Business Development Representative - Japan (Remote)

Role Overview

As a Business Development Representative focused on Japan, you will collaborate with Dropbox's Japan Sales team to generate qualified sales leads, engage prospective accounts, and assist Account Executives in securing new enterprise deals involving Dropbox Business Enterprise, Dropbox Protect, and AI-powered solutions.

Key Responsibilities

• Develop qualified sales pipelines via outbound prospecting, personalized emails, calls, social media selling, event engagement, and partner-driven efforts targeting Japan accounts.
• Promptly follow up with participants from Dropbox's seminars, webinars, and other events to maximize conversion of marketing qualified leads into sales opportunities.
• Identify and connect with new decision-makers across IT, Security, Compliance, Operations, Procurement, and Line-of-Business units in target and current accounts.
• Conduct thorough account research to uncover business priorities, triggering events, pain points, and align Dropbox use cases across its product suite.
• Collaborate with Account Executives to build account maps, prioritize outreach, assist territory planning, and develop multi-threaded engagement strategies.
• Execute initial discovery meetings to understand challenges related to collaboration, content management, security, governance, AI adoption, and workflows.
• Assess and qualify opportunities based on factors such as business challenges, stakeholder alignment, urgency, timing, use case relevance, and revenue potential, then create seamless handoffs to Account Executives.
• Maintain accurate records of accounts, contacts, activities, and opportunities in Salesforce or similar CRM systems while communicating customer insights, objections, and market feedback across teams.

Candidate Requirements

• At least 3 years' experience in B2B sales, business development, sales development, or lead generation within SaaS, technology, or consultative sales environments.
• Proven success in generating interest through outbound prospecting using personalized outreach methods including email, calls, social channels, events, and account-based campaigns.
• Exceptional communication skills in both written and spoken forms; ability to tailor messages to various customer personas, business needs, and seniority levels.
• Strong curiosity and discovery abilities to ask insightful questions and link customer challenges to Dropbox's value proposition.
• Highly organized with excellent follow-through including maintaining CRM hygiene, activity logs, and timely prospect engagement.
• Fluency in Japanese is essential; business-level proficiency in English is preferred.
• Bachelor's degree or equivalent practical experience.

Preferred Qualifications

• Experience targeting mid-market or enterprise accounts in Japan.
• Background in industries such as construction, media, or technology.
• Familiarity engaging stakeholders in IT, Security, Compliance, Operations, