Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career.

About the team

As a Sales Development Representative (SDR) at Stripe, you will drive Stripe’s future growth engine by working with Demand Gen and the Account Executive team to qualify leads and collaboratively build Stripe’s sales pipeline. You get excited about engaging with prospects to better qualify needs. You are adept at identifying high value opportunities and capable of managing early sales funnel activities.You are used to delivering value in complex situations and are energized by learning about new and existing

products. Finally, you enjoy building – you like to actively participate in the development of the demand generation and sales process, the articulation of Stripe’s value proposition, and the creation of key tools and assets. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you!

For the first months, you’ll be part of the SD Associate program which is designed to accelerate your onboarding and ramp to full productivity as an SDR. This intensive program is built to help you quickly build and develop skills required to be successful in this role. Upon completion, you’ll continue

learning and growing in your career as part of Stripe’s Sales Development Academy. These programs are endorsed and supported by sales leaders as an important part of investing in our people.

We take a data driven, analytical approach to sales development, and are looking for someone who is confident in both prospecting to customers and in helping design our strategy. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you!

*Please note: This job posting is for future pipeline building. We are always on the lookout for top talent and would love to start connecting with candidates proactively. As the team is expanding rapidly, we anticipate a role opening up within the next 1–6 months (or potentially sooner).

What you’ll do

Responsibilities

• Research and create outreach materials for high value prospects, in partnership with SDRs and AEs
• Follow up with Marketing generated leads to qualify as sales opportunities. Move solid leads through the funnel connecting them to a salesperson, and arranging meetings
• Execute outbound sales plays created by marketing Initiate contact with potential customers through cold-calling or responding to inquiries generated from Marketing
• Develop relationships with prospects to uncover needs through effective questioning to qualify interest and viability to prepare hand-off to sales
• Follow-up with potential customers who expressed interest but did not initially result in a sales opportunity
• Effectively work through lead list meeting/exceeding SLAs, consistently update activity and contact information within the CRM system and support weekly reporting efforts
• Collaborate and provide feedback and insights to Marketing to help improve targeting and messaging

Who you are

We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply.

Minimum requirements

• A track record of top performance or prior success
• Superior verbal and written communication skills
• Self starter who is able to operate in a hyper growth environment
• This role requires in-office participation three (3) days per week in Stripe office

At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and

turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us.

Your Role

We’re looking for an Account Executive to join our team in Tokyo, and work directly with sports organizations across basketball, volleyball and baseball. You’ll primarily focus on professional teams, helping them unlock technology solutions to help them win. As a Sales team, our goal is to understand our clients' pain points and needs to help them make the most of our solutions. This is an exciting opportunity for an ambitious professional to focus on growing existing customers and signing new ones.

We’re looking to hire someone who can work from our Tokyo, Japan office, with a minimum of three days in the office per week.

This role requires 3 days in the office per week, so we're currently considering candidates who live within a commuting distance of our offices in Tokyo.

Must-Haves

• Experience. You’ve spent several years in a customer-facing sales role or as a Sales Development Representative, and you’ve shown a commitment to your sales education by enrolling in a development programme. 
• Motivation. You love to beat your own records, expect the best from yourself, and want to keep improving.
• Organisational skills. You own your territory by mapping out your days with the prospects you’re going to contact, and you’re comfortable working in a remote environment.
• Passion for sport and technology. You can’t wait to bring the best sports software in the world to teams across Japan.
• Communication skills. You build relationships and network naturally. You’re not afraid to call the decision-makers and close a sale. You love to talk to people and feel comfortable on the phone or on video conference calls. 
• Creativity. You proactively plan and reimagine how to help customers.
• Teamwork. Collaboration is key to our success at Hudl. While you're adept at working independently, you also thrive in a team environment. You understand the importance of leveraging collective strengths and supporting your colleagues to achieve shared goals.
• Business level English. Fluency isn’t necessary but you’ll need to be able to understand our resources and ask questions.
• Travel. You’re happy to hit the road and visit customers on a monthly basis.

Nice-to-Haves

• Passionate about sports. Being familiar with the main sports that drive our Japan business (i.e., Basketball, Soccer, Rugby and Volleyball) would be a plus.
• Global experience. You have experience working in a globally distributed team and collaborating with people located across the world.
• Additional sales experience. You understand SaaS sales and consulting methodologies, know why we always put the customer first, and strive to generate revenue by excelling at technical pre-sales and solution consulting.
• Salesforce knowledge. A previous role that used Salesforce would be a bonus but isn’t required.

Our Role

• Champion work-life harmony. We’ll give you the flexibility you need in your work life (e.g., flexible vacation time above any required statutory leave, company-wide holidays and timeout (meeting-free) days, remote work options and more) so you can enjoy your personal life too.
• Guarantee autonomy. We have an open, honest culture and we trust our people from day one. Your team will support you, but you’ll own your work and have the agency to try new ideas.
• Encourage career growth. We’re lifelong learners who encourage professional development. We’ll give you tons of resources and opportunities to keep growing.
• Provide an environment to help you succeed. We've invested in our offices, designing incredible spaces with our employees in mind. But whether you’re at the office or working remotely, we’ll provide you the tech you need to do your best work.

Compensation

Job Details

• 💼 Revenue team 
• 📍 Japan
• 🕜 Full-Time Remote
  
• 🌐 Fluent in English and Japanese
  

What you will do
You’ll be the face of Lighthouse for prospective clients, owning the full sales cycle from prospecting to close. This is a hunter role: you carry a quota, you build your own pipeline, and you’re accountable to outcomes and success. No excuses, just results.
What makes this different: you won’t do it alone. Lighthouse is deploying an agent AI infrastructure — Enablement, Pre-Sales, and Coaching agents — alongside a modern revenue stack. AI handles the prep, the sequencing, and the pattern recognition so you can focus on what matters — building relationships, running sharp discovery, and closing deals.
We work with structured sales methodology, like MEDDPICC to support high-quality deal execution. You’ll advance deals with evidence, protect pricing on value, and forecast with precision. We want to help you use modern tools to become a better seller and achieve great success. 

Where you will have impact

• Own your territory and your number. Build and execute a strategic territory plan to generate a net-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for your results. Your quota is your commitment.
• Hunt and build a pipeline. Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not an SDR-reliant role.
• Run a disciplined sales process. Using MEDDPICC to qualify and advance opportunities. Use the AI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates with evidence, not optimism. Leverage AI to make your days easier and focus on more selling time.
• Use AI as a force multiplier. Leverage the Enablement Agent for call prep, discovery frameworks, and positioning. Use the Coaching Agent to surface patterns in your pipeline and win rate. Push back on the tools when they’re wrong — help make the system smarter.
• Become a hospitality expert. We will help you understand revenue management workflows well enough to run ROI conversations without a pre-sales overlay on every deal. Position an integrated platform versus point solutions. Know the competitive landscape inside out.
• Drive results beyond net-new. Consistently meet and exceed sales targets through new business and by identifying expansion and upgrade opportunities within your accounts. Partner with Product to share market feedback and influence the roadmap. Represent Lighthouse at industry events to build the brand and your

About our team

You’ll join a global Revenue team of 150+ sales professionals across 24 countries. Our team works across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It’s a collaborative, high-energy environment with real opportunities for career growth and the chance to learn from experienced leaders as we continue to expand our market share.

What's in it for you

• Flexible time off: Autonomy to manage your work-life balance.
• Career development: Workshops, frameworks, and training to maximize your professional potential.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• 2–5 years in a closing sales role, SaaS experience is a must but hunger and skill matters more than industry tenure.
• Self-directed, coachable, and driven to continuously improve. You seek feedback on your calls, your pipeline, and your positioning — and act on it within the next deal, not the next quarter.
• You treat AI tools as a core part of your selling motion, not a novelty. You adopt new tooling quickly and bend it to your style.
• Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement. What matters is that you bring discipline and structure to how you run deals.
• Strong business acumen with the ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite.
• You want to win. You prospect when it would be easier not to. You follow up one more time. You’re not okay with a bad quarter.

About the Role

As a Verkada Field Marketing Manager you are an essential part of the Japan marketing and regional field sales organization. You will define the solutions focus areas, strategic direction and marketing and demand generation needs to create pipeline. You will work with partners to develop a best-in-class ecosystem of security expertise. And you will drive and insure customer success, engagement and loyalty in key accounts across your region.

What You'll Do

• Act as the local representative for marketing in your region
• Work with your Growth lead to develop and plan the overall regional marketing plan to meet customer, demand generation, growth, and revenue objectives for your region. This involves collaborating with sales, external influencers, channel partners, the JAPAC Demand Gen Hub, and your marketing peers.
• Execute best-in-class region and local language campaigns, both direct and with partners. This includes thought leadership, trade shows, lunch & learns, technical hands-on workshops, roundtables, webinars, top account marketing, and other tactics as appropriate.
• Execute account based marketing programs on behalf of sales, and demonstrate to reps how they can execute program elements on their own
• Drive local, high touch, thought leadership and customer executive collaboration and community on the topic of physical security and the cloud. 
• Advise the corporate and in theatre demand generation hub as they develop, plan, execute, and measure supporting, highly impactful demand generation and marketing campaigns
• Work with top partners to develop their overall marketing and customer engagement approach
• Closely track budgets, lead flow and follow-up, and results against goals. Communicate status, action items, results, and deliverables across marketing and sales.

What You Bring

• Minimum of 4-5+ years of field marketing and demand generation experience in B2B with a fast growing tech company.
• Communication skills: Native-level Japanese; business-level English
• Proven ability to act as an advisor and peer with sales leadership
• Proven track record executing innovative and multi-part event and demand generation programs.
• Experience using data and metrics to drive improvements
• Passion to provide the best, most innovative security solutions to businesses around the world
• Ability to work in office with the team and travel as needed
• Do whatever it takes attitude

Related Skills

• Budgeting and budget management 
• Salesforce.com and Marketo
• Event and campaign management
• Social media platforms and monitoring tools
• Customer references
• Ability to understand business measurement, sales process and pipeline mechanics

Marketer | Field Marketing - Japan

We are seeking a Marketer who will develop and execute HubSpot's Field Marketing strategy in Japan through high-impact in-person and virtual events that drive pipeline growth and customer engagement, in particular targeting the Small Business and Mid-Market segments. This role requires someone who thrives at the intersection of sales collaboration, event production, and experiential marketing - someone who can create memorable in-person and virtual experiences that drive meaningful business relationships and pipeline growth. 

You'll be building and scaling our field marketing presence while serving as the primary marketing contact for Japan BDR (Business Development Reps), Sales and Customer Success Teams. The ideal candidate is a hands-on event marketer who excels at logistics coordination, stakeholder management, and creates memorable brand experiences that convert to measurable business results.

