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.
Responsibilities
Account-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.
Requirements
- 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
