GTM/Business Development Lead - Japan

The Company

An international SaaS company offering innovative digital solutions that help businesses modernize how they create, manage, and deliver content to their customers.

With an established presence in global markets, the company is now entering an exciting new phase of growth as it launches its operations in Japan.

As part of this expansion, the company is seeking an entrepreneurial and commercially driven
Go-to-Market / Business Development Manager
to spearhead its local sales activities and help establish a strong foundation for long-term growth.

This is a unique opportunity to join at an early stage, work closely with Japan's senior leadership, and play an instrumental role in shaping the company's market positioning, commercial strategy, and future sales organization.

The Role

As one of the founding commercial members in Japan, you will take ownership of developing and executing the company's local go-to-market initiatives.

Working directly with the Japan Country Head, you will identify new business opportunities, build relationships with prospective customers, and establish a scalable sales framework suited to the Japanese market.

The position combines strategic business development with hands-on sales execution, offering significant autonomy and the opportunity to eventually build and lead a local sales team.

Key Responsibilities

Market Development & Business Growth

• Develop and implement go-to-market strategies to accelerate the company's expansion in Japan.
• Research and prioritize potential customer segments, including enterprise organizations, mid-sized businesses, and agencies.
• Lead business development activities, from prospecting and client engagement to negotiations and closing.
• Establish effective sales methodologies, processes, and commercial best practices to support sustainable growth.
• Identify market trends, customer requirements, and potential opportunities for business expansion.

Sales Operations & Team Leadership

• Build the foundation for a high-performing local sales organization as the business scales.
• Support future recruitment, onboarding, and development of sales professionals.
• Establish performance indicators, sales targets, and reporting frameworks to monitor commercial progress.
• Provide guidance and coaching to team members while remaining actively involved in business development.

International Collaboration

• Partner with overseas stakeholders to align local commercial activities with broader business objectives.
• Share insights into Japanese customer preferences, competitive dynamics, and market opportunities.
• Collaborate with international product and marketing teams to support localization and market-specific campaigns.
• Contribute to cross-functional initiatives aimed at strengthening the company's presence in Japan.

Qualifications

Essential Requirements

• At least 5 years of B2B sales experience, preferably within SaaS, IT solutions, digital advertising, web services, or related industries.
• Previous experience leading a sales team or managing sales performance, including targets, KPIs, and team development.
• Fluent to native-level communication skills in Japanese and Business-level English, with the ability to work effectively with international stakeholders.
• Proven ability to independently manage the sales cycle, from identifying opportunities to closing deals.
• A proactive, adaptable, and results-oriented approach to business development.

Preferred Experience

• Experience establishing or scaling sales operations within a startup or growing technology company.
• Exposure to launching or expanding the Japanese operations of an international business.
• Experience developing channel partnerships, strategic alliances, or indirect sales initiatives.
• Familiarity with navigating early-stage business environments where processes and structures are still being developed.

What Makes This Opportunity Exciting?

- Founding Team Opportunity:
Join during the initial stages of Japan expansion and directly influence how the business develops in the market.
- High Level of Ownership:
Take an active role in shaping commercial strategies, establishing processes, and driving revenue generation.
- Direct Leadership Exposure:
Work closely with the Japan Country Head and collaborate with international decision-makers.
- Career Growth Potential:
Opportunity to transition into a broader leadership role as the local organization expands.
- Entrepreneurial Environment:
Enjoy the flexibility to introduce new ideas, test strategies, and build a business without being restricted by established corporate structures.
- International Exposure:
Gain valuable experience working across markets and contributing to the growth of a global technology business.