About the Position

Business Development Manager – Japan

Japan

Key Accounts

Hybrid

About the Company

Ideals is a globally recognized B2B SaaS company, highly regarded in the secure business collaboration market. Trusted by over 300,000 companies and 2 million users worldwide, we provide support for high-risk business processes and critical decision-making, reducing stress, improving quality, and saving time.

Ideals Virtual Data Room (VDR): A secure document sharing and collaboration tool for due diligence, fundraising, corporate reporting, licensing agreements, clinical trials, and other complex transactions.

Role Overview

To support the rapid growth of Ideals in Japan, we are recruiting an Account Executive specializing in the corporate sector in Tokyo. You will join a team of five or more sales professionals (Key Accounts Sales) in Tokyo.

You will directly sell to major companies in various industries, including energy, pharmaceuticals, biotechnology, and telecommunications. As a strategic seller with targets, you will grow revenue by acquiring new enterprise customers and expanding existing ones. As an influential industry expert, you will create demand, drive complex sales cycles lasting 6-9 months, and achieve replacement from existing vendors through in-depth discovery and consultative sales.

Technologies Used: HubSpot, LinkedIn Sales Navigator, Amplemarket

Location: Marunouchi Nijūbashi Building (Hybrid Working/Remote First)

Note: While you will visit clients for meetings, most of your regular work can be done remotely.

Why Join Ideals?

Mature and Trusted Sales Organization: Ranked in the top 10% among 15,000+ registered sales organizations by RepVue. Certified as a "Great Place To Work® (2026)" in the UK and US. Strong support and systematic onboarding environment for sales enablement, RevOps, and marketing.
Proven Growth Trajectory: Achieving profitable growth through bootstrapping without external capital. Aiming for a 5x revenue increase and unicorn status within the next five years.

Key Responsibilities

Proactively build and manage a pipeline focused on acquiring new enterprise customers (new logos)
Drive sales activities through client meetings, executive presentations, product demos, and solution-based sales, both in-person and online
Maintain analysis of "white spaces" (unexplored areas) and drive strategic initiatives for upselling and cross-selling within the existing customer base
Quantify current maintenance (risks without measures) and create and present comprehensive business cases addressing customer priorities, pain points, and ROI
Guide corporate clients through their purchasing and procurement processes, security compliance, and legal processes to structure, negotiate, and close complex deals
Accurately manage and update personal sales activity data on CRM, including medium to long-term forecasts
Provide appropriate customer feedback to the product development team and collaborate with customer success, marketing, and inbound sales teams to maximize revenue and customer satisfaction

Requirements

4-7 years of proven track record in B2B sales (target achievement)
Experience in driving and managing mid to long-term or complex sales cycles for large enterprises
Experience in direct proposals to executive management (C-Level) and multi-stakeholder approaches within organizations (multi-threading)
Clear understanding and practical experience with consultative sales methods (e.g., MEDDIC/MEDPIC, SPIN, Challenger, etc.)
Bachelor's degree or higher
Excellent business communication skills (executive storytelling, identifying current challenges, practical skills in complex contract negotiations)
Outstanding learning agility, analytical thinking, and deep interest/business understanding in diverse industries
High AI utilization skills and advanced data management and operation skills using CRM
Native-level Japanese proficiency
Business-level English proficiency

Preferred Qualifications

Experience or background in SaaS, financial technology (FinTech), or information security
Knowledge and understanding of enterprise M&A use cases and corporate compliance workflows

Selection Process

Screening interview with the hiring manager (40 minutes)
Interview with the hiring manager and role-play (60 minutes)
Competency interview (CBI) (60 minutes)

We Offer

We prioritize our talent. Therefore, we provide all the resources and support necessary to maximize your potential.

Flexibility of hybrid work to achieve your ideal work-life balance
Budget for setting up a home office environment
Assistance with coworking space fees
Personal IT budget for purchasing additional equipment
Access to the latest technologies and AI-powered tools
Access to the "Ideals Academy" offering a wide range of courses
Investment in external training and development activities
Guidance in creating personal development plans (PDP)
Assistance with professional books and subscription fees
Support for activities as a speaker or writer
Opportunities for internal transfers
Customized wellness packages to support your physical and mental health
Financial support for sports activities
Health-related paid leave
Annual paid leave of 15 business days
Team-building events both offline and online
Budget for community events at global offices
Comprehensive employee referral program

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Business Development Manager – Japan

Job description