Commercial Sales Manager
Leads Japan’s Commercial Sales team, overseeing full-cycle account executives, territory strategy, forecasting, pipeline generation, hiring, and cross-functional sales motions. Requires substantial full-cycle sales and management experience, commercial or mid-market expertise, strong coaching and analytical skills, and native Japanese with business-level English.
About the job
Responsibilities
- Lead a team of Commercial Account Executives handling full-cycle sales activities, including prospecting and pipeline building, developing new accounts, expanding existing customers, and renewing the install base.
- Own the strategy for the team’s territory, including revenue generation and retention.
- Execute the team’s strategy, including forecasting and pipeline generation.
- Partner with Sales, Channel, Customer Success, Deal Desk, Operations, and Legal to build playbooks and define the sales motion.
- Engage with users to provide a world-class customer experience.
- Help define and lead the long-term sales strategy to move upmarket.
- Meet with executives at major prospects and customers to support engagement and business growth.
- Attract, hire, and retain a high-performing sales organization.
- Adopt AI tools to work more efficiently and deliver better results.
Requirements
- 5+ years of full-cycle sales experience at a fast-growing software, SaaS, or AI company.
- 3+ years of sales management or team leadership experience.
- Understanding of product-led growth (PLG) and sales-led growth (SLG) motions, including bottom-up land-and-expand and top-down strategies.
- Proven experience in commercial or mid-market segments, with the ability to articulate customer case studies in collaboration and productivity domains.
- Experience coaching and developing sales representatives, particularly in building compelling business cases and creating urgency.
- Track record of leading high-performing teams that exceed quota.
- Strong leadership and cross-functional relationship-building skills.
- Builder mentality and ability to thrive in collaborative environments.
- Excellent communication, presentation, and executive engagement skills.
- Positive, open-minded attitude and strong ethical drive.
- Ability to operate amid ambiguity and find creative solutions.
- Strong data analysis and strategy development skills.
- Native-level Japanese fluency and business-level English fluency.
Nice to Haves
- Leadership experience at a fast-growing startup.
- Strong technical skills.
- Experience with direct sales and partner-led sales.
- Experience with quarterly sales planning.
Skills
SaaS, Artificial Intelligence, Product-Led Growth, Sales-Led Growth, Pipeline Management, Sales Forecasting, Territory Strategy, Account Management, Sales Coaching, Data Analysis, Sales Planning, Partner Sales
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