Sales Development Leader – Tokyo

About the role

We are hiring a Sales Development Manager for Japan to lead and develop a team of SDRs supporting our enterprise business in Tokyo. The role reports to Sales Development leadership and is responsible for coaching a high‑performing team that generates qualified pipeline and strategic opportunities across Japan’s largest organizations.

Key responsibilities

• Lead, coach, and develop a team of SDRs supporting Large Enterprise, Strategic Accounts, and key industry verticals across Japan.
• Drive high‑quality pipeline generation through outbound prospecting, inbound qualification, account‑based motions, and product‑led signals.
• Build an SDR motion tailored to the Japanese enterprise market, including account mapping, stakeholder engagement, and long‑term relationship development.
• Establish operational rigor around activity metrics, conversion rates, pipeline quality, and execution consistency.
• Partner with Account Directors and Japan sales leadership on territory planning, account prioritization, and strategic opportunity development.
• Define scalable SDR playbooks across outbound, inbound, ABM, partner‑sourced, and product‑led motions.
• Coach SDRs on executive communication, discovery, account research, strategic prospecting, and engaging senior stakeholders.
• Foster a high‑performance, collaborative, low‑ego team culture focused on continuous improvement.
• Work cross‑functionally with Marketing, Partnerships, Solutions Engineering, and Strategy & Operations to optimize pipeline generation.
• Support hiring, onboarding, and development of SDR talent as the Japan organization scales.

Required profile

• 6–10+ years of experience in sales, business development, or GTM roles with significant experience in the Japanese market.
• Experience managing SDR/BDR or business development teams in enterprise SaaS, cloud, platform, or technology businesses.
• Strong understanding of enterprise prospecting, pipeline generation, and outbound strategy in Japan.
• Deep knowledge of how large Japanese enterprises evaluate and adopt new technologies and navigate complex decision‑making processes.
• Highly operational and data‑driven, with experience managing metrics, conversion funnels, pipeline performance, and forecasting.
• Proven ability to partner closely with Enterprise Sales teams on strategic account development.
• Exceptional coaching skills to develop early‑career talent into high‑performing sales professionals.
• Fluent in Japanese and able to operate effectively in English within a global business environment.