Sales Development Representative, Japan

Location: Japan

About Team & About Role:

Rubrik’s Sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional growth and opportunity  through our world-class sales enablement program. Our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential, and take your career to the next level. All this while doing something truly purposeful, protecting the world's data. 

Rubrik’s Sales Development Representatives (SDRs) form the core of our ambitious go-to-market strategy and sales pipeline engine. Through independent outbound hunting and a proportion of inbound leads, the SDR team books high-quality meetings with potential new customers for Rubrik’s sales organization. We do this by having a targeted set of prospects that we research, personalize our messaging to, and influence to evaluate Rubrik. This is your opportunity to build the Japan SDR team in one of the world’s most challenging and rewarding fields.

What you’ll do:

• Identify high-potential customers, research Rubrik’s value fit, personalize messaging to prospects, and generate high-quality new business meetings for the company
• Responsible for outbound/inbound activities for our enterprise customer prospecting by contacting via email, social, and phone calls to qualify prospects to set meetings
• Follow up on inbound leads generated by Marketing and stay within compliance metrics, i.e. timely follow-up and attempts to connect 
• Collaborate with the field sales team you’re aligned with and develop strategies for breaking into new accounts 
• Stay up-to-date on market trends, competition, and industry developments – we’re seeing cybersecurity breaches daily in today’s world. Rubrik can make an impact. 
• Be an expert on what we do and how we help our customers keep their businesses up and running.
• Use customer relationship management (Salesforce & Outreach) software to manage leads and sales activities
• Own your business and your sales targets, and be able to report on your results to your stakeholders. What you put in is what you get out! 
• Develop how to think on your feet and learn the art of sales through team pitch competitions, boot camps, training, and more – we love friendly competition! 
• You will receive coaching and development on an ongoing basis, our managers will assist with developing your skills and approach to calls, thus improving Rubrik’s service to its customers. (Note: Telephone calls to and from prospects & customers, may be recorded and listened to from time to time by yourself and management.)
• You will be working in-office at least 2 to 3 days a week for active coaching and peer camaraderie.

Experience You’ll Need:

• More than 2 years of sales-oriented work, B2B sales, marketing, and/or lead generation experience
• Must have Japan Experience
• Exposure to customer service experience
• Interest and ability to learn technical concepts quickly
• Desire for a successful career in sales/business development
• Written & Verbal Communication succinct & professional email, LinkedIn, phone.

What do our perks look like?

• Uncapped commission structure
• Competitive pay
• Competitive benefits
• Apple laptop
• Fun in-office activities 
• Rewards and Recognition

^#LI-SF1

シニアアナリスト – セールスオペレーション（Senior Analyst – Sales Operations） 勤務地：日本、東京（ハイブリッド/リモート勤務可） 雇用形態：正社員

ルーブリック（Rubrik）ジャパンの営業組織では、地域成長の戦略的カタリスト（促進剤）として貢献いただける、極めて優秀なセールスオペレーション・パートナーを募集しています。本職務では、日次のオペレーショナル・ケイデンス（業務リズム）を構築し、厳格なSalesforceガバナンスの監督、複雑なデータアーキテクチャの統合、およびエキスパートレベルのテクニカル・トラブルシューティングを担います。フィールドチームに対する主要なコンサルタントとして、クロスファンクショナルなリーダーシップ層と連携し、ビジネスワークフローの改善や業務上の障壁の除去を行い、営業組織の生産性を最大化させることがミッションです。

役割と責任

シニア・セールスオペレーション・アナリストとして、日本のフィールド組織における戦略的なオペレーショナル・アーキテクト（運用設計者）の役割を担います。日本のセールスリーダーシップ、営業担当者、システムエンジニア、および各機能部門と直接連携し、「ゴー・トゥ・マーケット（GTM）」エンジンを最適化します。本職務には、高度なCRMエコシステムを使いこなしながら、日本市場特有の要件とグローバルな企業フレームワークを調和させることができる、プロアクティブなコンサルタントとしての能力が求められます。

• 戦略的なフィールド支援（Field Advocacy）: 日本の営業責任者（VP of Sales）およびフィールドチームに対する主要なオペレーショナル・アドバイザーとして、セールスメソドロジー、ポリシーコンプライアンス、システム最適化に関する複雑な課題を解決します。また、グローバルおよびAPJのセールスオペレーション・マネジメントと連携し、営業担当者のクォータ（割当目標）設定を管理します。

