Drive account-based pipeline generation for Japan through targeted outbound, inbound qualification, event-led engagement, and localized enterprise research. Coordinate with Sales, Solutions Architects, and Marketing to book qualified meetings, map buying committees, track CRM records, and convert event conversations into sales pipeline while maintaining Japan-specific messaging and relationship-building best practices.
Description
You will own top-of-funnel pipeline generation for Japan.
This role combines inbound qualification, outbound prospecting, partner ecosystem development, event-driven networking, and account research.
You will work closely with Sales, Solutions Architects, and Marketing to create a qualified pipeline across AI, enterprise software, ecommerce, retail, consulting, financial services, and digital-native companies.
This is not a high-volume spam SDR role.
Japan rewards precision, persistence, credibility, and relationship quality.
You must know how to engage Japanese enterprises professionally, navigate multi-stakeholder environments, and build trust over time while still maintaining aggressive pipeline targets.
ResponsibilitiesAccount-based pipeline generation:
- Identify and research strategic accounts in Japan.
- Build personalized outbound sequences across email, LinkedIn, phone, events, and referrals.
- Qualify inbound and event-driven interest.
- Book qualified meetings for AEs and leadership.
Enterprise research and localization:
- Map buying committees across business, data, engineering, AI, ecommerce, and innovation teams.
- Identify triggers such as AI initiatives, data transformation, ecommerce growth, pricing intelligence, fraud/risk, or automation projects.
- Provide market feedback to improve Japan-specific messaging.
Event-led engagement:
- Support Bright Data presence at conferences, meetups, executive roundtables, and customer meetings.
- Drive pre-event and post-event outreach.
- Convert event conversations into qualified meetings and pipeline.
GTM discipline:
- Maintain accurate CRM records.
- Coordinate with Sales, Solutions Architects, Marketing, and APAC/global leadership.
- Track pipeline contribution, meeting quality, conversion rates, and account engagement.
- 2+ years of BDR/SDR or outbound and inbound sales experience in a B2B SaaS company, selling to software developers or engineers – a must
- Technical curiosity and genuine interest in AI, data infrastructure, or developer tooling – ability to understand and articulate technical concepts to both business and engineering audiences
- CRM proficiency – hands-on experience with CRM tools (e.g., Salesforce, HubSpot) and sales engagement platforms (e.g., Outreach, Salesloft)
- Based in Japan and willing to travel regularly within the country
- Native-level Japanese and fluent English – required for local market engagement
- Strong familiarity with the Japanese enterprise landscape, including cultural nuances around business relationships, hierarchy, and buying processes
- Comfortable with both digital prospecting and in-person networking
- Strong written and verbal communication skills
- Self-starter mentality – able to operate independently and thrive in a remote, high-autonomy environment
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