General Manager, Go-to-Market & Corporate Operations | Global Team / Cybersecurity (#226)

About the Company

The company is a cybersecurity firm using cutting-edge AI to detect and prevent ad fraud in digital advertising. It is not simply a tool vendor — the mission is to create an entirely new category, “Marketing Security,” so that marketers around the world can operate with confidence. The long-term vision is to become the Category Leader in this space.
With development hubs in Tokyo and Lisbon, the company runs a genuinely cross-border, global engineering organization. Founded in Japan, it is now scaling rapidly with a clear focus on global markets — both in product development and in commercial expansion.

 

The Opportunity

This is an executive role that spans Sales, Marketing, Customer Success, and Corporate Functions — a mandate to lead the company’s next phase of growth.
The company is a global AI-driven ad-fraud-prevention SaaS business with offices in Japan, New York, and Lisbon. It crossed ¥1B in ARR in January 2026, now serves roughly 700 customers, and continues to grow rapidly across global markets.
The target: grow ARR to approximately 3.5x current scale by FY2028, alongside a step-change in profitability. Achieving that growth strategy requires a single leader accountable for the entire Go-to-Market organization.
Today, the CTO is managing both Product/Engineering and the Sales, Marketing, Customer Success, and Corporate functions. This role is newly created to free the CTO to focus fully on product, while strengthening the executive team overall.
Reporting directly to the CEO, you will own Sales, Acquisition Marketing, Customer Success, Partnerships, and Revenue Operations, along with corporate functions including Finance, Global Operations, HR, and General Affairs. As a core member of the leadership team, you will drive company-wide operations — with a clear growth path toward President or Integrator (head of all-company operations) in the future.
Candidates who have led business expansion and organizational scale-up inside high-growth SaaS or technology companies are strongly encouraged to apply. Nationality is open; however, business-level fluency in both Japanese and English is required.

・What Investors and Leadership Expect

Metric	Current	FY2028 Target
ARR growth rate	~38% YoY	70–100%+
ARR scale	¥1B+ (achieved Jan 2026)	~3.5x current scale
NRR	~100%	Sustained 105%+
Operating margin	Growth-investment phase	High-profitability phase
Customer count	~700	Significant expansion (higher enterprise mix)

The Role

Sales & Revenue (~9–10 people)

• Own domestic inside sales, field sales, and global sales through a Sales Head
• Build repeatable growth motions across enterprise sales, strategic accounts, channel partnerships, and new-market entry
• Establish and drive Partnerships and Revenue Operations

Acquisition Marketing (~7–8 people)

• Own PR, Paid, and Organic teams through a Marketing Head
• Take ownership of acquisition efficiency and brand strategy
• Drive cross-functional alignment with Product, CS, and Sales

Customer Success (~6–8 people)

• Own domestic and international CS teams through a CS Head
• Manage and improve NRR, churn, and customer success metrics
• Align cross-functional teams around shared customer and revenue goals

Corporate Functions

• Partner with Finance/Global Ops, HR, and General Affairs to drive company-wide operations
• Build operational cohesion across three global hubs — Tokyo, New York, Lisbon
• Hold full P&L accountability; translate strategy into execution plans with clear ownership and measurable outcomes

Executive Partnership & IPO Readiness

• Participate in executive/leadership meetings; design and monitor KPIs
• Support reporting to investors and stakeholders
• Build governance and organizational structures in preparation for IPO
• Align Product, Sales, Marketing, and CS around shared customer and revenue goals — not functional silos

 

First 90 Days: Priority Challenges

Based on interviews with frontline managers, the priorities for this role in the first 90 days are clear:

1. Decision-rights transfer — Identify which operational decisions currently concentrated with the CEO/CTO (deal terms, partner issues, hiring approvals, etc.) should move to the GM, and quickly restructure and delegate approval authority.
2. Define the Sales ↔ CS boundary — Clarify ownership of undefined areas such as upsell motion, churn response, and partner/agency incidents, and set them as agreed organizational rules.
3. Align Marketing ↔ Sales funnel design — Drive executive-level alignment on cross-functional initiatives such as the Marketing VP’s proposed HubSpot funnel architecture (e.g., introducing an opportunity object).
4. Structure CS ↔ Product collaboration — Rework the current model where CS acts as an informal go-between with Product/Engineering; design a regular cross-functional forum instead.
5. Drive company-wide process documentation — Convert Slack-dependent, tribal-knowledge workflows into visible, standardized processes that don’t break when people change roles.

