1. Role Summary

The Inside Sales Manager, Japan Issuance, will lead a high-performing Inside Sales function that expands installed-base revenue, improves pipeline quality, strengthens customer responsiveness, and enables Field Sales to focus on strategic customer engagement and growth.

This role is accountable for Supplies and Maintenance revenue execution, qualified opportunity creation, inside-sales operating discipline, and scalable process improvement. The manager will lead two Inside Sales Representatives, build consistent operating practices, and partner closely with Field Sales, Marketing, Customer Operations, and other internal stakeholders to improve execution speed, data quality, and customer experience.

2. Key Accountabilities

Revenue Leadership

• Own execution of Inside Sales revenue targets for Supplies and HMA/SMA.

• Monitor installed-base performance, renewal activity, and demand signals to identify revenue expansion opportunities.

• Use pipeline, CRM, and sales performance data to prioritize actions, manage forecast visibility, and support predictable revenue delivery.

Lead Generation & Opportunity Creation

• Lead structured lead qualification and opportunity creation activities for the Japan Issuance business.

• Deliver qualified opportunities to Field Sales with clear customer context, business need, timing, and next-step recommendations.

• Improve pipeline quality, opportunity conversion, and follow-up discipline through consistent qualification standards.

• Partner with Marketing and Field Sales to convert demand-generation activity into actionable pipeline.

Sales Support

• Ensure timely execution of quotations, renewals, customer inquiries, order-related coordination, and CRM updates.

• Support Field Sales by removing administrative friction and enabling faster response to customer and partner needs.

• Coordinate with internal stakeholders to resolve customer issues, clarify commercial requirements, and maintain high service quality.

• Maintain clear ownership of Inside Sales execution while supporting Field Sales on strategic account engagement.

Team Management

• Manage, coach, and develop two Inside Sales Representatives with clear priorities, performance expectations, and operating cadence.

• Define role ownership, coverage models, backup plans, and escalation paths to improve continuity and resilience.

• Establish team routines for pipeline review, renewal tracking, customer follow-up, CRM hygiene, and process improvement.

• Build a culture of accountability, responsiveness, collaboration, and continuous improvement.

Process & Automation

• Standardize and document core Inside Sales processes, including lead qualification, quotation support, renewal execution, CRM updates, and customer follow-up.

• Create operating manuals, playbooks, and repeatable workflows to reduce dependency on individual knowledge.

• Lead automation and simplification initiatives that reduce repetitive work and improve execution speed.

• Improve scalability, data consistency, and process transparency across the Inside Sales function.

Continuous Improvement

• Identify workflow bottlenecks and implement practical improvements that increase productivity and reduce cycle time.

• Promote best practices across Inside Sales, Field Sales, Marketing, and Customer Operations.

• Support future productivity gains by improving process clarity, team capability, and operational discipline.

3. Key Success Measures

• Achievement of Supplies and HMA/SMA revenue targets.

• Volume and quality of qualified opportunities delivered to Field Sales.

• Improvement in pipeline conversion, renewal execution, and customer follow-up discipline.

• CRM data accuracy, forecast visibility, and process compliance.

• Completion and adoption of process documentation, operating manuals, and playbooks.

• Reduction of operational bottlenecks and improved Field Sales productivity.

4. Organizational Structure

Reports to: Sales Director, Japan Issuance

Direct reports: Two Inside Sales Representatives

5. Required Skills & Profile

• Proven experience in Inside Sales, Sales Operations, Sales Management, or a commercially focused customer operations role.

• Demonstrated ability to manage revenue execution, pipeline quality, customer follow-up, and sales process discipline.

• Strong commercial acumen, customer orientation, and ability to work effectively with Field Sales and cross-functional teams.

• Strong CRM and data management capability, including SFDC or similar systems.

• Process improvement mindset with the ability to document workflows, simplify execution, and lead practical change.

• People management capability, including coaching, prioritization, performance management, and team operating cadence.

• Native-level Japanese language skills.

• Business-level English communication skills, both written and verbal.

Preferred

• Experience in card issuance, card printers, identity, security, or related technology industries.

• Experience improving sales productivity, renewal operations, or customer-response processes.

• Experience managing cross-functional stakeholders in a matrix organization.

6. Success Profile

• A hands-on leader who can balance strategic thinking with disciplined execution.

• Revenue-focused, data-driven, and comfortable using metrics to manage priorities and performance.

• Strong at building structure, improving processes, and creating repeatable operating practices.

• Collaborative and service-oriented, with the ability to support Field Sales while maintaining clear Inside Sales ownership.

• Able to scale team capability, reduce operational bottlenecks, and improve customer responsiveness.

• Strong curiosity and innovative mindset in leveraging AI tools to enhance work productivity and efficiency

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

If you require an accommodation, contact [email protected].

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