• CRMおよび予測のオーケストレーション: Salesforce.com (SFDC) のライフサイクル活動全般を指揮し、Clariを用いた厳格なフォアキャスト（予測）の管理、リードの自動割り当て、案件登録（Deal Registration）の整合性維持、およびアカウント/商談の緻密なガバナンスを徹底します。

• パイプライン・インテリジェンスと分析: Clariを活用して週次のフォアキャスト・ケイデンスを促進し、リーダーシップ層に対してパイプラインの健全性と収益の予測可能性に関する高精度な可視性を提供します。

• ディールデスクおよび商務連絡: 営業組織とグローバル・ディールデスク/価格設定チーム間の戦略的な架け橋として機能します。日本向けのインセンティブプログラムや四半期ごとのSPIFF（特別販売奨励金）のローカライズ、価格設定およびパッケージングの展開推進、複雑な見積もりワークフローの合理化、および契約の正確性の確保を担います。

• 業務の最適化: 地域内のセールスサイクルにおけるボトルネックをプロアクティブに診断し、営業速度とスケーラビリティを加速させるための体系的なプロセス改善を設計・提案・導入します。

• テリトリーおよびデータ管理（Stewardship）: 戦略的なレビュー・ケイデンス（テリトリー・プランニング等）を主導し、ETM（Enterprise Territory Management）を用いたSFDC上の厳格なデータガバナンスを通じて地域のアカウントとテリトリーの割り当てを管理し、CRMのカスタマーマスターデータの正確性と品質を向上させます。

• マーケット・インテリジェンスの統合: プレミアムデータベース（HG Insights/D&B等）を活用してAPJのデータ拡充イニシアチブを推進し、地域のリードおよびアカウントの範囲を拡大・精緻化します。

• エグゼクティブ・レポート: 経営幹部の意思決定のために、データに基づいた実用的なインサイトを提供するカスタマイズされたアドホック・レポートやTableauダッシュボードを構築します。

応募要件

• 業界の専門知識: セールスオペレーションにおける6年以上の進歩的な経験。急成長中のSaaSまたはエンタープライズ・テクノロジー環境での経験が望ましい。

• 言語能力: 日本語ネイティブまたはビジネスレベル（JLPT N1保持者が望ましい）、および国境を越えた円滑なコラボレーションを確実に行えるプロフェッショナルレベルの英語力。

• テクニカル・マスタリー: Salesforceエコシステム、Clari、およびTableau（または同様のシステム）における高度な実務習熟度。

• 優れた分析能力: データ操作（高度なExcel、複雑なモデリング）に関する卓越したスキルと、細部および正確性に対する揺るぎないコミットメント。

• グローバルなコラボレーション: 多様なタイムゾーンや文化にまたがるマトリックス型のグローバル組織において、周囲をナビゲートし、影響を与える実証済みの能力。

• プロフェッショナルとしてのプレゼンス: プレッシャーの高い環境下で卓越した成果を出し、最小限の監督下で優先順位を管理できるエグゼクティブ・プレゼンスを備えた、自己完結型のスペシャリストであること。

システムに関する知識と経験

• CRM: Salesforce.com (SFDC)

• フォアキャスト（予測管理）: Clari

• BIツール: Tableau, Qlik

• ERP: NetSuite, Oracle, または SAP

• データソース: D&B, Hoovers, または同様のマーケット・インテリジェンス・データベース

学歴要件

• 学士号（Bachelor’s degree）必須

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Senior Analyst – Sales Operations
Location: Tokyo, Japan (Hybrid/Remote options available)
Type: Full-time

The Rubrik Japan Sales organization seeks a high-caliber Sales Operations partner to serve as a strategic catalyst for regional growth. In this capacity, you will orchestrate the daily operational cadence,overseeing rigorous Salesforce governance, synthesizing complex data architectures, and providing expert-level technical troubleshooting. Acting as a primary consultant to the field, you will collaborate with cross-functional leadership to refine business workflows and dismantle operational barriers, ensuring peak productivity for our sales organization.