 

Requirements

• Track record scaling B2B SaaS, cybersecurity, or martech businesses — specifically, leading a business through the transition from 30–50% YoY growth to 70–100%+ growth
• Full P&L ownership experience — turning strategy into execution plans, clear ownership, quantitative targets, and weekly execution cadence
• Hands-on leadership across multiple functions: Sales, Marketing, CS, and Partnerships
• Experience building a Japan business from the ground up (not inheriting an existing one); experience expanding into APAC or other international markets is a plus
• Business-fluent in both Japanese and English — able to lead negotiations and closing directly with Japanese enterprise clients, and to earn the trust of international teams
• Comfortable operating in a founder-led environment: able to speak directly and candidly to leadership, low-ego, execution-focused
• Able to bring structure and clarity to an environment where decision cycles are fast and direction shifts often — someone who can quickly define “who decides what” so managers can keep moving without getting stuck

Nice to Have

• Experience in ad tech or martech
• Experience operating under growth pressure from external capital (VC, PE, or international investors)
• Concrete execution experience in enterprise sales, channel partnerships, or new-market entry
• Experience building or improving Revenue Operations (RevOps)
• Involvement in IPO preparation (J-SOX, underwriter coordination, IR)
• Experience with M&A or capital strategy

Ideal Candidate Profile

• Someone who can say “no” — and show the path to “yes.” Able to prioritize ruthlessly while protecting the team, and keep things moving forward.
• A builder of systems from zero. Willing to repair a broken operating model and grow the leadership team around it — with a track record of turning Slack-dependent, tribal-knowledge workflows into documented, standardized processes.
• Strong with the numbers, but comfortable in the field. Drives KPIs while being willing to join a sales call or a customer negotiation personally when needed.
• Able to bring structure to ambiguity. Comfortable with the “unbuilt” nature of a hyper-growth stage, and able to quickly resolve ownership questions — Sales/CS boundaries, approval flows, cross-functional design — that have been left undefined.
• A leader who can unite a global team. Able to align people of diverse nationalities and backgrounds around a shared goal.

Why This Role

• The true center of the business. Reporting directly to the CEO, with ownership of every function outside Product and Engineering — effectively a COO-scope mandate.
• A path to President. The company anticipates this role expanding into an Integrator position overseeing all day-to-day company operations.
• Grow ARR 3.5x with your own hands. Full strategic and executional ownership of taking growth from ~38% YoY to 70–100%+.
• Join at the pre-IPO stage. Help build the organizational and governance structure for IPO readiness, alongside the founding team.
• Genuinely global collaboration. Work daily with colleagues across Japan, Europe, and the U.S., and build real international executive experience.
• Top-of-market compensation. Competitive base salary with a performance-linked OTE structure.

 

Compensation & Benefits

Compensation: ¥20,000,000 – ¥30,000,000 (annual)

Probation period: 3 months

Benefits: – Stock options (SO) — upside potential tied to a pre-IPO growth stage – Mobile phone allowance (¥4,200/month) – Flu vaccination coverage – Reimbursement for job-related certification/exam fees – Babysitting subsidy (up to ¥20,000/month, 50% covered) – “Premium Friday” team dinners – Gold’s Gym membership subsidy (¥550 co-pay per visit)

Social insurance: Health insurance, welfare pension, employment insurance, workers’ compensation insurance

Working hours: Flextime (core hours 11:00–17:00),  Hybrid Work Arrangement:Work in the office 2 days a week, work from home 3 days a week

Days off: Full two-day weekends (Saturday, Sunday), public holidays

Leave: Paid vacation (including a consecutive 3-day block in addition to standard paid leave), year-end/New Year holidays, annual paid leave, bereavement/celebration leave, childcare leave, a 2-day new-hire leave allowance (to cover illness before standard paid leave is granted after six months), vaccination leave, and more

Smoking policy: Fully non-smoking indoors

 

Hiring Process

Document screening → Interviews (multiple rounds) → Aptitude assessment → Final interview → Reference check → Offer

Documents required for screening: Resume (CV), work history/career summary

Interview languages: English / Japanese