Business Development Manager / Enterprise Account Executive

Location: Tokyo, Japan; hybrid

Company

A mature, profitable virtual data room provider with more than 18 years in the market, supporting global M&A activity and expanding its business in Japan.

What you will do

• Build and manage a pipeline focused on acquiring new strategic enterprise accounts.
• Lead solution-based sales engagements, including client meetings, executive presentations, and product demonstrations.
• Upsell and cross-sell within existing accounts through white-space analysis and strategic initiatives.
• Develop business cases that quantify the cost of inaction, customer priorities, pain points, and ROI.
• Structure, negotiate, and close complex deals through procurement, security compliance, and legal processes.
• Build relationships with C-suite executives and stakeholders while collaborating with Product, Customer Success, Marketing, and Inbound Sales.

Requirements

• 4–7 years of demonstrable success in quota-carrying B2B sales.
• Experience managing lengthy or complex enterprise sales cycles and selling directly to C-level executives.
• Practical experience with consultative sales methodologies such as MEDDIC/MEDPIC, SPIN, or Challenger.
• Bachelor’s degree and strong business communication skills for executive storytelling and complex contracting negotiations.
• Native-level Japanese and business-level English proficiency required.
• High AI fluency, analytical thinking, learning agility, commercial curiosity, and advanced CRM tracking skills.

Nice to have

• Background in SaaS, financial technology, or information security.
• Familiarity with enterprise M&A use cases and corporate compliance workflows.

Culture & Benefits

• Market-leading VDR business with more than 18 years of experience.
• Structured sales enablement, revenue operations, marketing support, and onboarding.
• Profitable, bootstrapped business with significant revenue growth.
• Hybrid work arrangement in Tokyo.

Hiring process

• 40-minute screening call with a Talent Acquisition Specialist.
• 60-minute hiring manager interview and discovery call role-play.
• 60-minute competency-based interview.