Account Executive / Business Development Manager - Remote

The Role

A B2B SaaS company is seeking a motivated Account Executive / Business Development Manager to lead the Japanese market and broader APAC region.

Drives new business revenue by selling the company’s subscription-based digital products and services to the Japanese aviation market.
Plans, owns, and leads digital business development initiatives in Japan, aligned with its regional growth strategy.
Executes the business plan, including strategy, targets, and budgets, to establish and expand presence in Japan.
Collaborates with the Digital Client Services team to manage accounts, increase product usage, and secure subscription renewals.

Identifies and qualifies leads, nurtures opportunities, and closes new business deals within Japan’s aviation ecosystem.
Builds and leverages strong relationships with airlines, lessors, financial institutions, and other key stakeholders in the Japanese market.
Generates pipeline through the company’s marketing team, AI-driven prospecting tools, LinkedIn outreach, and personal networks.
Maintains expert-level knowledge of its products and competitive advantages to address client needs effectively.
Manages opportunities through the sales cycle using Salesforce CRM, keeping leadership informed of progress.
Closes deals at or above pricing targets, supporting sustainable and profitable growth.

Partners with the Client Success team to drive client engagement, renewals, and upsell opportunities.
Serves as a trusted advisor in the Japanese aviation industry, representing the company at senior levels.
Strengthens its local reputation as a thought leader and preferred partner for data-driven aviation intelligence.

Develops and presents a Japan-specific sales strategy to senior leadership within the first month of joining.
Continuously evaluates and refines the sales approach to maximize performance and ROI.
Ensures all opportunities, meetings, and updates are accurately recorded in CRM according to company processes.

Location: Based in Tokyo, Japan.
Language Skills: Fluent in Japanese and English, both written and spoken.
Experience: Proven B2B business development track record, ideally with subscription-based data, SaaS, or digital platforms.
Industry Knowledge: Strong relationships within the Japanese aviation and finance sectors, including airlines, lessors, lenders, and OEMs.
Sales Acumen: Demonstrated success in closing new business and managing the full sales cycle.
Communication: Excellent presentation, negotiation, and relationship-building skills across cultural contexts.
Technical Skills: Proficient with CRM systems (preferably Salesforce) and digital prospecting tools.
Self-Starter: Capable of developing and executing a Japan-specific strategy with minimal supervision.
Flexibility: Willing to travel within Japan and occasionally across the APAC region.

Networks: Maintains strong personal contacts within Japanese airlines, leasing firms, and aviation finance communities.
Global Outlook: Experienced in collaborating with international stakeholders across multiple time zones.
Analytics: Skilled at interpreting aviation and financial data to inform client discussions.
Collaboration: Proven ability to work effectively with marketing and client success teams.