Senior Sales Manager, Digital Native, Japan (Based in Tokyo)

Available Locations: Tokyo, Japan

About the Role
Japan's digital-native ecosystem — companies born in the cloud, engineering-led, and scaling globally — represents one of the fastest-growing segments in our market. We are building a dedicated Digital Native Business (DNB) sales motion to serve these accounts: companies like leading marketplace platforms, fintech innovators, gaming studios, SaaS providers, and AI-native startups that think API-first and ship continuously.

You will lead a team of Account Executives focused exclusively on digital-native accounts in Japan, coaching them to win deals at companies.

The ideal candidate is a player-coach and builder: someone who has personally hunted and won digital-native logos, and who can attract, hire, and develop a team of self-sourcing hunters to do the same. You will operate at the intersection of Japanese B2B culture and a fast-moving global HQ, advocating for your team and your customers with equal intensity.
This role reports to the Head of Territory Sales, Japan.

Responsibilities

• Build the DNB team from the ground up: own recruiting, hiring, onboarding, and ramping a team of Account Executives dedicated to digital-native accounts.
• Meet or exceed quarterly and annual team revenue targets through a self-sourced, hunting-led pipeline motion.
• Player-coach: personally open doors at strategic accounts, model consultative and technical selling, and close alongside your AEs when needed.
• Define and iterate the DNB sales playbook
• Coach technical and consultative selling: train AEs to engage technical buyers (SRE, Platform Engineering, Security, CTO) with credibility.
• Install pipeline and forecast discipline: implement and enforce a methodology (e.g., MEDDPICC) across the team to ensure accurate forecasting and deal progression.
• Partner cross-functionally: work closely with Solution Engineering, Product, Customer Success, Marketing, and BDR to align GTM motions for digital-native accounts.
• Manage contract negotiations and Salesforce reporting.

Required Qualifications

• You have built or scaled a sales team or segment from scratch with direct experience selling to digital-native, engineering-led, or cloud-native companies.
• Player-Coach, you can prospect, run a technical discovery, and close — not just manage from the sidelines.
• Proven track record of attracting, hiring, and developing top sales talent, especially hunters.
• Working-level English to collaborate with and advocate to global HQ.
• Pipeline and forecast experience driving deal qualification methodology (MEDDPICC or equivalent) across a team.
• Coaching technical selling: Ability to train reps on selling to technical personas (SRE / Platform / Security / CTO) and navigating "build vs. buy" objections.

Desirable Skills, Knowledge, and Experience

• Sold to or managed a team selling to Japanese digital natives at an edge, CDN, security, cloud, or infrastructure SaaS vendor
• Technical appreciation of infrastructure, security, CDN, observability, or developer platforms
• Experience building or scaling a Japan sales team at a high-growth technology company