakeholders.
- Fluency in Japanese and business-level English required (this role bridges local execution with a global, English-speaking leadership team).
- Willingness to travel within Japan and occasionally internationally.
Nice to have
- Experience selling database, infrastructure, cloud, data management, or open-source software solutions strongly preferred (Oracle, PostgreSQL, MySQL, SQL Server, cloud database services, etc.).
- Existing network and relationships with Japanese system integrators and IT decision-makers is a strong plus.
- Familiarity with open-source business models and/or the PostgreSQL ecosystem is a plus, but not required.
Benefits
- Access to CuraLinc to aid employees in health and wellness tips and practices
- Wellness Fridays extending to December 2026
Apply
About EDB
A data and AI platform that enables organizations to harness the full power of Postgres
EDB provides a data and AI platform that enables organizations to harness the full power of Postgres for transactional, analytical, and AI workloads across any cloud, anywhere. EDB empowers enterprises to control risk, manage costs and scale efficiently for a data and AI led world. Serving more than 1,500 customers globally and as the leading contributor to the vibrant and fast-growing PostgreSQL community, EDB supports major government organizations, financial services, media and information technology companies. EDB's data-driven solutions enable customers to modernize legacy systems and break data silos while leveraging enterprise-grade open source technologies. EDB delivers the confidenc
Mission
Supercharge Postgres
Key facts
- Data and AI platform / enterprise software
- Serving more than 1,500 customers globally
- Leading contributor to the PostgreSQL community
- Delivers up to 99.999% high availability
- Supports major government organizations, financial services, media and information technology companies
Partners & customers
What they value
- Trust
- Respect
- Diversity