Software Sales Director Japan

Job Description: As Japan Sales Director, you will be both architect and operator, shaping the go-to-market strategy for the region, expanding foundational enterprise accounts, and scaling a high-performing sales organization. This position requires a strategic, hands-on leader with proven experience in growing and leading teams, engaging C-suite stakeholders, winning complex enterprise SaaS deals, and creating a repeatable, scalable growth engine across Japan. Key Responsibilities: • Market Leadership: Develop and execute the multi-year go-to-market strategy for Japan across all verticals, tailoring value propositions to local market dynamics and establishing company as the category leader. • Team Building & Leadership: Recruit, coach, and scale a team of world-class Account Executives; act as a player-coach, modeling enterprise deal excellence while building a scalable leadership structure. • Revenue Growth: Deliver consistent, predictable revenue growth by securing marquee enterprise customers, expanding within existing accounts, and building a strong, multi-quarter pipeline. • Executive Engagement: Elevate company’s presence in Japan by cultivating trusted advisor relationships with C-level leaders, positioning company as essential to their digital transformation journey. • Operational Excellence: Implement rigorous processes for forecasting, pipeline management, and deal execution, ensuring accountability and accuracy in a fast-scaling region. • Cross-Functional Collaboration: Partner with Solution Consulting, Marketing, Product, and Customer Success to align strategy and execution, ensuring an exceptional customer experience. • Brand Evangelism: Represent company at key industry forums, trade shows, and events, championing our vision and thought leadership in Japan’s retail and consumer markets. Key Qualifications: • 10+ years in enterprise software sales, including 5+ years leading quota-carrying teams; proven track record of exceeding multi-million ARR quotas in Japan. • Deep experience selling complex IT / SaaS solutions into enterprise accounts within retail, fashion, apparel, consumer goods, or manufacturing industries. • Entrepreneurial operator who thrives in high-growth environments, with a history of establishing new markets and scaling teams from the ground up. • Proficient in value-based and solution selling (e.g., MEDDIC); adept at structuring and closing complex, multi-stakeholder enterprise deals. • Exceptional communicator and negotiator; comfortable influencing C-level executives and Boards. • Demonstrated ability to hire, coach, and inspire high-performing sales teams; a player-coach who leads by example. • Data-driven leader with strong forecasting, pipeline management, and CRM discipline (Salesforce expertise preferred). • Bachelor’s degree required; MBA or equivalent is a plus. Familiarity with PLM, Planning, Pricing, merchandising, sourcing, and product commercialization processes is highly desirable.