We are looking for a visionary Country Manager to spearhead the inception and explosive growth of our Japan operations. Reporting to the SVP, APAC Sales, you will be the foundational architect and linchpin for MongoDB’s strategic expansion into this critical market. This is not just a sales role; it is a leadership mandate to build a high-performance team from the ground up, instill a culture of execution, and orchestrate a cross-functional Go-To-Market strategy that bridges sales, technical teams, and partner ecosystems. You will be the architect of our Japan success story—recruiting top talent, accelerating customer adoption of the world’s fastest-growing database, and cultivating deep, high-value relationships that define the future of software in the region.
We are looking to speak to candidates who are based in Japan for our hybrid working model.
What you will doArchitect our Japan Market Entry & Scale
- Set the Strategic Vision: Define and execute the long-term GTM strategy for Japan, transforming market entry into sustainable, high-velocity ARR growth
- Build a High-Performance Engine: Recruit and mentor a world-class team, fostering a culture of operational excellence, accountability, and customer-first selling
- Drive Strategic Partnerships: Deepen our integration with Cloud Providers (AWS, Google Cloud, Azure) and Global Systems Integrators (GSIs), turning ecosystem partnerships into a primary engine for large-scale, enterprise modernization deals
- Champion Consumption Excellence: Beyond initial bookings, drive deep technical adoption and healthy product consumption across the Atlas portfolio to secure long-term customer value
Orchestrate Cross-Functional Success
- Unify the GTM Motion: Serve as the central conductor for Sales, Customer Success, and Professional Services, ensuring a seamless, frictionless customer journey from initial engagement to production deployment
- Bridge Product to Market: Act as the voice of the Japanese customer, providing critical feedback to Product and Engineering to ensure our roadmap addresses the unique nuances of this market, particularly in high-security and regulated industries
- Lead with Data-Driven Rigor: Partner with Marketing and BDR/SDR leadership to maintain high-signal pipeline hygiene, ensuring marketing investment aligns directly with field priorities and high-impact acquisition targets
Experience & Domain Expertise
- 20+ years of progressively senior experience in B2B software, cloud, or data platforms, with a focus on enterprise-scale GTM
- Bilingual proficiency (Japanese/English) is essential for navigating local business environments, executive-level communication, and cross-functional leadership
- Deep, proven expertise in Developer-led / Open Source / Product-Led Growth (PLG) motions. You understand how to engage developers as the primary entry point before expanding into enterprise-wide modernization deals
- A track record of "building from the ground up" or scaling a large division in Japan, with experience in consumption-based business models
- Demonstrated success navigating the Japan market landscape, including SI/Partner ecosystem engagement and cloud-native database adoption
Operational excellence
- Strong command of modern sales methodologies like MEDDPICC, with evidence of implementation and inspection at scale
- Ability to use data-driven insights to manage performance, forecast accuracy, and operational rigor
- Proven experience designing and running operating cadences that drive consistency and predictability in a high-growth environment
Talent & Cultural Leadership
- Recognised as a magnet for top talent, with a track record of hiring, developing, and retaining high-performance GTM teams in the region
- Deep alignment with the MongoDB Leadership Commitment: modeling ownership, inclusion, and a "builder" mindset
- Proven ability to build a highly accountable culture that balances immediate performance with long-term career development
MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.
Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.
To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!
MongoDB is an equal opportunities employer.
Requisition ID2273505284