You will work closely with our APAC and global marketing teams to share learnings from the Japan market while adapting global field marketing best practices for local success.

Responsibilities:

• Develop and execute in-person and virtual event strategy for Japan, including trade shows, prospect roundtables, third party events, and group demos, to drive sales pipeline, revenue, and brand awareness targeting Small Business and Mid Market segments
• Own the end-to-end process for field marketing events, including content creation, speaker coordination, logistics management, and vendor relationships
• Serve as the primary marketing contact for Japan BDR, Sales and Customer Success Teams on event-related initiatives, managing event invitations, attendance coordination, and ensuring active participation in field marketing programs
• Collaborate closely with Revenue Marketing and Integrated Marketing colleagues to share local market insights and ensure effective execution of integrated campaigns
• Track and analyze performance on deals, pipeline, and MRR generated through field marketing initiatives, identifying opportunities for continuous improvement

Qualifications:

• Native Japanese speaker with business-level English proficiency and excellent communication skills in both languages
• 3~5 years of B2B marketing experience with proven track record in hands-on event execution and field marketing, ideally within SaaS environments, with demonstrated ability to set event strategy and prioritize initiatives based on business impact
• Strong relationship-building skills with BDR and Sales Teams, with demonstrated ability to work collaboratively in cross-functional environments
• Exceptional project management and logistics coordination abilities for managing multiple simultaneous events with strong attention to detail
• Hands-on experience with event logistics including venue sourcing, vendor negotiations, catering coordination, and on-site event management
• Comfortable being on-site at events in Tokyo, Osaka, or other cities, managing real-time adjustments, and ensuring flawless attendee experiences
• Experience building speaker programs, recruiting executive speakers, and coordinating customer testimonials and panels
• Self-starter with proven ability to independently manage end-to-end event production including vendor relationships, venue negotiations and on-site execution in the Japanese market
• Data-oriented with ability to track event performance, pipeline attribution, and optimize programs based on measurable results

What You'll Be Doing Day-to-Day:

• Planning and executing in-person and virtual events from venue selection and vendor negotiations to on-site coordination and post-event follow-up
• Collaborating within the Marketing Team, as well as BDR and Sales Leaders, on event strategy, target account selection, invitation lists, and team engagement
• Managing speaker recruitment, rehearsals, and customer panel coordination for high-quality program delivery
• Coordinating with vendors, venues to ensure smooth event execution and exceptional attendee experiences
• Conducting post-event debriefs with BDR and Sales Teams and analyzing attendee feedback to continuously improve event quality

What Makes This Role Exciting:

• [Boots-on-the-Ground Impact] You'll be the regional operator who brings marketing programs to life in Japan, creating memorable brand experiences that directly drive pipeline and customer engagement. You'll own the complete event lifecycle from concept to measurable business results.
• [Strategic Sales Partnership] Working as the primary event marketing partner for Japan SB and Mid-Market BDR and Sales Teams, you'll build strong relationships that bring prospects and customers together for meaningful conversations, accelerate deal cycles and strengthen customer relationships.
• [Regional Influence] Your field marketing successes in Japan will be shared across APAC and globally within HubSpot, positioning you at the forefront of field marketing innovation while showcasing what works in the unique Japanese B2B market.

We welcome diverse perspectives and encourage applicants to apply even if your experiences don't perfectly align with every requirement.

HubSpot seeks a Business Development Representative (BDR) to join our Japan sales team.

This is a great opportunity to be our BDR team and position yourself for excellent opportunities for career growth. We’re looking for hard-working, competitive and self-motivated individuals who have already in similar roles and who want to grow their career in our fast-paced sales organization.

HubSpotでは、日本の営業チームに加わるインサイドセールス(BDR)を募集しています。
HubSpotのBDRチームとして、キャリアアップを目指す絶好のチャンスです。HubSpotでは、自発的かつ勤勉で競争力がある方、そして、ペースの速い営業組織で将来的にAccount Executiveとしてのキャリアアップを目指す方を求めています。

In this role, you will:

• Conduct high volume prospecting activities to generate qualified leads (between 40 and 60 calls per day)
• Source and research about companies in different segments in order to identify potential opportunities.
• Work closely and collaboratively with assigned Sales Representatives (GS & PS) to develop and implement appropriate prospect strategies and plans
• Work internally with the sales management and marketing teams to ensure proper quality and quantity of demonstrations
• Schedule online product demonstrations for an assigned Sales Representative
• Conduct needs assessments calls with specific prospects as assigned

この職務では、以下のことを行っていただきます：

• 適格なリードを獲得するための大量の見込み客開拓活動（1日あたり40～60件）
• 潜在的なビジネスチャンスを特定するため、さまざまなセグメントの企業について情報収集とリサーチを行う。
• 担当営業（GSおよびPS）と緊密に連携し、適切なプロスペクト戦略と計画を策定・実施する。
• 社内の営業管理チームやマーケティングチームと連携し、適切な質と量のデモンストレーションを行う
• 担当営業担当者のオンライン製品デモンストレーションのスケジュール管理
• 割り当てられた特定の見込み客とのニーズ評価コールの実施

 You must have:

• Track record of high achievement
• Excellent written and verbal communication skills
• Previous successful sales experience OR a strong desire to begin a sales career
• The ability and desire to work in a fast-paced, challenging environment with peers who challenge you to be better
• The desire to meet and exceed measurable performance goals
• Naturally curious and passionate
• The technical aptitude to master our sales tools
• A keenly developed competitive nature
• "One-speed" energy with a highly self-driven sense of motivation
• The ability to deal with and thrive on objections and rejection on a daily basis
• Japanese: Native level (required)

必須条件

• これまでに高い実績を残している方
• 優れた文書および口頭でのコミュニケーションスキル
• 営業経験のある方、または営業職に就きたいという強い意欲のある方
• スピード感があり、やりがいのある環境で、より良い仕事を目指す仲間と共に働く能力と意欲
• 測定可能な業績目標を達成し、それを超える意欲
• 好奇心旺盛で情熱的な方
• HubSpotの営業ツールを使いこなす技術的適性の取得が出来る方
• 競争心が高い方
• 高いレベルで自走するためのエネルギーとモチベーションを持った方
• 日常的に異論や拒絶に対処し、それを克服する能力
• 日本語：ネイティブレベル、英語：問わない

In exchange you will get:

• Flexible Time Off policy and flexible work arrangements
• Comprehensive Health Care Coverage
• Access to Employee Stock Purchase Plan (ESPP)
• Comprehensive New Hire Onboarding & Training Program
• Training (Tuition) Reimbursement
• Free Books Program
• Primary Caregiver Leave for a minimum of 16 weeks and Secondary Caregiver Leave for 6 weeks  
• Five Year Sabbatical
• Annual Fitness Reimbursement
• HubSpot culture is driven by a shared passion for our mission and metrics. It is a culture of amazing, growth-minded people whose values include using good judgment and solving for the customer. Employees who work at HubSpot have HEART: Humble, Empathetic, Adaptable, Remarkable, Transparent.

このポジションで働くメリット：

• フレキシブル有給休暇制度とリモートワーク制度
• 従業員株式購入プラン (ESPP) 
• 包括的な新入社員のオンボーディング＆トレーニングプログラム
• 年間学習補助金プログラム
• 無料図書プログラム
• 育児休業：最低16週間のプライマリーケアギバー休暇と6週間のセカンダリーケアギバー休暇  
• 勤続５年でのサバティカル（長期有給休暇制度）
• 年間フィットネス補助金プログラム
• HubSpot の文化は、当社のミッションと指標に対する共通の情熱によって支えられています。適切な判断を下し、顧客のために解決することを価値観とする、成長意欲のある素晴らしい人々が集まる文化です。HubSpotで働く社員は、HEART: Humble, Empathetic, Adaptable, Remarkable, Transparent（謙虚さ、共感性、適応性、卓越性、透明性）を持っています。

Location: Tokyo, Japan

We are seeking exceptional early-career leaders to serve as Heads of Strategic Growth. Reporting directly to the CEO with intensive mentorship during your first year, you will leverage your government relationships and policy expertise to structure and close transformational deals that establish Rhombus as the predictive intelligence partner of choice for defense and national security organizations in your assigned territory.

This is a rare opportunity for rising stars in the defense policy community with congressional, parliamentary, or senior government experience and deep networks across defense, intelligence, and foreign policy establishments—to transition into a high-impact commercial role. You will combine your understanding of how governments make decisions with the business acumen to negotiate complex deals, acting as both strategic advisor and deal maker - from open, to construction, and close for some of the most consequential technology partnerships in national security.

If you're a former congressional staffer, defense policy professional, or government strategist who has spent the last few years building industry experience and are ready to own revenue outcomes while shaping how allied nations deploy AI for national security, this role is for you.

Responsibilities

• Own Sales and Revenue Growth in Assigned Territory: Structure, negotiate, and close high-value deals ($5M-$50M+) with defense ministries, intelligence agencies, and national security organizations across your geographic area of responsibility (United States, Europe, or Asia-Pacific).
• Leverage Government Networks and Relationships: Activate your existing relationships with senior officials, congressional/parliamentary leaders, defense committees, and national security stakeholders to open doors, facilitate introductions, and position Rhombus for strategic opportunities.
• Structure Strategic Partnerships and Agreements: Design deal structures, partnership frameworks, and contractual arrangements that align Rhombus capabilities with government priorities, including multi-year programs, pilot-to-production pathways, and allied nation collaborations.
• Serve as Trusted Advisor to Senior Government Officials: Engage at the highest levels of government—Ministers, Assistant Secretaries, Committee Staff Directors, Intelligence Directors, and SES officials—articulating how Rhombus predictive intelligence capabilities address strategic national security challenges.
• Develop Market Entry and Expansion Strategies: Assess political landscapes, defense priorities, threat perceptions, and budget environments in your territory to identify high-potential opportunities and craft go-to-market strategies that resonate with government buyers.
• Collaborate with CEO on Strategic Vision: Work for the CEO as both protégé and strategic partner, contributing to company strategy, shaping product-market fit for government customers, and representing Rhombus in high-stakes negotiations and policy discussions.
• Coordinate Cross-Functionally on Deal Execution: Partner with Product, Engineering, Customer Success, Legal, and Finance teams to ensure deal structures are technically feasible, legally sound, and operationally deliverable, managing handoffs from signed contract to successful implementation.
• Mentor Under CEO for First Year: Participate in intensive one-year mentorship program under the CEO and his core leadership team, learning business strategy, deal structuring, technology positioning, and commercial skills while contributing strategic value from day one through your government expertise and relationships.
• Report on Pipeline and Deal Progression: Deliver regular updates on pipeline development, deal status, relationship-building progress, and market dynamics, with clear visibility into revenue forecasts and strategic opportunities in your territory.
• Represent Rhombus at Government and Industry Forums: Serve as company representative at defense conferences, bilateral meetings, congressional hearings (as appropriate), parliamentary inquiries, security dialogues, and industry events relevant to your geographic market.

