Sales Operations - Senior Analyst (Japan)
Rubrik is one of the fastest-growing enterprise cybersecurity companies. We are looking for a Sales Operations Senior Analyst to lead Japan, one of our key markets. Reporting to the Senior Director of International Sales Strategy, you will be the strategic business partner for Japan. You will design and execute a world-class go-to-market (GTM) infrastructure that scales with our rapid growth. This is a high-impact manager role at the intersection of strategy, finance and regional sales execution.
Rubrikは、急成長を続けるエンタープライズ向けサイバーセキュリティ企業の一社です(ARR 15億ドル、前年比34%成長)。このたび、主要市場である日本を担当するストラテジーマネージャーを募集します。International Sales Strategy担当シニアディレクターにレポートし、日本市場のストラテジック・ビジネスパートナーとして、当社の急成長に合わせてスケールする世界水準のGTM(Go-to-Market)基盤を設計・実行していただきます。戦略、ファイナンス、現場の営業実行が交わる、インパクトの大きいマネージャーポジションです。
WHAT YOU’LL DO
- Strategic GTM Leadership: Define and lead the Japan sales strategy, giving the Japan Country Manager and executive leadership data-driven insights to optimize investment and market expansion.
- Territory and Capacity Architecture: Lead annual and long-range planning for Japan, including territory design, headcount capacity models and market segmentation by industry and customer tier.
- Incentive and Quota Strategy: Design and govern a repeatable, data-driven quota allocation process (including JPY and USD considerations), aligning corporate financial targets with field motivation.
- Operational Excellence: Own Japan’s “Rhythm of the Business,” including the forecast process, Quarterly Business Reviews (QBRs) and pipeline hygiene, to ensure high predictability.
- Cross-Functional Orchestration: Partner with Global Ops, Finance, Marketing and HR so that Japan’s specific needs are reflected in global systems and process rollouts.
- Team Leadership: Build, mentor and lead a high-performing team of Sales Operations professionals, fostering a culture of excellence and analytical rigor.
主な業務内容
- GTM戦略のリーダーシップ: 日本の営業戦略を策定・推進し、カントリーマネージャーおよび経営層に対して、投資の最適化と市場拡大に向けたデータに基づく示唆を提供します。
- テリトリーとキャパシティの設計: 日本市場の年次および中長期の計画プロセスを主導し、テリトリー設計、人員キャパシティモデル、業界・顧客階層別のセグメンテーションを統括します。
- インセンティブとクォータの戦略: 円・米ドルの両面を考慮した、再現性のあるデータドリブンなクォータ配分プロセスを設計・管理し、全社の財務目標と現場のモチベーションを整合させます。
- オペレーショナル・エクセレンス: フォーキャストプロセス、四半期ビジネスレビュー(QBR)、パイプライン管理を含む日本の「ビジネスのリズム」を統括し、高い予測精度を実現します。
- 部門横断の連携: グローバルオペレーション、ファイナンス、マーケティング、人事と連携し、日本特有のニーズがグローバルのシステムやプロセス導入に反映されるようにします。
- チームのリーダーシップ: 高いパフォーマンスを発揮するセールスオペレーション担当チームを育成・指導・統率し、卓越性と分析的な厳密さを重んじる文化を醸成します。
REQUIRED TRAITS
- Executive Presence: Exceptional ability to influence and challenge senior leaders, and comfortable being the “voice of truth” in the room.
- Mindset: Deep understanding of the Japan market, including employment practices, currency impacts and local business customs.
- Strategic Architect: You don’t just report on the business. You identify the systemic levers that will drive the next $3B in revenue.
- Operational Resilience: Proven ability to stay steady in a hyper-growth, high-stakes environment while managing competing priorities.
- Change Agent: Experience leading large-scale organizational transformations and system implementations across borders.
求められる資質
- エグゼクティブプレゼンス: シニアリーダーに影響を与え、時に率直に異議を唱えることができ、その場で「真実を語る存在」であることに抵抗がない方。
- マインドセット: 日本の雇用慣行、為替の影響、日本特有のビジネス慣習など、日本市場のニュアンスを深く理解している方。
- 戦略的アーキテクト: 事業を報告するだけでなく、次の30億ドルの売上を生み出す構造的なレバーを見つけ出せる方。
- オペレーションの強靱さ: 急成長かつ重要度の高い環境で、競合する優先事項を管理しながら冷静に推進できる実績のある方。
- チェンジエージェント: 国境を越えた大規模な組織変革やシステム導入をリードした経験のある方。
REQUIRED SKILLS AND EXPERIENCE
- 7+ years in Sales Operations or Business Operations in a high-growth SaaS or enterprise software environment.
- 5+ years of leadership experience managing teams in a regional capacity.
- Expert knowledge of Salesforce, Clari and Pigment (or similar SPM tools). Experience using AI/ML for predictive forecasting is a plus.
- Advanced financial modeling skills and a track record of using data to drive significant ROI in sales productivity.
- Undergraduate degree required.
必須のスキルと経験
- 急成長中のSaaSまたはエンタープライズソフトウェア企業での、セールスオペレーションまたはビジネスオペレーションの経験7年以上。
- 地域単位でのチームマネジメントを含む、リーダーシップ経験5年以上。
- Salesforce、Clari、Pigment(または同等のSPMツール)に関する高度な知識。AI/MLを活用した予測フォーキャストの経験は歓迎。
- 高度な財務モデリングスキルと、データを活用して営業生産性で大きなROIを生み出した実績。
- 大学卒業以上の学歴。
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Rubrik (NYSE: RBRK) is the Security and AI Operations Company, delivering one platform built at the intersection of data, identity, and AI. The platform enables agentic cyber resilience and trusted AI operations for enterprises worldwide, built to recover before disruption strikes and stay a step ahead, so security is never the reason ambition stalls.
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