At Dropbox, we are dedicated to driving innovation and growth within the enterprise software market. As a Business Development Representative for Japan, you will join our dedicated sales team and be responsible for generating qualified pipeline, engaging target accounts, and identifying new opportunities across our products and solutions.
Our role is highly strategic, requiring you to be proactive, driven, and capable of building strong relationships with key stakeholders. You will work closely with Account Executives, leveraging your skills in outbound prospecting, account research, and partner-supported pipeline generation. Your ability to identify and engage new buying centers within target and existing accounts, such as IT, Security, Compliance, Operations, Procurement, and Line-of-Business stakeholders, will be crucial in driving opportunities forward.
This is a unique opportunity for someone who is motivated, curious, and passionate about creating value for our customers. You will gain exposure to enterprise sales cycles, AI-enabled workplace transformation, content collaboration, security and governance conversations, and senior sales stakeholders. This position offers a strong development opportunity for someone looking to grow into a future Account Executive role.
Responsibilities
- Generate Qualified Pipeline:
- Utilize outbound prospecting, account research, personalized email, phone outreach, social selling, events, and partner motions to generate interest and create qualified opportunities.
- Qualify and Follow Up:
- Engage with attendees from Dropbox-hosted seminars, webinars, and other events to convert them into sales-qualified opportunities and follow up promptly with event participants to improve conversion rates.
- Engage Target Accounts:
- Identify and engage new buying centers within target and existing accounts, including IT, Security, Compliance, Operations, Procurement, and Line-of-Business stakeholders. Research target accounts to understand business priorities, trigger events, pain points, and relevant Dropbox use cases across Dropbox Business Enterprise, Dash, and Replay.
- Partner with Account Executives:
- Build account maps, prioritize outreach, support territory planning, and create multi-threaded engagement strategies. Collaborate with Account Executives to identify relevant business challenges, engage the right personas, and create clear handoffs that help move qualified opportunities into the sales cycle.
- Conduct Initial Discoveries:
- Qualify opportunities based on business pain, stakeholder fit, urgency, timing, use case, and potential revenue impact, then create clear handoffs to Account Executives. Identify and engage new buying centers within target and existing accounts, including IT, Security, Compliance, Operations, Procurement, and Line-of-Business stakeholders.
- Maintain CRM Data:
- 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. Keep CRM hygiene in check and ensure timely prospect follow-up to support clear AE handoffs.
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. Business-level English fluency is preferred.
- Bachelor's degree or equivalent practical experience.
Preferred Qualifications
- 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.
Durable Skills
