Senior Sales Manager – Digital Native Japan

About the role

Lead and build a dedicated Digital Native Business (DNB) sales team in Japan, focusing on cloud‑native, engineering‑led companies such as marketplaces, fintech, gaming, SaaS and AI startups.

Key responsibilities

• Recruit, hire, onboard and ramp a team of Account Executives dedicated to digital‑native accounts.
• Achieve quarterly and annual revenue targets through a hunting‑led, self‑sourced pipeline.
• Act as a player‑coach: prospect, conduct technical discovery, and close deals alongside AEs.
• Develop and iterate the DNB sales playbook and enforce pipeline/forecast methodology (e.g., MEDDPICC).
• Coach AEs on technical and consultative selling to SRE, Platform Engineering, Security, and CTO buyers.
• Collaborate cross‑functionally with Solution Engineering, Product, Customer Success, Marketing and BDR teams.
• Manage contract negotiations and Salesforce reporting.

Required profile

• Proven experience building or scaling a sales team/segment targeting digital‑native, engineering‑led or cloud‑native companies.
• Player‑coach ability to prospect, run technical discovery and close deals.
• Track record of attracting, hiring and developing top hunting sales talent.
• Working‑level English for collaboration with global headquarters.
• Experience implementing deal‑qualification methodologies such as MEDDPICC.

Required skills

• MEDDPICC (or equivalent) pipeline methodology.
• Salesforce reporting and contract negotiation.
• Technical selling to SRE, Platform Engineering, Security and CTO personas.
• Understanding of infrastructure, security, CDN, observability and developer platforms.