Business Development Representative

This is a fully remote position, open to applicants in Japan.

📋 Description

• Assist Dropbox’s Japan Sales team by generating a qualified pipeline, engaging with targeted accounts, and aiding Account Executives in creating new enterprise opportunities across Dropbox Business Enterprise, Dropbox Protect, and AI solutions.

• Perform outbound prospecting, conduct account research, and engage in personalized email and phone outreach, social selling, events, and partner initiatives.

• Follow up with participants from Dropbox-hosted seminars, webinars, and other events to enhance conversion rates from MQLs to sales-qualified opportunities.

• Identify and engage key stakeholders within target and existing accounts, including IT, Security, Compliance, Operations, Procurement, and Line-of-Business representatives.

• Research account priorities, trigger events, pain points, and pertinent Dropbox use cases across Dropbox Business Enterprise, Dash, and Replay.

• Collaborate with Account Executives to develop account maps, prioritize outreach, support territory planning, and formulate multi-threaded engagement strategies.

• Conduct initial discovery to comprehend challenges related to collaboration, content management, security, governance, AI, and workflows.

• Qualify opportunities based on business pain, stakeholder alignment, urgency, timing, use case, and potential revenue impact, followed by a clear handoff to Account Executives.

• Maintain accurate records of accounts, contacts, activities, and opportunities in Salesforce or an equivalent CRM.

• Provide customer insights, objections, and market feedback to cross-functional teams.

⛳️ Requirements

• A minimum of 3 years of experience in B2B sales, business development, sales development, or lead generation within a SaaS, technology, or consultative sales context.

• Proven ability to spark interest through outbound prospecting methods, including personalized emails, phone outreach, social selling, events, or account-based campaigns.

• Excellent written and verbal communication skills, with the capacity to adapt messaging for various customer personas, business priorities, and levels of seniority.

• Strong curiosity and discovery skills, demonstrating the ability to ask insightful questions and link customer challenges to potential Dropbox solutions.

• Exceptional organizational skills and follow-through, ensuring accurate CRM data hygiene, activity tracking, timely prospect follow-up, and clear transitions to Account Executives.

• Proficiency in Japanese is mandatory.

• Business-level fluency in English is preferred.

• A Bachelor’s degree or equivalent practical experience is required.

• Preferred: experience in prospecting mid-market or enterprise accounts in Japan.

• Preferred industry knowledge: construction, media, or technology.

• Familiarity with SaaS, cloud collaboration, content management, productivity tools, or AI-enabled workplace solutions.

• Experience in supporting account-based sales initiatives, partner activities, field events, or executive engagement campaigns.

• General understanding of enterprise software purchasing processes, including multi-stakeholder evaluations and procurement cycles.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible working hours and remote work options.

• Collaborative and inclusive company culture.