Senior Sales Manager, Digital Native, Japan (Based in Tokyo)Active
The opportunity
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul.
What you'll do
Build the DNB team from the ground up: own recruiting, hiring, onboarding, and ramping a team of Account Executives dedicated to digital-native accounts.
Meet or exceed quarterly and annual team revenue targets through a self-sourced, hunting-led pipeline motion.
Player-coach: personally open doors at strategic accounts, model consultative and technical selling, and close alongside your AEs when needed.
Define and iterate the DNB sales playbook
Coach technical and consultative selling: train AEs to engage technical buyers (SRE, Platform Engineering, Security, CTO) with credibility.
Install pipeline and forecast discipline: implement and enforce a methodology (e.g., MEDDPICC) across the team to ensure accurate forecasting and deal progression.
What they're looking for
- Partner cross-functionally: work closely with Solution Engineering, Product, Customer Success, Marketing, and BDR to align GTM motions for digital-native accounts.
- Manage contract negotiations and Salesforce reporting.
- You have built or scaled a sales team or segment from scratch with direct: experience selling to digital-native, engineering-led, or cloud-native companies.
- Player-Coach, you can prospect, run a technical discovery, and close: not just manage from the sidelines.
