Sales Operations Specialist

About the role

CP One Japan, which runs the "Rocket Now" food delivery service in Japan, is looking for a Sales Operations Specialist in Tokyo. The role builds and runs the operational infrastructure behind the B2B growth engine, optimizing sales effectiveness, streamlining deal execution and driving predictability across the B2B sales funnel. It covers sales forecasting, pipeline hygiene, territory alignment and quota attainment, and equips sales leaders and account executives with dashboards and automated tools.

Key responsibilities

• Account allocation and coverage planning: analyze TAM data and store penetration to build balanced account frameworks and rep assignment models.
• Pipeline governance: own pipeline hygiene, deal-stage definitions and sales cadence so data stays clean and accurate.
• Sales velocity: find bottlenecks in the sales process to shorten time-to-close and improve conversion.
• Quota and forecasting: design quota structures, target tracking and incentive frameworks, and build revenue forecasting models for leadership.
• Track seller performance metrics (activity rates, deal sizes, cycle times) to identify top performers and coaching needs.
• Build automated dashboards tracking KPIs such as acquisition, store coverage and martech adoption, and automate repetitive manual tasks with G-Suite, Microsoft Office and internal tools.
• Query large data sets with SQL to evaluate funnel metrics, deal unit economics and capacity planning hypotheses.
• Work with Merchant Operations, Finance and Legal on post-contract hand-offs, and advise Enterprise Sales Directors with data-backed recommendations.

Required profile

• Proven background in Sales Operations, Revenue Operations, Business Operations or Strategy & Analytics supporting B2B sales organizations.
• Demonstrated experience with sales funnel analytics, quota setting, territory mapping and sales forecasting.
• Business-level English.
• Preferred: experience in fast-paced B2B marketplaces, e-commerce or food delivery platforms, and experience improving sales rep productivity through process design.

Required skills

• Strong SQL proficiency (querying databases, aggregating data, building data models).
• Advanced spreadsheet modeling in Excel or Google Sheets.
• Dashboard building in BI tools such as Looker or Tableau, or CRM reporting environments.