Senior Sales Manager – Japan

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

📋 Description

• Drive revenue growth for SaaS solutions in Japan, focusing on freight procurement and data services.

• Identify, target, and acquire enterprise and mid-market BCOs along with supply chain organizations.

• Build and oversee a strong regional sales pipeline while consistently meeting or surpassing quarterly and annual sales goals.

• Engage in strategic commercial discussions with senior stakeholders and decision-makers.

• Manage intricate enterprise sales cycles from opportunity inception to commercial closure.

• Contribute to regional go-to-market strategies and growth initiatives.

• Lead consultative sales conversations aimed at the digitalization of freight and logistics workflows.

• Position digital logistics products, data solutions, workflow automation, procurement and quoting workflows, as well as operational visibility and efficiency solutions.

• Understand customer challenges and offer tailored solutions that enhance efficiency, visibility, and business results.

• Conduct presentations for executives, commercial workshops, product demonstrations, and solution discussions.

• Develop customized proposals and oversee complex commercial negotiations leading to successful contract execution.

• Establish long-term relationships with enterprise and mid-market clients through a consultative and trusted-advisor approach.

• Collaborate with Key Account Management and Customer Success teams on onboarding, product adoption, account stabilization, and long-term growth.

• Identify upsell and cross-sell opportunities, supporting strategic account growth.

• Work in tandem with Product, Marketing, Legal, Operations, Customer Success, and Commercial teams.

• Provide regional market insights, customer feedback, and workflow information to inform product strategy and roadmap decisions.

• Operate effectively across various markets, cultures, and stakeholder groups.

• Maintain CRM management, forecasting, pipeline reporting, and opportunity tracking.

⛳️ Requirements

• Over 10 years of experience in logistics, freight forwarding, supply chain, freight technology, transportation technology, or related fields.

• More than 8 years of proven experience in enterprise and mid-market B2B SaaS and solution selling.

• Strong grasp of Ocean Freight and Air Freight operational ecosystems and workflows.

• Experience in selling technology solutions to logistics, freight, transportation, or supply chain organizations.

• Robust enterprise sales ability with expertise in managing complex, multi-stakeholder sales cycles.

• Proven track record of engaging and influencing Director, VP, and C-level stakeholders.

• Strong commercial insight and consultative selling skills.

• Excellent verbal and written communication skills in English.

• Experience working effectively in multicultural and cross-functional environments.

• Preferred: Background in freight-tech, logistics SaaS, transportation technology, or digital logistics settings.

• Preferred: Established enterprise relationships within Japan's logistics and supply chain ecosystems.

• Preferred: Understanding of logistics procurement, pricing strategies, operational workflows, and freight economics.

• Preferred: Experience collaborating with global product and commercial organizations.

🏝️ Benefits

• Equal opportunity employer dedicated to treating all potential employees fairly and ensuring equal opportunities for everyone.