Role and Responsibilities
As a Senior Sales Operations Analyst, you will serve as the strategic operational architect for the Japan Field Organization. You will partner directly with Japan Sales Leadership, Sales Representatives, Systems Engineers and functional teams, to optimize the "Go-to-Market" engine. This role demands a proactive consultant capable of navigating sophisticated CRM ecosystems while harmonizing local Japanese market requirements with global corporate frameworks.
   - Strategic Field Advocacy: Act as the primary operational advisor to the Japan VP of Sales and field teams—resolving complex questions on sales methodology, policy compliance, and system
optimization; and manage sales rep quota setting with Global/APJ sales ops management.
   - CRM & Forecast Orchestration: Direct all Salesforce.com (SFDC) lifecycle activities, ensuring rigorous forecast hygiene through Clari, automated lead distribution, deal registration integrity,
and meticulous account/opportunity governance.
  - Pipeline Intelligence & Analytics: Leverage Clari to facilitate weekly forecasting cadences, providing leadership with high-fidelity visibility into pipeline health and revenue predictability.
  - Deal Desk & Commercial Liaison: Act as the strategic bridge between the Sales organization and Global Deal Desk/Pricing teams—localizing incentive programs and quarterly SPIFFs for Japan, driving pricing and packaging rollouts, streamlining complex quoting workflows, and ensuring contract accuracy.
  - Operational Optimization: Proactively diagnose bottlenecks within the regional sales cycle; design, justify, and deploy systematic process enhancements to accelerate velocity and scalability.
  - Territory & Data Stewardship: Lead strategic review cadences (e.g., Territory Planning), manage regional account-to-territory alignment through ETM with rigorous SFDC data governance, and
enhance the accuracy and quality of CRM customer master data.
  - Market Intelligence Synthesis: Champion APJ data enrichment initiatives by leveraging premium databases (HG Insights/D&B) to expand and refine the regional lead and account universe.
  - Executive Reporting: Engineer bespoke ad-hoc reports and Tableau dashboards to deliver data-
driven, actionable insights for senior executive decision-making.

Requirement:
  - Industry Expertise: 6+ years of progressive experience in Sales Operations, ideally within a high-growth SaaS or Enterprise Technology environment.
  - Linguistic Versatility: Native or Business-level Japanese (JLPT N1 preferred) and professional English proficiency to ensure seamless cross-border collaboration.
  - Technical Mastery: Advanced, hands-on proficiency in the Salesforce ecosystem, Clari, and Tableau (or similar systems).
  - Analytical Excellence: Demonstrated mastery of data manipulation (Advanced Excel, complex modeling) with an unwavering commitment to detail and accuracy.
  - Global Collaboration: A proven ability to navigate and influence within a matrixed global organization across diverse time zones and cultures.
  - Professional Presence: A self-motivated specialist who excels in high-pressure environments, possessing the executive presence to manage competing priorities with minimal oversight.

Systems Knowledge and experience:
  - CRM: Salesforce.com (SFDC)
  - Forecasting: Clari
  - BI Tools: Tableau, Qlik
  - ERP: NetSuite, Oracle, or SAP
  - Data Sources: D&B, Hoovers, or similar market intelligence databases

Educational Requirement:
Bachelor’s degree is mandatory

#LI-FT1

About the Department

Account Executives, Business Development Representatives, Solution Engineers, and Customer Success - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences.

The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

About The Role

We are looking for amazing people to join our rapidly growing Asia Pacific sales team. Based in Tokyo and you will drive sales in Japan. You will be expected to travel to your territories as required. The ideal candidate will have an existing network of contacts within Japan: enterprise companies within your territory as well as relevant channel partners such as Systems Integrators, Value Added Resellers, MSP's.

The ideal candidate will possess both a sales and technical background that enables them to drive engagement with junior through senior levels within Cloudflare’s target customers.

• Develop and execute upon Sales strategy/plan for Japan
• Drive sales in Japan to achieve revenue targets
• Create & articulate compelling value propositions for Cloudflare services
• Manage contract negotiations
• Maintain a robust sales pipeline
• Recruit, develop and work with partners to extend reach & drive adoption
• Ensure customer satisfaction
• < 60% travel

Examples of desirable skills, knowledge and experience

• Bachelors degree required.
• Fluent in Japanese
• Minimum 8 years direct experience selling network security or SaaS
• Direct experience selling to enterprise accounts acting as lead seller and relationship owner
• Direct experience from established global technology vendors
• Technical background in engineering, computer science, or MIS a plus
• Basic understanding of computer networking and “how the internet works”
• Strong presentation and interpersonal communication skills (verbal and written) as well as organizational skills

Summary

QuEra Computing, Inc. seeks a creative and collaborative Scientific Software Engineer to help solve the unique software challenges of integrating high-level applications into state-of-the-art neutral-atom quantum computers. You will have the opportunity to work with a vibrant scientific software team and a community of industry and academic collaborators and to help our growing team of diverse experts address fascinating challenges, ranging from classical compiler techniques to direct integration with low-level hardware components. Using our open-source toolchain, Kirin, you will be building QuEra’s compiler pipeline together with experimental & computational physicists from low-level hardware instructions to high-level programming languages. This involves the development of new features and infrastructure for hardware execution. You will be co-designing compilers and hardware infrastructure for the next generation of quantum computing using cutting-edge neutral-atom and quantum error correction technologies. This new direction involves multiple new challenges in both engineering and science. 

This Japan-based role also includes maintenance and updates of the internal execution software pipeline for the Gemini class machine deployed at AIST (ABCIQ). The primary audience for these tools and workflows is internal researchers and experimentalists, and the work is closely connected to hardware/control electronics and lab execution needs. 

Responsibilities

• Develop and maintain domain-specific language (DSL) for pulse-level programs and its associated compilation stack 
• Support integration of pulse compilation into multiple quantum computer builds 
• Collaborate with Quantum Error Correction (QEC) scientists and hardware control team to plan and develop hardware features required for executing QEC algorithms 
• Collaborate with other members of the scientific software team to integrate gate-level and atom-move compilation 
• Maintain and update the internal execution software pipeline for the Gemini class machine deployed in AIST (ABCIQ), ensuring compatibility with evolving hardware/control capabilities and internal research workflows 

Qualifications

• Masters in Computer Science with focus on quantum computation/architecture/programming language/compiler, or equivalent professional experience 
• Enthusiastic about building tools used by non-software developers 
• Experience with Python semantics, Python type hints, CPython interpreter 
• Experience with modern C++ projects and tooling around those projects 
• Experience with Static Single Assignment intermediate representations-based compiler 
• Knowledge of the full lifecycle of software development, including version control, code review, testing, CI/CD, logging, profiling, debugging, and documentation 
• Business-level proficiency in Japanese and English (spoken and written) for technical collaboration with Japan-based stakeholders and QuEra’s global teams 

Preferred Qualifications

• Ph.D. in Computer Science with focus on quantum computation/architecture/programming language/compiler, or equivalent professional experience 
• Experience with FPGA programming 
• knowledge in quantum physics and AMO physics 
• Experience in programming language design, especially programming language theory 
• knowledge in quantum error correction 
• Contribution to existing open-source libraries 

科学ソフトウェアエンジニア - ハードウェアコンパイル（日本） 

職務内容 

QuEra Computing, Inc.では、最先端の中性原子量子コンピュータへの高レベルアプリケーションの統合という独自のソフトウェア課題の解決を支援する、創造性と協調性を兼ね備えた科学ソフトウェアエンジニアを募集しています。活気ある科学ソフトウェアチームや産学の協力者コミュニティと共に働き、古典的なコンパイラ技術から低レベルハードウェアコンポーネントとの直接統合に至るまで、多様な専門家からなる成長中のチームが取り組む魅力的な課題の解決に貢献する機会を得られます。当社のオープンソースツールチェーン「Kirin」を活用し、実験物理学者や計算物理学者と共に、低レベルのハードウェア命令から高レベルのプログラミング言語に至るまで、QuEraのコンパイラパイプラインを構築していただきます。これには、ハードウェア実行のための新機能やインフラの開発が含まれます。最先端の中性原子技術や量子エラー訂正技術を用いて、次世代量子コンピューティングのためのコンパイラおよびハードウェアインフラを共同設計していただきます。この新たな方向性には、工学と科学の両面で数多くの新たな課題が伴います。 

この日本拠点での役割には、産業技術総合研究所（AIST）に配備されたGeminiクラスのマシン（ABCI-Q）向けの内部実行ソフトウェアパイプラインの保守および更新も含まれます。これらのツールやワークフローの主な利用者は内部の研究者や実験担当者であり、業務はハードウェア／制御電子機器や実験室での実行要件と密接に関連しています。 

職務内容 

• パルスレベルプログラム用のドメイン特化言語（DSL）および関連するコンパイルスタックの開発・保守 

• 複数の量子コンピュータ構築へのパルスコンパイルの統合を支援 

• 量子エラー訂正（QEC）の科学者やハードウェア制御チームと協力し、QECアルゴリズムの実行に必要なハードウェア機能の計画・開発を行う 

• 科学ソフトウェアチームの他のメンバーと協力し、ゲートレベルおよび原子移動のコンパイルを統合する 

• 産業技術総合研究所（AIST）に配備されたGeminiクラスマシン（ABCI-Q）向けの内部実行ソフトウェアパイプラインを維持・更新し、進化するハードウェア／制御機能および内部の研究ワークフローとの互換性を確保する 

応募資格 

• 量子計算／アーキテクチャ／プログラミング言語／コンパイラを専門とするコンピュータサイエンスの修士号、または同等の実務経験 

• ソフトウェア開発者以外が使用するツールの構築に熱意があること 

• Pythonのセマンティクス、Pythonの型ヒント、CPythonインタプリタに関する経験 

• 最新のC++プロジェクトおよびそれらに関連するツールに関する経験 

• 静的単一代入（SSA）中間表現ベースのコンパイラに関する経験 

• バージョン管理、コードレビュー、テスト、CI/CD、ロギング、プロファイリング、デバッグ、ドキュメント作成を含む、ソフトウェア開発の全ライフサイクルに関する知識 

• 日本国内のステークホルダーおよびQuEraのグローバルチームとの技術的な連携を行うための、日本語および英語（会話・文章）におけるビジネスレベルの習熟度 

望ましい資格 

• 量子計算/アーキテクチャ/プログラミング言語/コンパイラを専門とするコンピュータサイエンスの博士号、または同等の実務経験 

• FPGA プログラミングの経験 

• 量子物理学および AMO 物理学の知識 

• プログラミング言語の設計、特にプログラミング言語理論の経験 

• 量子エラー訂正の知識 

• 既存のオープンソースライブラリへの貢献 

Summary

QuEra Computing, Inc. seeks a creative and collaborative Scientific Software Engineer to help solve the unique software challenges of integrating high-level applications into state-of-the-art neutral-atom quantum computers. You will have the opportunity to work with a vibrant scientific software team and a community of industry and academic collaborators and to help our growing team of diverse experts address fascinating challenges, ranging from classical compiler techniques to direct integration with low-level hardware components. Using our open-source toolchain, Kirin, you will be building QuEra’s compiler pipeline together with experimental & computational physicists from low-level hardware instructions to high-level programming languages. This involves the development of new features and infrastructure for hardware execution. You will be co-designing compilers and hardware infrastructure for the next generation of quantum computing using cutting-edge neutral-atom and quantum error correction technologies. This emerging direction involves multiple new challenges in both engineering and science.

Responsibilities

• Develop and maintain domain-specific languages (DSLs) involved in the compilation pipeline
• Support customers when usage questions and technical issues arise
• Support integration of our compiler pipeline at our location in Japan together with other team members
• Collaborate with scientists and our hardware control team to plan and develop hardware features required for executing QEC algorithms
• Collaborate with other members of the scientific software team to deliver new language and hardware features including new gates, atom shuttling instructions, and low-level pulse control features

Qualifications

• Masters in Computer Science with focus on quantum computation/architecture/programming language/compiler, or equivalent professional experience
• Enthusiastic about building tools used by non-software developers
• Fluent in Japanese and English for technical conversation between team and customers
• Experience with Python semantics, Python type hints, and the CPython interpreter
• Experience with modern C++ projects and tooling around those projects
• Experience with Static Single Assignment intermediate representations-based compiler
• Knowledge of the full lifecycle of software development, including version control, code review, testing, CI/CD, logging, profiling, debugging, and documentation

Preferred Qualifications

• Ph.D. in Computer Science with focus on quantum computation/architecture/programming language/compiler, or equivalent professional experience
• knowledge in quantum physics and AMO physics
• Experience in programming language and compiler design
• knowledge in quantum error correction
• Contribution to existing open-source libraries