Sales Development Representative

Location: Tokyo, Japan

Reporting to: Director, Sales Development, APJ

The Role
As a Sales Development Representative at EDB, you will create and qualify new business opportunities across Japan. Through targeted outbound prospecting and thoughtful inbound follow-up, you will engage prospective customers, uncover their business and technical priorities, and connect them with the appropriate EDB sales teams.
Working closely with Account Executives, Marketing, and other go-to-market teams, you will help expand EDB’s presence in Japan and introduce organizations to EDB’s enterprise Postgres, data, and AI solutions.
This role requires strong communication skills, disciplined execution, resilience, and the confidence to engage both business and technical stakeholders. Occasional travel may be required.

Your Impact at EDB

• Take ownership of prospecting coverage for Japan by independently identifying whitespace, prioritizing accounts, and creating momentum across the territory.
• Generate qualified sales opportunities through inbound lead follow-up and targeted outbound prospecting.
• Research priority accounts, industries, and buyer personas to identify relevant business triggers and potential use cases.
• Engage prospective customers through phone, email, LinkedIn, events, and other digital channels.
• Develop and test locally relevant Japanese messaging, value propositions, and outreach approaches, using performance insights to continuously improve engagement and conversion.
• Conduct initial discovery to understand business challenges, desired outcomes, technical requirements, urgency, and stakeholder involvement.
• Apply the relevant elements of EDB’s MEDDICC qualification methodology to uncover business pain and desired outcomes, identify key stakeholders and potential champions, and capture early insight into decision criteria, decision processes, and competitive considerations.
• Document prospect activity and qualification insights accurately in Salesforce to support effective opportunity progression and handover to Account Executives.
• Partner with Account Executives to develop account strategies, messaging, and engagement plans for Japan.
• Collaborate with Marketing to follow up on campaigns, events, and intent signals and convert interest into qualified opportunities.
• Use EDB’s sales technology stack, including LinkedIn Sales Navigator, ZoomInfo, 6sense, TechTarget, Salesloft, Aurasell, and Amplemarket, to research accounts and execute prospecting campaigns.
• Consistently achieve targets for qualified meetings, pipeline creation, and validated sales opportunities.
• Share market feedback and prospect insights to improve messaging, campaigns, and go-to-market execution in Japan.

What You Will Bring

Required Qualifications

• Experience in sales development, business development, inside sales, or another customer-facing B2B role.
• Professional fluency in Japanese, with the ability to communicate confidently with customers and stakeholders in Japan.
• Business-level English, with the ability to collaborate effectively within a regional and global organization.
• Strong motivation to build a career in enterprise technology sales and progress into broader sales responsibilities over time.
• Resilience and persistence when facing rejection, changing priorities, or challenging targets.
• Strong prospecting and discovery skills across both inbound and outbound motions.
• Clear and persuasive verbal and written communication skills.
• Confidence engaging senior business leaders and technical stakeholders, with the ability to tailor conversations to different audiences.
• Strong organizational and time-management skills, with a disciplined approach to prospecting, follow-up, and opportunity qualification.
• Ability to work independently while collaborating effectively with Account Executives, Marketing, and cross-functional teams.

Preferred Qualifications

• Three or more years of SDR, BDR, inside-sales, or relevant technology-sales experience.
• A track record of consistently achieving or exceeding sales-development targets.
• Experience prospecting into enterprise or public-sector organizations in Japan.
• Familiarity with databases, cloud infrastructure, data platforms, artificial intelligence, SaaS, or open-source technologies.
• Experience using Salesforce or a comparable CRM platform.
• Experience with prospecting, sales-engagement, intent-data, or sales-intelligence platforms.
• Familiarity with MEDDICC or another structured sales qualification methodology.

What we look about You
You are ambitious, resourceful, and motivated by the opportunity to build a successful career in enterprise technology sales. You do not wait for opportunities to come to you—you research, experiment, follow through, and find ways to create momentum in your territory.
You bring energy and urgency to your work while remaining thoughtful and consultative in how you engage customers. You are comfortable being measured against targets, persistent in the face of rejection, and willing to learn from both successes and setbacks.
You actively seek feedback, apply coaching quickly, and take ownership of your performance and development. You want to become a trusted contributor to the Japan sales organization and earn the opportunity to take on broader responsibilities at EDB over time.