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Dropbox is seeking a Business Development Representative for Japan to support the Japan Sales organization by generating qualified pipeline and creating new enterprise opportunities. You will engage target accounts, conduct outbound prospecting, and help Account Executives move opportunities through the sales cycle.
In this role, you will:
- Generate qualified pipeline through outbound prospecting, account research, personalized email, phone outreach, social selling, events, and partner motions
- Follow up promptly with attendees from Dropbox-hosted seminars, webinars, and events to convert MQLs to sales-qualified opportunities
- 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 to build account maps, prioritize outreach, support territory planning, and create multi-threaded engagement strategies
- Conduct initial discovery with prospects to understand collaboration, content management, security, governance, AI, and workflow challenges
- Qualify opportunities based on business pain, stakeholder fit, urgency, timing, use case, and potential revenue impact, then create clear handoffs to Account Executives
- 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
This is an ideal opportunity for someone curious, resilient, highly organized, and motivated by creating opportunity. You will gain exposure to enterprise sales cycles, AI-enabled workplace transformation, content collaboration, security and governance conversations, and senior sales stakeholders. This role offers strong development potential for someone looking to grow into a future Account Executive role.
REQUIREMENTS:
- 3+ years of B2B sales, business development, sales development, or lead generation experience in a SaaS, technology, or 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 (required); business-level English fluency preferred
- Bachelor's degree or equivalent practical experience
PREFERRED QUALIFICATIONS:
- Experience prospecting into mid-market or enterprise accounts in Japan
- Industry expertise in construction, media, or 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
