Business Development Representative - Japan (Remote)

About This RoleAI processing…

Key Responsibilities

• 1
  Generate qualified pipeline for Japan Account Executives through outbound prospecting, account research, personalized email, phone outreach, social selling, events, and partner motions.
• 2
  Follow up promptly with attendees from Dropbox-hosted seminars, webinars and other events while their interest is still fresh improving conversion from MQLs to sales-qualified opportunities.
• 3
  Identify and engage new buying centers within target and existing accounts, including IT, Security, Compliance, Operations, Procurement, and Line-of-Business stakeholders.
• 4
  Research target accounts to understand business priorities, trigger events, pain points, and relevant Dropbox use cases across Dropbox Business Enterprise, Dash, and Replay.
• 5
  Partner with Account Executives to build account maps, prioritize outreach, support territory planning, and create multi-threaded engagement strategies.
• 6
  Conduct initial discovery with prospects to understand collaboration, content management, security, governance, AI, and workflow challenges.
• 7
  Qualify opportunities based on business pain, stakeholder fit, urgency, timing, use case, and potential revenue impact, then create clear handoffs to Account Executives.
• 8
  Maintain accurate account, contact, activity, and opportunity data in Salesforce or equivalent CRM, while sharing customer insights, objections, and market feedback with cross-functional teams.

Requirements

• 3 + years of B2B sales, business development, sales development, lead generation in a SaaS, technology, or a consultative sales environment.
• Demonstrated ability to generate interest through outbound prospecting, including personalized email, phone outreach, social selling, events, or account-based campaigns.
• Strong written and verbal communication skills, with the ability to tailor messaging to different customer personas, business priorities, and levels of seniority.
• Strong curiosity and discovery skills, with the ability to ask thoughtful questions and connect customer challenges to potential Dropbox value.
• High level of organization and follow-through, including accurate CRM hygiene, activity tracking, timely prospect follow-up, and clear AE handoffs.
• Fluent Japanese is required. B usiness-level English fluency is preferred .
• Bachelor's degree or equivalent practical experience.
• Experience prospecting into mid-market or enterprise accounts in Japan.
• Preferred industries of expertise: construction , media, technology
• Experience engaging IT, Security, Compliance, Operations, Procurement, or Line-of-Business stakeholders.
• Familiarity with SaaS, cloud collaboration, content management, productivity tools, or AI-enabled workplace solutions.
• Experience supporting account-based sales motions, partner motions, field events, or executive engagement campaigns.
• General understanding of enterprise software buying processes, including multi-stakeholder evaluation and procurement cycles.
• Awareness: U nderstand yourself and others .
• Judgment: E valuat e information and mak e decisions in complex situations .
• Adaptability: L earn, adjust, and stay effective through change .
• Connection: C ommunicat e , collaborat e , and build trust .

Perks & BenefitsTypical for this role