Qualifications

• Government Policy and Legislative Experience: Background as congressional staffer (ideally with Armed Services Committee, Intelligence Committee, or Foreign Relations Committee), parliamentary advisor, senior defense ministry official, or equivalent government role with direct exposure to national security policy and decision-making at the highest levels.
• Established Government Network: Deep, active relationships across defense and national security establishments in your territory, including senior officials in defense ministries, intelligence agencies, military services, legislative bodies, and national security councils. You should be able to name 20+ senior contacts you could call today.
• Industry Transition Experience (minimum 3 years): Post-government experience in defense technology, consulting, or related industry roles where you've begun applying your policy expertise to commercial outcomes.
• Deep Understanding of Defense Procurement and Authorization: Expert knowledge of how governments buy technology, allocate budgets, and authorize programs, including familiarity with authorization processes (e.g., NDAA in U.S., defense white papers internationally), appropriations cycles, and procurement frameworks.
• Strategic and Analytical Thinking: Ability to assess geopolitical dynamics, defense priorities, threat landscapes, and political environments to identify opportunities and craft strategies. Background in political science, international relations, security studies, or related fields.
• Exceptional Communication and Executive Presence: Ability to engage credibly with Ministers, Generals, Assistant Secretaries, Committee Staff Directors, and CEOs. Skilled at articulating complex technology capabilities in policy-relevant terms and writing policy papers, briefing memos, and strategic documents.
• Elite Educational Background: Degree from top-tier institution in political science, international relations, security studies, or related field. Advanced degree (Master's or equivalent) strongly preferred.
• Geographic and Cultural Expertise: Deep knowledge of regional defense ecosystems, political dynamics, and cultural norms in your assigned territory. Native or near-native language capability as relevant.
• Entrepreneurial Mindset and Ownership Mentality: Comfort operating with significant autonomy, building strategies from scratch, and owning revenue outcomes. Willingness to learn commercial skills rapidly while applying government expertise.
• Security Clearance Eligibility: Citizenship or permanent residency in the country of assignment with ability to obtain necessary security clearances as applicable.
• Willingness to Travel Extensively: Flexibility to travel 50%+ for customer meetings, government engagements, conferences, and headquarters visits. Regular travel to Palo Alto, CA headquarters is expected.

Competitive base salary commensurate with experience, aggressive commission structure tied to closed revenue, equity participation, and benefits. Compensation package designed to reward top performers who exceed ambitious revenue targets.

WHAT YOU'LL DO

• 新規ビジネスの開拓: クライアントにアプローチし、Value Selling を実践しながら契約の締結を目指します。BDR チームと連携しながら、潜在的な顧客の特定からアプローチ、商談、契約締結までのプロセスを一貫して担当します。
• 市場開拓と戦略の策定: 日本市場における Braze のブランド認知を高め、ターゲットとなる企業リストを作成・管理し、営業戦略を策定します。市場トレンドを分析し、最適な営業戦略を立案・実行します。
• 関係構築と顧客管理: 顧客との長期的な関係を構築し、顧客のニーズを深く理解することで、信頼関係を築きます。
• 部門連携: マーケティングチームやプリセールス、カスタマーサクセスなど幅広い部門と連携し、「One Team」として営業活動をリードします。
• レポーティングと成果の分析: 営業活動の進捗を追跡し、成果を分析します。定期的に報告書を作成し、戦略の調整や改善策を提案します。
  
  

WHAT YOU HAVE

• Saas 営業の経験と実績: Enterprise の領域において、様々な業界、業種のお客様と関係性を築き、課題を聞き出しながら、深い知識とスキルを持ってバリューセリングのアプローチを実践してきたご経験。また複雑なセールスサイクルを管理し、数字達成への強い意欲を持ち、営業目標に対して逆算し、必要なアクティビティを実直に、諦めずに実行 / クローズした実績。
• テリトリープランニングとアカウントプランニング: 効果的なテリトリープランニングとアカウントプランニングの経験があり、ターゲット市場を戦略的に管理する能力。
• 優れたコミュニケーションスキル: 卓越した口頭および書面でのプレゼンテーションスキルを持ち、ステークホルダーやクライアントとの効果的なコミュニケーションスキル。
• CRM システムの使用経験: Salesforce.com CRM またはその他の CRM ツールを使用して営業パイプラインを管理した経験。(営業プロセスを効率的に管理し、成果を上げる能力)
• 新しいクラウドアプリやツールへの迅速な適応能力: 新しい技術やツールに対して迅速に適応し、効果的に活用する能力。
• デジタルおよびアプリケーショントレンドの最新情報への興味や好奇心: 特にモバイル領域におけるデジタルおよびアプリケーショントレンドについて常に最近の情報をキャッチしようという姿勢をお持ちの方。
• （プラス要素) スタートアップ企業での経験: 画一的な手法がない中、自分で試行錯誤し、成果を上げてきた経験をお持ちの方、大歓迎です。
  
  ご興味お持ちいただけましたら、全てが当てはまらなかったとしても、お気軽にご応募ください。Casual Chat からお気軽に受け付けています。
  
  

WHAT WE OFFER

様々なライフステージをサポートする包括的な福利厚生からハイブリットワークまで、仕事と私生活のバランスをとるために必要なものを提供しています。

• 長期的な資産形成
  • 競争力のある報酬
  • 401K / 企業型確定拠出年金
  • 従業員株式購入制度 (ESPP)
  • Financial Coaching を受ける機会
• キャリア構築 / 育成サポート
  • 学習費用補助制度
  • Development / Coaching / カウンセリングなどを受ける機会
  • 個人、チーム、ビジネスの成長とともに創出されるキャリアパス
  • その他社内の学習プラットフォームや、LinkedIn Learning などのアクセス
• 健康 / 家族サポート
  • 医療費用補助
  • 休暇制度
  • Fertility & Family Forming Support 
• チームビルディングの機会
  • Volunteer Activity
  • Braze 内で支援コミュニティを構築する従業員リソースグループ
  • 毎週水曜日の Office Lunch Offering
  • 他部署とのランチ会
  • Referral Program
  • その他 Global とのチームビルディングや様々な機会を通して、チーム間の価値観の理解や繋がり構築に取り組めるようにしています。
• その他
  • WorkStyling 全拠点アクセス
  • オフィスの Drinks & Snacks

#LI-Hybrid

Position Summary:

ultrafocused – Work together to fearlessly uncover new possibilities

The Director, Regional Supply Chain Management for Japan acts as the representative for Global Supply Chain Management for all matters relating to the Japan region. This position focusses on building, implementing and executing the regional supply planning and distribution strategy in alignment with overall regional business strategy. The role oversees the distribution network and operations, regional demand, supply, operations and inventory planning, as well as ensuring successful product in-market product launches. 

This highly matrixed role closely liaises with many global and regional functions (Sales & Commercial, Packaging, Supply Planning, Medical Affairs, Clinical Operations, Quality, Finance and Tax), and represents the global supply chain in all Japan regional matters. This position also ensures compliance of the supply operations with local / regional regulations and global standards. 

The role may also act as a liaison between the local Japan management team and the wider Technical Operations group in the Japan region – including Global Packaging Operations and Global Product Supply.   

This position is a member of the Global Supply Chain leadership team and is located in Tokyo, Japan.  

Work Model: 

Flex: This role will typically require onsite work 2-3 days each week, or more depending on business needs. In many locations, the business will set certain days each week that Flex employees are required to be onsite.

Responsibilities:

1. As the Japan region grows, support all supply related activities in the region. Represent supply chain on the regional commercial management team.  
2. Build and oversee a reliable supply network in Japan for commercial distribution and support local clinical distribution activities including new product launch readiness as needed. 
3. Manage all local supply chain related activities including, but not limited to, order management, transportation, warehousing, inventory management and reporting, logistics and trade (import / export), and ERP transactions for Japanese product. 
4. Own the business relationship with all in country third party logistics providers. 
5. Alongside the local commercial team, oversee the regional Sales Inventory and Operations Planning (SIOP) for commercial launches, marketed products, early access programs and investigator sponsored trials. 
6. Develop annual budget plans and ensure supply chain costs in the region align with financial goals. Identify opportunities for supply chain related cost savings and implement solutions. 
7. Ensure compliance with regional regulations, GDP guidance, trade compliance and tax compliance in all areas of the regional supply chains 
8. Support for order processing operations from and to the wholesaler. 

Requirements:

1. Language: Fluency in both Japanese and English is required, both written and spoken, as well as understanding of local business norms in both countries. 
2. Education: A bachelor’s degree or local equivalent in a related field (Supply Chain, Business, Engineering). A master’s degree in business administration (MBA) is strongly preferred. 
3. Management experience: 8 or more years of experience in Supply Chain / Technical Operations in the pharmaceutical or biotech industries. Strong preference for project management and pharmaceutical launch experience as well as a certificate in Lean / Six-sigma training (green belt or higher). 
4. Pharmaceutical and regulatory experience: Understanding of pharmaceutical industry procedures and regulations including GxP and other regulatory requirements – particularly as it pertains to the local Japan market. Experience with new product introductions as it pertains to supply chain is preferred. 
5. Quality acumen: Familiarity with local and harmonized quality standards as they pertain to finished products and distribution. Experience operating in a pharmaceutical or biotechnology quality system and its related components (deviation, change control, etc…)    
6. Financial acumen and compliance: Understanding of regional and global commercial implications including SOX, tax regulations, international trade rules and trade compliance. 
7. Information technology: Hands on experience with the implementation and / or operation of a scalable enterprise resource system (ERP) such as Oracle, SAP or similar system. 
8. Travel: Ability and willingness to travel throughout Japan as needed as well as internationally (estimated four times per year), including travel to California. 

#LI-CK1  #LI-Hybrid

As a Sales Development Representative (SDR), you will prospect, qualify, and generate customer leads to assist in Datadog’s overall business growth segment. By partnering with internal stakeholders, you will help IT and Technology innovators across markets recognize Datadog’s impact in their digital transformation and migration to the cloud. SDRs have the opportunity to grow their careers in Sales and continue contributing to Datadog team success.

At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them.

What You’ll Do:

• Collaborate cross-functionally with various Datadog teams
• Drive initial prospect qualification and schedule discovery meetings
• Develop, present, and implement strategies for acquiring new business
• Conduct outbound outreach by cold calling and emailing prospective customers 
• Learn to follow a well-defined methodology to help identify a customer's unique needs 

Who You Are:

• Motivated by a career in sales
• Someone with an innate curiosity to learn
• Have a desire to succeed alongside teammates
• Proven in your written and verbal communication  
• Comfortable with being able to learn from rejection

Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your experience, we encourage you to apply.

Benefits and Growth:

• High income earning opportunities based on self performance
• New hire stock equity (RSU) and employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing 
• Sales training in MEDDIC and Command of the Message 
• Intra-departmental mentor and buddy program for in-house networking 
• An inclusive company culture, opportunity to join our Community Guilds
• Generous global benefits

Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog.

#LI-Hybrid

Anaplanでは、GartnerやForresterからConnected Planningのリーダーとして認定されている企業です。日本のビジネス目標（月次・四半期・年間）達成を支援する、エネルギッシュで粘り強いSales Development Representative（SDR）を募集しています。 

このポジションは即戦力となるフルタイムのポジションです。そのため、プロフェッショナルとしての姿勢、ステークホルダーとのコミュニケーション、成果において模範となることが求められます。 

【Anaplanについて】 

Anaplanは、組織と人をつなぎ、ビジネスリーダーがより良い意思決定を行えるよう支援することで、世界をより良くしていくことを目指しています。 
私たちのクラウドプランニングプラットフォームは、企業のあらゆる部門のデータ・人・計画をつなぎ、どんな計画プロセスにも対応可能な柔軟性と拡張性、そしてコラボレーション性を誇ります。 

【職務内容】 

SDR（Sales Development Representative）は、Anaplanの見込み顧客が初めて接するAnaplanの「声」となる重要なポジションです。 

業務内容には以下が含まれます： 

• エンタープライズ企業に対するプロスペクティング（見込み顧客）開拓を通じて、Sales Qualified Lead（SQL）の創出 

• キーステークホルダーを特定し、課題やニーズを把握しながらAnaplanのアカウントチームとの関係構築 

• マーケティング活動で獲得したリードやイベント参加者への迅速なフォローアップ 

• ターゲット市場の見込み顧客に対する電話、メール、デジタルチャネルを通じたアウトバウンド活動 

• バリューベースの会話スキルの習得と実践 

• フィールドセールスと連携し、アカウントに基づいたセールス戦略（Account Based Sales Development）の実行 

• 週次・月次の営業指標（電話・メール数、ミーティング設定件数など）の達成を目指して自らを高める 

【応募資格】 

• 3年以上のインサイドセールス、セールスディベロップメントでの経験
  ※特にエンタープライズSaaS/クラウドアプリケーション企業での経験が望ましい 

• 日本国内のインサイドセールスチームのマネジメントまたはリード経験があれば尚可 

• エンタープライズ企業のCXOやディレクター層へのアプローチ経験がある方は歓迎 

• テクノロジーへの興味があり、新しい営業ツールに対して積極的に学ぶ姿勢のある方 

• パイプライン創出やアポイントメント設定などで成果を出した実績のある方 

• 高いエネルギー、行動力、熱意、イニシアチブ、責任感、プロ意識をお持ちの方 

• 高いアウトバウンドコールやメール送信数を維持できる自己管理能力 

• 学士号取得者

Please submit your resume in English.

To learn more about our team and office culture in Tokyo, Japan, visit the following links. 
Careers Page: https://www.knowbe4.com/careers/locations/tokyo
Glassdoor: https://www.glassdoor.com/Jobs/KnowBe4-Ad-Tokyo-Jobs-EI_IE969384.0,7_KO8,10_IL.11,16_IS5263.htm

The Regional Account Executive (Enterprise) position is responsible for acquiring new logos and upselling our existing Enterprise-sized customer accounts with the goal of maximizing all revenue opportunities to exceed their monthly sales quota. This can be achieved by creating opportunities through various prospecting methods, following up on inbound leads, reigniting open, outstanding customer opportunities, and motivating our existing customers to purchase additional products, increase subscription levels and/or add on additional seats due to account growth.

Requirements:

• Acquire Enterprise-sized accounts within assigned territory to meet and exceed monthly new logo sales quota.
• Promote and sell KnowBe4’s range of products to existing customers to meet and exceed Enterprise monthly cross sale and expansion sales quota. 
• Build and maintain a pipeline of Enterprise opportunities by various prospecting methods, following lead cadence best practices and conducting demos of our suite of products.
• Follow up on new and existing customer SDR, marketing and channel leads to generate revenue opportunities and pipeline.
• Articulate the value proposition of KnowBe4’s full suite of products and educate the customer how each product will improve their business’s human firewall.
• Understand an organization’s buying needs, key decision makers, potential roadblocks and next steps to shorten sales cycles and acquire a high volume of new logo and upselling existing customer accounts.
• Act strategically in offering subscription levels, multi-year deals and/or negotiating discounted pricing to increase ARR
• Maintain accurate and thorough records of daily sales statistics via Salesforce.
• Collaborate with the assigned Channel sales representative to seamlessly close new logos through our Partner business channels.
• Collaborate with the assigned Customer Success Managers and Renewal Specialists to understand the account’s organizational structure, gaps in cybersecurity and ultimately increase their commitment and use of the KnowBe4 Product Suite.   
• Support in the renewal process where there is an opportunity to grow the account.

Qualifications:

• 3+ years experience selling to Enterprise-sized businesses, required
• Bachelor Degree or higher education equivalent, desirable
• Familiarity with standard concepts, practices and procedures within the IT, Security or Cybersecurity industry, desirable
• Experience with Salesforce, a plus
• Experience with Gmail and Google Docs
• Experience with MS Office (Word and Excel)
• Experience with web browsers (Chrome, Internet Explorer, etc.)
• Excellent verbal and written communications
• Fluent in Japanese
• Stats driven business professional
• Motivated, energetic self-starter
• Strong collaborative and teamwork skills
• Must be able to work with minimum supervision

Join Ivanti and accelerate your career!

Are you driven, resilient, and passionate about connecting with people to uncover business opportunities? At Ivanti, we believe in building strong customer relationships and empowering organizations to thrive. As a Business Development Representative (BDR), you’ll play a vital role in expanding Ivanti’s presence and driving growth in the Japanese market—identifying prospects, engaging clients, and igniting conversations that create lasting value.

Why this role matters

As a Business Development Representative, you’ll be at the forefront of our go-to-market strategy. You’ll identify new opportunities, set qualified meetings, and help our sales specialists and account managers better understand customer needs—enabling us to deliver solutions that truly make a difference. Your role blends proactive outreach, strategic thinking, and effective communication, ensuring every customer interaction elevates the Ivanti brand and supports our wider business goals.

What you’ll do:

• Connect with prospective and existing customers through high-volume outbound calls and emails, targeting key decision-makers and influencers.
• Execute strategic campaigns by aligning closely with sales, marketing, and channel teams.
• Drive the business development process from initial outreach to setting meaningful meetings for our sales team.
• Research accounts and personas to tailor your approach and maximize engagement.
• Participate in regular team planning sessions, sharing insights and collaborating to refine our strategy.
• Track activity, manage pipelines, and maintain meticulous organization to meet and exceed targets.
• Contribute ideas for continuous improvement and innovation within the team and broader go-to-market efforts.

What you will bring:

• Resilience, confidence, and a proactive approach—comfortable handling rejection and learning from each experience.
• High energy, self-motivation, and a genuine willingness to work hard and seize career-advancing opportunities.
• Excellent time management and organizational skills, enabling you to juggle multiple priorities.
• Strong communication and interpersonal skills; able to collaborate effectively in both office and remote environments.
• Willingness to absorb knowledge, embrace feedback, and grow as a world-class BDR.
• Ability to work both independently and as part of a close-knit account management team.
• Fluent in Japanese and English

Why Ivanti?

• Friendly, flexible working model: Do your best work in the environment that suits you, supporting a healthy work-life balance.
• Competitive compensation & total rewards: Comprehensive health, wellness, and financial benefits for you and your family.
• Global, diverse teams: Collaborate with exceptional colleagues from 23+ countries.
• Learning & development: Expand your skills with access to world-class learning tools and training programs.
• Equity & belonging: Every voice matters—your unique perspective is part of our strength and success.

What drives us

Ivanti’s mission is to elevate human potential within organizations by managing, protecting, and automating technology for continuous innovation. We succeed by cultivating diverse, inclusive teams and staying true to our values.

Inclusion at Ivanti

Ivanti is proud to be an Equal Opportunity Employer. We’re committed to hiring diversely, building inclusive environments, and supporting all employees to succeed. All applicants are welcomed and encouraged to apply.

If you require adjustments during the application process, contact recruiting@ivanti.com—we’re here to support you.

#LI-VG1

Responsibilities

We are looking for an exceptional Sales Manager, Strategic Sales to lead and grow our team in Japan.
As a Playing Manager, you will carry both team and individual quotas.

You will be responsible to:

• Lead and scale our Japan sales team, one of our most high potential regions globally, while personally driving strategic enterprise deals
• Report directly to our Director of Sales and Partnerships, Japan and collaborate closely with regional leadership
• Build, mentor, and develop a high-performing team of Senior Account Executives, providing coaching, guidance, and performance management
• Develop and execute territory and account strategies targeting Enterprise customers across Japan for both your team and your own portfolio
• Drive new business sales both as an individual contributor and through your team, selling directly and with/through channel partners
• Partner closely with SDR, partner sales, and marketing teams who are all based locally to maximize pipeline generation and conversion
• Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts, helping them maximize the potential of automation and integration
• Forecast accurately and manage sales pipeline for both your personal deals and team performance
• Establish and refine sales processes to ensure consistent execution and scalability as the team grows

Requirements

Qualifications / Experience / Technical Skills

• At least 8-12 years of Enterprise Software Sales experience in the technology space, ideally with a SaaS or PaaS vendor
• Minimum 2-5 years of sales management experience, with proven success in building and scaling high-performing sales teams
• Demonstrated track record of consistently exceeding both personal and team quotas
• Proven ability to generate new business sales at the enterprise level and close complex, strategic deals
• Strong understanding of enterprise sales methodologies (MEDDIC, Challenger, Solution Selling, etc.)
• Ability to communicate with senior executives in mid-size business, up to C-level, and navigate complex organizational structures

Soft Skills / Personal Characteristics

• Strong leadership and people management skills with the ability to inspire, motivate, and develop team members
• High level of comfort presenting key client issues and being the customer advocate within Workato
• Strong critical thinking and analytical skills with an entrepreneurial and proactive mindset
• Ability to effectively prioritize tasks and manage time, even under high-pressure situations, while balancing team management and individual quota
• Strong collaboration skills across functions, ability to adapt to a dynamic environment with a passion for making an impact
• Excellent written and oral communication skills in English and Japanese to communicate with multi-lingual stakeholders externally and internally

職務内容

Workatoは、日本で成長を続けるチームに加わっていただける、ストラテジックセールスチームの営業本部長を募集しています。
主な職務は以下の通りです:

• グローバルで最も高いポテンシャルを持つリージョンの一つである日本の営業チームを率いてスケールさせながら、自身も戦略的なエンタープライズ案件を直接推進する
• 日本担当セールス＆パートナーシップ ディレクターに直属し、リージョナルリーダーシップと緊密に連携する
• 高パフォーマンスなアカウントエグゼクティブチームを構築・育成・開発し、コーチング、指導、パフォーマンス管理を提供する
• 日本全国のエンタープライズ顧客を対象に、チームおよび自身のポートフォリオ双方においてテリトリー・アカウント戦略を策定・実行する
• プレイングマネージャーとしてチームを通じて、また直接販売およびチャネルパートナーと連携しながら新規ビジネスの獲得を推進する
• 国内に在籍するSDR・パートナーセールス・マーケティングチームと密接に連携し、パイプライン創出とコンバージョンの最大化を図る
• 担当顧客のCレベルエグゼクティブ（技術・非技術問わず）に対して戦略的アドバイザーとして関わり、オートメーションとインテグレーションの可能性を最大限に引き出す支援を行う
• 自身の担当案件およびチームのパフォーマンス双方について、正確な売上予測とパイプライン管理を行う
• チームの成長に伴う一貫した実行力とスケーラビリティを確保するため、営業プロセスを確立・改善する

応募要件

資格・経験・技術スキル

• テクノロジー分野におけるエンタープライズソフトウェア営業経験8〜12年以上（SaaSまたはPaaSベンダーでの経験尚可）
• 営業マネジメントの実務経験2〜5年以上、かつ高パフォーマンスな営業チームの構築・拡大における実績を有すること
• 個人およびチーム双方のクォータを継続的に超過達成してきた実績をお持ちの方
• エンタープライズレベルでの新規ビジネス獲得および複雑な戦略的案件のクローズ能力
• エンタープライズ営業手法（MEDDIC、Challenger Sale、ソリューションセリング等）への深い理解
• 中堅〜大手企業のCレベルを含むシニアエグゼクティブとのコミュニケーション能力、および複雑な組織構造のナビゲート力

ソフトスキル・人物像

• 主要な顧客課題を提示し、Workato社内で顧客の代弁者となることに高い適性
• 起業家精神と積極的なマインドセットを持つ、優れた論理的思考力と分析力
• プレッシャーの高い状況下でも、効果的にタスクの優先順位付けと時間管理ができる能力
• 強い協調性、変化の激しい環境への適応力、インパクトを生み出すことへの情熱
• 社内外の多言語ステークホルダーとコミュニケーションするための、日本語における優れた文章力およびコミュニケーション能力、英語もできれば尚プラス

Responsibilities

We are looking for an exceptional Account Executive to join our team in Japan. 

 In this role, you will:

• Join our growing Japan team, in one of our most high potential regions globally.

• Report to our Sales Manager.

• Build and execute a territory plan targeting mid-market customers across Japan. 

• Focus on new business sales. Selling both directly and with/through channel partners.

• Partner with our SDR, partner sales and marketing teams who are all based locally.

• Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts. Helping them to maximise the potential of automation and integration.

Requirements

Qualifications / Experience / Technical Skills

• At least 2-5 years of Commercial Software Sales experience with the technology space. Ideally with a SaaS or PaaS vendor

• A proven ability to generate new business sales.

• An ability to communicate with senior executives in mid-size business, up to C-level.

Soft Skills / Personal Characteristics

• High level of comfort presenting key client issues, be the customer advocate within Workato

• Strong critical thinking, analytical skills with an entrepreneurial and proactive mindset

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations

• Strong collaboration skills, ability to adapt to a dynamic environment with a passion for making an impact

• Excellent written and oral communication skills in Japanese, English skill is plus. In order to communicate with multi-lingual stakeholders externally and internally.

職務内容
私たちは、日本の成長中のチームに参加する優れたアカウントエグゼクティブを募集しています。
この役割では、以下のことを行います：

• グローバルで最も高い潜在力を持つ地域の1つで成長中の日本チームに参加します。
• 日本の営業マネージャーへのレポートとなります。
• 日本全国の中堅顧客をターゲットにした地域プランを策定し、実行します。
• 新規ビジネスセールスに焦点を当て、直接販売するかチャネルパートナーを通じて販売します。
• SDR、パートナーセールス、およびマーケティングチームと連携し、すべてが地元に拠点を置いています。
• 自分の持っているアカウントのCレベルのエグゼクティブへ戦略的アドバイザーとして行動し技術的および非技術的なアドバイスを出します。自動化と統合の潜在能力を最大限に活用するお手伝いをします。

応募資格・経験・スキル

• テクノロジースペースでの商用ソフトウェアセールス経験が2〜5年以上あること。SaaSまたはPaaSベンダーが理想です。
• 新規ビジネスセールスを生成する実績があること。
• 中規模のビジネスのシニアエグゼクティブとコミュニケーションをとる能力があること。

ソフトスキル / 求める人物像

• Workato内での顧客の代弁者となり、主要なクライアントの課題をプレゼンテーションすることができる。
• 起業家精神と積極的なマインドセットを持つ、強力な批判的思考と分析能力。
• 高い圧力の下でもタスクを効果的に優先し、時間を管理できる能力。
• チームでの強力な連携スキル、影響を与える情熱を持つ能力。
• 外部および内部の多言語ステークホルダーとコミュニケーションを取るための優れた英語と日本語の書面および口頭コミュニケーションスキルがあること。
  (英語力についはプラスではありますが、必須ではございません。)

(REQ ID: 2165)

Responsibilities

We are looking for an exceptional Senior Account Executive, Strategic to join our growing team in Japan. 

You will also be responsible to:

• Join our growing Japan team, in one of our most high potential regions globally.
  
  
• Report directly to our Director of Sales and Partnerships, Japan
  
  
• Build and execute a territory plan targeting Enterprise Named customers across Japan.
  
  
• Focus on new business sales. Selling both directly and with/through channel partners.
  
  
• Partner with our SDR, CSM, partner sales and marketing teams who are all based locally.
  
  
• Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts. Helping them to maximise the potential of automation and integration.
  
  

Requirements

Qualifications / Experience / Technical Skills

• Minimum 8 years of direct enterprise software sales experience with the technology space. Ideally with a SaaS or PaaS vendor
  
  
• A proven ability to generate new business sales.
  
  
• An ability to communicate with senior executives in Enterprise business, up to C-level.
  
  

Soft Skills / Personal Characteristics

• High level of comfort presenting key client issues, be the customer advocate within Workato
  
  
• Strong critical thinking, analytical skills with an entrepreneurial and proactive mindset
  
  
• Ability to effectively prioritize tasks and manage time, even under high-pressure situations
  
  
• Strong collaboration skills, ability to adapt to a dynamic environment with a passion for making an impact
  
  
• Excellent written and oral communication skills in Japanese, English is a plus but not mandatory. In order to communicate with multi-lingual stakeholders externally and internally.
  
  

職務内容

Workatoは、日本で成長を続けるチームに加わっていただけるシニアアカウントエグゼクティブ、ストラテジックのポジションを担う方を募集しています。

主な職務内容は以下の通りです:

• 日本各インダストリーのトップ企業などのEnterpriseマーケット顧客をターゲットとした営業戦略の構築と実行
• エンタープライズセグメントにおける新規ビジネスの獲得、及び既存顧客へのストラテジックなアカウントプランの立案により継続的な成長機会の提案
• 直販およびチャネルパートナーとの協業による販売
• SDR、CSM、パートナーセールス、マーケティングチームとの連携
• 担当顧客のCレベルエグゼクティブ(技術系・非技術系両方)に対する戦略的アドバイザーとして、自動化と統合の可能性を最大化するサポートを提供
• Director of Sales and Partnerships, Japanへの直接レポート

応募要件

資格・経験・技術スキル

• テクノロジー領域における直販のエンタープライズソフトウェアセールスの経験が8年以上お持ちの方 / SaaSまたはPaaSベンダーでの経験があると尚良い。
• 新規ビジネス獲得の実績と既存顧客の成長獲得実績の経験が豊富な方
• エンタープライズ企業のキーマンから経営層 / Cレベルまで、口頭および書面でのコミュニケーションできる能力長けた方
• エンタープライズ企業における既存のリレーションを生かしつつ、更にグローバル企業への提案に対応した経験をお持ちの方は尚良い

ソフトスキル・人物像

• 案件初期において全ての知識を総動員し、お客様の課題をディスカバリーする力を有すること
• 主要な顧客課題を提示し、Workato社内で顧客の代弁者となることに高い適性をお持ちであること
• 起業家精神と積極的なマインドセットを持ち、優れた論理的思考力と分析力をお持ちであること
• プレッシャーの高い状況下でも、効果的にタスクの優先順位付けと時間管理ができ、スピードを重視したアクションを取れること
• 強い協調性、変化の激しい環境への適応力、インパクトを生み出すことへの情熱をお持ちであること
• 社内外の多言語ステークホルダーとコミュニケーションするための、日本語における優れた文章力およびコミュニケーション能力、打ち合わせ時のお客様を導く高いファシリテーション力（英語でのコミュニケーションが可能であれば尚良い）
• 好奇心を有し、自社の製品知識、最新のAI技術、最新のAIトレンドなどを積極的に入手、デモなどを通じ、日頃の提案活動へ適用できること

(REQ ID: 2546)

We are looking for an Account Executive, SMB who will play a critical role generating new business and fielding inbound prospects in their territory. You will be responsible for targeting, building and nurturing positive relationships with key decision-makers and assisting them through their Figma evaluation and buying process of all products. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma.

This is a full time role that will be held from our Tokyo Hub. 

What you’ll do at Figma:

• Create and manage a pipeline of SMB accounts from inbound and outbound activity to consistently meet or exceed quarterly and annual sales targets
• Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500< FTEs)
• Align with key decision makers to identify where Figma’s roadmap and innovations can solve business challenges
• Conduct thorough analysis to tier and prioritize accounts in large volumes
• Expertly position Figma and engage cross-functional partners where necessary to drive deals forward
• Leverage opportunities to advance relationships through in-person meetings and networking opportunities

This is Adyen

Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition. 

For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster.

Team Lead, Sales

We’re looking for an inspirational leader to join our APAC Sales function and lead a team of high-performing enterprise sales managers in Japan. 

You will be leading and coaching a team of sales managers based in Tokyo, while reporting to the Head of Sales for Japan. As a critical member of the Japan commercial leadership team, you will form the sales strategy for one of our most dynamic and fast-growing markets, while collaborating with other regions and cross-functional teams. 

The ideal candidate is a natural commercial leader and networker with a consultative mindset. We are looking for an experienced leader who thrives in a fast-paced, international environment and has excellent communication and people management skills. You excel at strategic thinking, commercial execution and leveraging your enterprise sales skillset to coach the team.

What you’ll do:

• Lead one of our Sales teams in Tokyo and own the end-to-end commercial success of your team
• Collaborate on and drive the vision and strategy for the JP sales team, creating local focus while aligning with global standards
• Engage with the largest strategic opportunities, leading executive relationships and helping the team navigate long sales cycles to win new customers
• Adopt and influence the Adyen sales methodology and Selling Process and drive best practices on selling and forecasting
• Develop best practices around pipeline management that enable the organisation to rapidly scale, deliver on revenue targets and support KPIs for growth
• Partner cross-functionally across different teams (e.g. SDR, Marketing, Account Management, Product, Partnerships, regionally and globally)

Who you are

• Inspirational leader with 3+ years of formal people management experience 
• Demonstrated experience in coaching senior individual contributors
• 8+ years direct sales hunting experience, specialising in serving multinational enterprise customers, ideally in the FinTech / Digital / Retail /Travel sectors in Japan
• Native-level Japanese language skills and business fluency in English 
• Strong experience with sales forecasting and metrics, and optimizing  sales methodologies and processes
• Resilient and able to maintain momentum and motivation 
• Ability to structure and prioritize in a high volume, fast-paced environment
• A team player that understands what drives sales individuals, and does not shy away from taking ownership or resolving conflicts.
• Ability to travel domestically and internationally 20%+

Our Diversity, Equity and Inclusion commitments 

Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen. 

Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application!

What’s next?

Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility.

This role is based out of our Tokyo office. We are an office-first company and value in-person collaboration; we do not offer remote-only roles.

The opportunity 

Join the brand-new Industry team as our Lead of Business Development Representative for the APAC region at Unity where you will help build the playbook from the ground up. You’ll work large, untapped territories and shape what “great” looks like—writing and testing messaging, uncovering new logos, and supporting thoughtful expansion in existing accounts. 

This role is ideal for someone who loves learning how interactive 3D can help drive business outcomes in industries like automotive, healthcare, retail and government. You enjoy outbound prospecting, and want a clear path into sales, partnerships, or account management. You’ll learn fast, iterate even faster, and help turn early conversations into real revenue opportunities while building scalable programs alongside multi-functional partners.

What you’ll be doing

• Prospect across large, raw territories; implement multi-channel outreach (phone, email, LinkedIn, events); book discovery meetings across mid size to large enterprise companies.
• Research target accounts and key decision makers; build campaigns; write, A/B test, and refine messaging.
• Qualify inbound leads and route high-intent prospects to Account Executives /Account Managers; maintain clean records in Salesforce and Outreach.
• Partner with Account Executives and Marketing to implement territory plans, support events, and follow up promptly.
• Onboard, coach and directly manage the BDRs supporting the other APAC regions 

What we’re looking for

• Ability to hunt and identify new key contacts at target accounts 
• Enthusiastic leader to help shape and build this new function at Unity 
• Highly organized with attention to detail, curious, and motivated to grow professionally
• Some limited travel to internal and external events
• Native or bilingual proficiency in Japanese and English to effectively manage stakeholder relationships across our Japan markets

You might also have

• Experience collaborating with multi-functional teammates.
• Familiarity with real-time 3D/interactive technology and how it delivers value for enterprise users.
• A test-and-learn mindset with weekly proposals for new messaging experiments.
• Proficiency with Salesforce and one sales engagement platform (e.g., Outreach or Salesloft).

Additional information

• Relocation support is not available for this position
• Work visa/immigration sponsorship is not available for this position

Benefits
At Unity, we want our team members to thrive. We offer a wide range of benefits designed to support well-being and work-life balance.

Please note: Benefits eligibility, specific offerings, and coverage vary based on the country and employment status.

While specific benefits vary, here are some of the ways we strive to take care of our eligible team members globally: Comprehensive health, life, and disability insurance | Commute subsidy | Employee stock ownership | Competitive retirement/pension plans | Generous vacation and personal days | Support for new parents through leave and family-care programs | Office food snacks | Mental Health and Wellbeing programs and support | Employee Resource Groups | Global Employee Assistance Program | Training and development programs | Volunteering and donation matching program

Life at Unity
Unity [NYSE: U] is the world’s leading game engine, powering play for more than 3 billion consumers each month. The top mobile games in the world, the most played PC indie titles, the most innovative console games, and virtually all of the top XR and Web Games are developed, deployed, and grown in Unity. Unity also enables teams across industries like automotive, manufacturing, and healthcare to design, simulate, and collaborate in 3D — closing the gap between ideas and reality. For more information, please visit www.unity.com.

Unity is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. Therefore, we provide employment opportunities without regard to age, race, color, ancestry, national origin, disability, gender, or any other protected status in accordance with applicable law. If you have a disability that means there are preparations or accommodations we can make to help ensure you have a comfortable and positive interview experience, please fill out this form to let us know.

This position requires the incumbent to have a sufficient knowledge of English to have professional verbal and written exchanges in this language since the performance of the duties related to this position requires frequent and regular communication with colleagues and partners located worldwide and whose common language is English.

Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Unity does not accept unsolicited headhunter and agency resumes. Unity will not pay fees to any third-party agency or company that does not have a signed agreement with Unity.

Your privacy is important to us. Please take a moment to review our Prospect and Applicant Privacy Policies. Should you have any concerns about your privacy, please contact us at DPO@unity.com.

#MID

About Zuora

At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue.

We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation.

The Opportunity

As an Enterprise Account Executive, you’ll be at the center of helping $100M–$1B+ organizations transform how they operate in the Subscription Economy.

This role offers a unique balance of:

• Expansion (70%) – deepening relationships with existing customers, identifying cross-sell and upsell opportunities, and driving renewals.
• New business (30%) – opening new doors, winning new logos, and expanding Zuora’s footprint in your territory.

You’ll have the full backing of our Sales Development team, but you’ll also roll up your sleeves and lead some of your own prospecting to expand into new areas of opportunity. If you love building trusted partnerships while hunting for the next big win, this role gives you the best of both worlds.

You’ll act as the CEO (“ZEO”) of your territory—owning strategy, leading the sales cycle, and collaborating across a high-performing, diverse team that includes marketing, product, services, and our award‑winning customer success organization.

What you’ll do

• Become an expert in Zuora’s solutions, market position, and value-driven sales methodology through our world-class onboarding.
• Own your book of business by developing territory plans, account strategies, and opportunity pipelines that balance expansion and new logo acquisition.
• Drive customer growth by identifying and closing cross-sell and upsell opportunities while ensuring renewals are seamless.
• Win new business by leveraging SDR partnerships, your own network, our ICP, and targeted outbound activity.
• Inspire confidence with C-level stakeholders by aligning Zuora’s technology to complex, multi-stakeholder business challenges.
• Collaborate across functions to deliver outcomes that delight our customers and fuel long-term partnerships.
• Exceed quotas for both renewals and new business, with accurate and predictable forecasting.
• And yes—get to P-Club and celebrate big wins with your peers.

About You

You are a strategic, consultative seller who loves building long-term relationships and closing complex deals. You’re equally comfortable in the boardroom and in the details of a multi-threaded sales cycle.

Your experience

• 7+ years of enterprise SaaS solution selling with a proven record of exceeding quotas; experience selling to the Office of the CFO is preferred but not required.
• Experience managing complex, multi-stakeholder sales cycles at the $100M+ account level.
• Confidence selling at the C-suite level, with the ability to navigate both strategic and technical conversations.
• A growth mindset—you thrive in fast-paced environments, adapt quickly, and embrace learning.
• Strong communication, presentation, and negotiation skills, with the ability to build trust and influence across diverse teams.
• Experience using Salesforce and modern sales tools (Google Workspace, Microsoft Office, etc.).
• A genuine passion for customer success, teamwork, and making an impact.

If you meet many, but not all, of the criteria above, we still encourage you to apply. We know that diverse experiences and perspectives make our team stronger.

About the Team

You’ll join a high-performing Enterprise Sales team that partners closely with:

• Sales Development – to generate pipeline and open new doors in your territory.
• Customer Success & Services – to ensure customers realize value, expand usage, and renew successfully.
• Product & Marketing – to position Zuora’s platform, influence our roadmap with customer feedback, and bring compelling stories to market.

We operate with a “ZEO” mindset—taking ownership of our business, supporting one another, and celebrating wins together. The team is collaborative, curious, and always looking for better ways to help customers succeed in the Subscription Economy.

Benefits

At Zuora, we’re constantly learning, innovating, and growing. Our people—known as ZEOs—are empowered to take ownership, challenge the status quo, and make a lasting impact. We collaborate deeply, think boldly, and support one another to make what’s next possible—for our customers, our communities, and each other.

We offer:

• Comprehensive health coverage – medical, dental, and vision (benefits may vary by location)
• Competitive compensation, bonus opportunities, and retirement programs
• Generous, flexible time off
• Paid holidays, wellness days, and a company-wide year-end break
• Paid parental leave
• Learning & development stipend to support your growth
• Opportunities to give back, including volunteer time and donation matching
• Mental wellbeing resources and support

Details of the benefits package specific to your location will be shared during the interview process.

Location & Work Arrangements

Zuora teams are empowered to design flexible, intentional ways of working. Whether remote, hybrid, or in-office, we balance flexibility with accountability—to each other, our customers, and our mission. For most roles, you’ll have the freedom to work where you’re most productive while staying connected to your team and the broader ZEO community.

Our Commitment to an Inclusive Workplace

Think, be and do you!

At Zuora, different perspectives, experiences, and contributions matter. Everyone counts.

Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply.

Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance@zuora.com.

About the role

As a Business Development Representative at Anthropic, you'll drive the adoption of safe, frontier AI by optimizing our lead management processes and identifying new market opportunities. In this pivotal role, you'll enable our sales team to focus on high-value, revenue-generating activities by leveraging your analytical skills, project management expertise, and strategic thinking. Your role is critical in streamlining our sales pipeline and uncovering untapped potential in the AI market.

Responsibilities:

• Maintain full ownership of pipeline generating activities in your sales territory

• Collaborate with sales teams to understand their needs and optimize lead handoff processes

• Manage and prioritize a high volume of inbound leads

• Conduct initial qualifications for high-potential leads

• Outbound against strategic prospects to generate high-intent opportunities with Startup and Enterprise teams

• Support the development and execution of strategic outbound initiatives

• Provide data-driven insights to inform sales strategies and resource allocation

• Continuously refine processes to improve efficiency and effectiveness

You may be a good fit if you have:

• 2-3+ years of experience in a fast-growing startup, preferably in lead management and project management roles or 2-3+ years of experience in a field like finance & investment banking, consulting or software engineering

• Strong analytical skills with the ability to translate data into actionable insights

• Experience with Salesforce, HubSpot, and SQL (preferred)

• Excellent communication and interpersonal skills

• Ability to work in a fast-paced, dynamic environment

• Passion for AI/ML and understanding of API-first or consumption-based business models

• Fluent in Japanese and English 

The Basics:

Tanium is looking for talented and energetic individuals to be part of our growing business. The Sales Development Representative will work closely with all facets of our business including our marketing teams, our broad partner community, and sales teams. Motivated and driven individuals will thrive in this environment while building the foundation for a long-term technology sales career. We will partner with you on your development to help you grow your career, while investing in your development and ensuring you have the resources to be successful.

What you’ll do:

• Schedule highly qualified meetings for your field sales team members using a defined sales methodology and utilizing sales strategies within your territory
• Manage lead generation and follow up activity on inbound leads for your territory
• Leverage world class tools such as Salesforce, ZoomInfo, Outreach, LinkedIn Navigator to drive the biggest impact across your territory
• Collaborate with sales, marketing, partners, and product teams on messaging, field events and defined campaigns
• Through regular trainings and enablement, build a strong understanding of the competitive landscape and current trends in the marketplace
• Work with your leadership team to build strong communications skills and learn how to deliver effective reporting back to the business
• Meet or exceed minimum weekly activity metrics: calls, emails, conversations and meetings
• Work closely with your team and business partners in a highly collaborative environment

The Right Candidate Will:

• Bachelor’s degree in Business or related area, or equivalent experience
• 1+ years of Enterprise SaaS or Security experience preferred
• Demonstrate passion about being part of a team focused on helping customers solve some of the most pressing needs in Security and IT, while helping drive innovation and collaborations across the business
• Build strong relationships across the business and become a trusted resource for the team
• Work closely with a high energy, dynamic sales team in the ongoing optimization of strategic sales approaches
• Be eager to learn, committed to getting 1% better every day and be open to feedback
• Competitive mentality that drives you to exceed

About Tanium 

On a mission. Together. 

At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.   

As a global organization with stakeholders around the world, it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.  

Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work.

Taking care of our team members 

Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.

For more information on how Tanium processes your personal data, please see our Privacy Policy.

At AKQA (part of WPP) we believe in the imaginative application of art and science to create a better future. With an entrepreneurial and collaborative approach, we design adaptive ideas, services and experiences that capture the imagination, delivering impressive returns for our clients.

Strategists at AKQA make our clients’ business, their business. Driven by an innate curiosity and a passion for problem solving and learning, they harness their cutting-edge knowledge of brands, technology, culture and societal trends to provide unique outlooks and solutions for our clients.

As Senior Strategist, you will be responsible for the strategic output for a portfolio of clients, positioning the value of Strategic Planning internally and to clients, and accountable for managing strategic deliverables. The Senior Strategist leads strategic thought on pitches, expected to anticipate, research and identify client opportunities, provide future thinking and a provocative POV whilst managing exciting and challenging day-to-day projects. Your thoughts & opinions will play a role in shaping the future.

The role requires development of insights from research, managing associate research and performance evaluation programmes, and developing strategic responses and value-add thought leadership to clients. Your role will be particularly essential in generating local insight and strategy that resonates within Japan, as well as for audiences more globally.

You will work in an innovative and inclusive culture, surrounded by some of the brightest minds in their fields. You will have the opportunity to learn and grow within a creative and technically-advanced team and have access to ongoing personal and professional development.

ROLE REQUIREMENTS

• Keep abreast of cultural, creative and technological news and developments pertaining to clients/useful for the account team.
• Utilise experience to begin to develop macro perspectives of your own on consumer & brand issues, leading to 'thought pieces' for both internal (training/idea sharing) and external (publications, speeches, or new business thinking) use.
• Own the strategic debate on own brands, and be recognised as a key driver of this both internally and externally. Further, have proactive, provoking debate on own brands, and identify what the agenda for future discussion should be.
• Have a comprehensive understanding of, and be able to hold discussions about business matters (organisational, strategic, financial, etc.) with senior clients.
• Lead debate with clients on effectiveness of new channels, and the right way to evaluate them. Create case studies and Effectiveness Award submissions on key projects worked on.
• Have a point of view on the future of research, evaluation and effectiveness. Think of new research projects/methodologies/products AKQA can use to generate original insights for clients and for New Business purposes.
• Assume responsibility for multi-market strategy deployment, and demonstrate sensitivity to local market culture and dynamics.
• Take leadership of the majority of the planning side of the brief-writing and development process and be recognised as doing so by both client and senior creatives.
• Be able to sensitively provide feedback to give clear direction, provide additional stimulus and thought starters. Work to keep the creative team motivated and excited about the creative opportunity.
• Develop relationships with the senior clients involved in the brand, and be recognised by the entire client team as the first point of contact for all day-to-day planning issues.
• Assume responsibility for the majority of the planning input and marshalling the thinking on pitches, and be the planning representative for the agency in creds meetings.
• Ensure work is to the highest possible standards at all times, and that client presentations are engaging and inspiring.
• Develop a framework for approach including building out hypotheses, work streams and milestones.
• Fluent in Japanese and English, both written and spoken. 

 QUALITIES AND CHARACTERISTICS

• Extensive experience in strategic planning within a digital or integrated agency environment.
• Experience building robust integrated comms plans.
• Broad knowledge of sector experience - Having experience of two or more industry sectors, with some multi-channel media experience.
• A gifted factual storyteller with one foot in the now and one foot in the future.
• Excellent communication skills and the ability to influence and inspire people.
• Be willing to use your experience to sharpen and strengthen team skills.
• Have experience in developing cutting edge brand experience platforms.
• Demonstrate a deep understanding of data, trends and insight, and how these may be utilised in order to improve clients' business results.
• Able to sport the kernel of an idea, experienced in judging the quality of ideas.

As a Creative Director and the leader of the AKQA Tokyo (part of WPP) studio’s Creative department, you will create and inspire work that is distinctive, unfamiliar, effective and truly remarkable to make a difference to consumers’ behavior through ideas, creativity and the use of interactive media. You will inspire and lead a team to raise their bar even higher, mentoring a team, leading by example and championing the discipline in the wider agency and beyond. 

Role Requirements

• Deliver and inspire award-winning work from both yourself and others who work with you, influencing where appropriate a dramatic change through ideas, creativity and the use of interactive media.
• Lead, direct and manage cross-disciplinary and culturally diverse set of talents, both internal and external to AKQA to deliver successful solutions and high-quality works to clients on time.
• Create ground-breaking work that positively impacts our clients, our teams and the world.
• Foster and line-manage creatives that are eager to grow their craft in art direction, copywriting or design.
• High level of accuracy and attention to detail.
• Learn new skills and stay abreast of technical and digital design developments, and successfully apply them to work practices to help improve processes and procedures.
• Act as the creative representative of the Tokyo studio within and outside AKQA network, in Japanese and in English. Work with other AKQA network creatives collaboratively on joint initiatives.
• Work closely with the strategy teams to shape briefs that empower our teams to deliver work that pushes our client's brand to the forefront of their global audience's minds
•  

Key Responsibilities

• Creative briefs
  • Contributes to strategic development of a well-defined creative brief and any additional briefing documents, speaking with the client directly when necessary. Listens to and responds to a brief, understanding where/if there are gaps. Knows what questions to ask during the briefing session in order to act upon it. Understands how to respond to a brief.

• Idea generation
  • Leads by example to consistently inspire creative colleagues to originate world- class, pioneering ideas that conceptualize world-class solutions. Generates useful, usable ideas across all existing and emerging digital platforms. Continually develops practices and processes to inspire, innovate and harness new ways of thinking.

• ◊ New business development
  • Creatively leads new business pitches. Responsible for crisp ideas and creative workflow; effective and dynamic storyteller for oral pitch presentation in both Japanese & English.

• Creative craft skills
  • Selects most appropriate supplier for required task. Successfully leads multiple suppliers, partners and clients to ensure outsourced projects are creatively delivered on time, within budget and to the highest standards. Helps to ensure AKQA continues to create unique and inspirational solutions.

• Team management
  • Manages creatives as direct reports. Provides an international and supportive working environment, based on openness, trust and regular constructive feedback on performance. Sets clear and achievable goals. Takes immediate action to address performance/conduct issues. Assesses a broad range of tasks and determines which team member should manage to ensure delivery to the highest standard. Is an ambassador for AKQA and its values at all times.
  • Demonstrates creative success in leading collaborative multidisciplinary teams, including project planning, to winning a number of industry recognized awards.

• Stakeholder management
  • Successfully manages multiple suppliers, partners and customers to ensure the best outcome for both customer and AKQA. Keeps stakeholders informed of project progress at all times and manages expectations proactively.

• Client Leadership
  • Understand client business goals and ambitions. Takes briefs from clients and successfully creates stories that communicate client’s needs and ambitions to the consumers.

AKQA Competencies

• Innovation

Seen as a transformational leader in the industry who is capable of driving change throughout an organization. Is able to articulate a compelling business case and can galvanize the team to action in face of change. Creates an environment that challenges traditional thinking, status quo, Japanese industry norms and ensures the company stays far ahead of competition and clients.

• Service                                                          

Able to deftly manage most senior client expectations, particularly those that conflict with the company’s recommendations, and can drive successful outcomes while maintaining (or even growing) the relationship. Develops strategies to build a climate of trust, openness and respect; forges strong relationships to drive successful outcomes.

• Quality                                                                        

Has the ability to set the tone for the team and believes that without the greatest work, nothing else matters. Possesses a strong bias to action and is able to consistently deliver high quality work within required timeframes. Possesses a strong bias to action and is energized by challenges; is a visible champion of excellence and perfect delivery. Is upbeat and committed to their working life and makes a positive contribution to team morale.

• Thought                                                                      

Develops long-term strategic partnerships that support business growth and financial success; aligns own and team objectives with overall business objectives. Identified as a leader of insight-driven recommendations to clients; possesses general business savvy and expertise in the industry. Possesses highly advanced writing skills to effectively present a point of view, using logic, fact and a compelling storyline via any medium. Commands the attention of the audience and can manage group dynamics during presentations to effectively engage audiences, counter objections and sell recommendations.

Please submit your resume and portfolio (PDF or website link) when applying.

エンタープライズ・セールスチームへの配属となります。多様なバックグラウンドを持つメンバーが集まり、「知的好奇心」「自発的な行動力（Drive）」「インパクトを与える意欲」を共通項として切磋琢磨しています。日本のカントリーマネージャーおよびセールスディレクター直下の組織で、日本市場における収益拡大と顧客との長期的かつ強固な信頼関係の構築をミッションとしています。

業務内容
製造業セクターの戦略的アカウントエグゼクティブとして、担当顧客のビジネス開発をリードしていただきます。 Celonisのプロセスイテリジェンスを活用し、顧客のビジネス価値実現（Value Realization）を通じて、継続的なリテンションとアカウントの拡大を図ることが主なミッションです。社内のバリューエンジニア、サービス部門、およびパートナー企業と緊密に連携し、複雑な組織構造を持つエンタープライズ顧客に対してリーダーシップを発揮することが求められます。

• 戦略的アカウント管理: 製造業セクターにおける特定の戦略的顧客（既存および新規）の担当として、BDRチームがジェネレーションしたリードを活用し、深耕営業を行う。
• Cレベルへのアプローチ: 顧客企業の経営層（CXOクラス）および各事業部門（LOB）のリーダー層に対して、経営課題に直結する対話と提案を行う。
• 包括的なソリューション提案: 顧客が抱えるミッションクリティカルなサプライチェーンの経営課題に対してCelonisのソリューション全版を活用し、課題解決およびビジネス価値の創出を支援します。Order to Cash、Procure to Pay、経理財務、サステナビリティなど、Celonisのソリューション全般を活用し、顧客の課題解決を支援する。
• 大型案件のクロージング: 担当アカウントテリトリーにおいて、数千万円〜数億円規模（six-figure deals以上）の売上目標達成に責任を持つ。
• パートナーエコシステムの活用: Big4をはじめとするコンサルティングファームや、SaaSパートナー企業と密接に連携し、共同提案やプロジェクトを推進する。
• バーチャルチームのリード: BDR、マーケティング、プリセールス、カスタマーサクセス、プロフェッショナルサービスなどで構成されるバーチャルチームを統率し、組織力で提案活動を行う。

募集要項

• 日本語ネイティブレベル（顧客との円滑な折衝・提案が可能なレベル）。
• 製造業向けのエンタープライズソフトウェア、またはITソリューションの営業経験。
• Cレベル（CIO, CFO, CPO, COO等）への提案・折衝経験。
• SaaSまたはソフトウェアにおけるバリューセリング（価値提案型営業）の実践経験。
• 複雑な商談プロセスの管理能力: 複数のステークホルダーが関与する長期的なセールスサイクルをリードし、クロージングまで導いた経験。
• パートナー協業経験: コンサルティングファームやSIer、テックパートナーと協業し、ビジネスを推進した経験。
• 変化が激しく、スピードの速い高成長環境に適応し、前向きかつクリエイティブに課題に取り組める方。
• 成長マインドセット（Growth Mindset）を持ち、自ら学び続ける意欲のある方。
• 多様性（Diversity）を受け入れ、社内外の関係者を巻き込みながらチームとして成果を出すことができる方（#differentmakesusbetter #bestteamwins）。

The team

The Strategic Account Executive sits within our Enterprise Sales team which is responsible for driving revenue growth within Enterprise accounts across Japan, creating and cultivating relationships to build and maintain customers for life.

You will be joining a dynamic team from a variety of backgrounds that has, above all, three things in common: curiosity, drive and the desire to make an impact. You will be based in our fast growing and vibrant Japan office, reporting to our Japan Sales Director.

The role:

As a Strategic Account Executive for the Manufacturing industry, the main goal is to lead the commercial development of our customer accounts, making a significant contribution to our strategic goal of capitalizing Celonis' market potential and sustainably retaining and growing our customers through business value realisation with Celonis Process Intelligence.

The individual will be required to effectively collaborate with internal stakeholders spanning direct and indirect sales as well as senior leaders in value engineering, business development and services functions. The successful candidate will demonstrate exceptional leadership qualities, and will draw upon experience in sales, relationship building, and both direct and matrix operating structures. The person will have deep expertise in successfully building enterprise customer accounts and delivering against targets.

The work you’ll do:

• Manage a small amount of Strategic Accounts in the Manufacturing Sector
• Engage cross Line-of-Business at C-level and below
• Represent the entire Celonis suite of solutions from Order to Cash, Procure to Pay, Accounts Receivable, Accounts Payable, Sustainability, and Opportunity Management
• Hold an individual revenue target for closing six-figure deals within these accounts
• Engage closely with Partners, especially Big4, other consulting firms, and SaaS partners
• Engage closely with your virtual team including business development representatives, marketing managers, partner managers, sales engineers / pre-sales, customer success managers, professional services, implementation partners

The qualifications you need:

• Native Japanese
• Experience selling enterprise software at C-level (CIO, CFO, CPO, COO…) within the Manufacturing industry
• SaaS or software with value selling experiences
• Ability to manage long and complex sales cycles with multiple stakeholders
• Have proven experience working with Partners, i.e. Consulting firms and Enterprise Tech
• Ability to adapt to a fast moving, ever changing, high growth environment and approach challenges with positivity, creative thinking, and a growth mindset
• Willingness to be collaborative, inclusive, to embrace diversity and to have strong interpersonal skills #differentmakesusbetter
• Ability to leverage internal resources and work as a team #bestteamwins

#LI-DH2

【チームについて】

 Portfolio Account Executiveは、エンタープライズ・セールスチームの一員として、日本市場における「Scaler Accounts」の収益拡大を担う重要なポジションです。 社内で最も広範囲なポートフォリオ（担当顧客群）を持ち、多様な業界の顧客に対してアプローチを行います。

【職務概要】
主なミッションは、売上規模10億ドル（約1,000億円）以上の製造業を中心としたエンタープライズ企業群に対して、新規ロゴの獲得（New Logo Acquisition）と経常収益の拡大を推進することです。 特定少数のアカウントを深耕するのではなく、広範なターゲットリストに対してスピード感を持ってアプローチし、市場シェアを拡大する「ハンター」としての要素が強いロールです。

【主な業務内容】

• 新規案件の開拓: 担当テリトリー内でのBDRチームと連携しながらビジネスチャンスを能動的に発掘し、パイプラインを構築する。
• パートナー協業: パートナー企業と連携し、新規ロゴ（新規顧客）の獲得を加速させる。
• マルチレベル・アプローチ: ターゲット企業の担当者レベルから経営層（C-Level）まで、あらゆる階層の関係者と関係を構築する。
• 価値提案とデモ: 顧客のユースケースに合わせた最適なデモンストレーションを行い、ソリューションの価値を明確に提示する。
• 顧客ニーズの解決: 顧客の課題を深く理解し、Celonisがどのようにそのニーズを満たすかを効果的に伝え、顧客満足度を担保する。
• セールスサイクルの完遂: リードジェネレーション（案件創出）からクロージングまでの一連のプロセスを管理し、一貫して営業目標を達成する。

【応募要件（必須スキル・経験）】

• 法人営業経験（3年以上）:
• エンタープライズ・ソフトウェア、またはITソリューションの営業経験。
• 高いコミュニケーション能力:
• 日本語: ネイティブレベル
• 英語: ビジネスレベル（読み書きおよび社内コミュニケーションが可能なレベル）
• パイプライン構築能力:
• 自ら動いて案件を創出し（アウトバウンド）、目標達成に向けた十分なパイプラインを構築・維持した実績。
• セルフスターター:
• 指示を待つのではなく、自らイニシアチブを取って行動できる方。
• マルチタスク管理:
• 多数の案件やタスクに優先順位をつけ、効率的に時間を管理できる能力。
• テクノロジー活用スキル:
• Salesforceやその他セールスツールを活用し、効率的な営業活動ができる方。
• スピード感への適応:
• 変化が速く、ダイナミックな環境において、柔軟かつポジティブに業務に取り組める方。

【このポジションの魅力】

• 広範なマーケットへのアクセス: 特定の業界に縛られず、幅広い業界のエンタープライズ企業を担当できるため、多様なビジネス知見が得られます。
• 成長機会: グローバルリーダーであるCelonisの最先端ソリューションを武器に、圧倒的なスピードで市場を開拓する経験は、キャリアにおける大きな資産となります。

The Team:
The Portfolio Account Executive sits within our Enterprise Sales team, which is responsible for driving revenue growth within scaler accounts across Japan, and is responsible for the most extensive portfolio of accounts in the company.

You will be joining a dynamic team from a variety of backgrounds that has, above all, three things in common: curiosity, drive, and the desire to make an impact. You will be based in our fast-growing and vibrant Japan office, reporting to our Japan Sales Director.

The Role:
The main goal is to land new logos and drive the recurrent run rate for the 1+B revenue accounts mainly for manufacturing industry.

The work you’ll do:

• Work closely with BDR team to hunt down and discover new business opportunities
• Collaborate with partners to land new logos
• Interact with all levels of the target organization
• Deliver best in class use case specific demos to demonstrate the value of our solutions
• Understand accounts’ needs and effectively communicate how Celonis will meet those needs while ensuring 100% satisfaction with all customers
• Manage the sales-cycle including lead generation, qualification and other deliverables for closing deals while consistently delivering on sales goals

The qualifications you need:

• You have relevant work experience (3+ years) in enterprise software sales
• You have excellent written/verbal communication skills in Japanese and English
• You have ability to multitask, prioritize, and manage time effectively
• You have proven experience building pipeline.
• You have ability to take initiative
• You are comfortable working in a fast-paced and dynamic environment
• You are skilled in using relevant technology to maximize pipe generation and deal velocity
• You have ability to work, build and maintain relationships at all levels

What Celonis can offer you:

• The unique opportunity to work within a new category of technology, Execution Management
• Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, mentorships, yearly development stipend)
• Great compensation and benefits packages (stock options, generous time off, family leave from day one, and more)
• Work from home support (mindfulness tools such as Calm, flexible working hours, virtual events, and workshops)
• A global and growing team of Celonauts from diverse backgrounds to learn from and work with
• An open-minded culture with innovative, autonomous teams
• Employee resource communities to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)

A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future

#LI-DH2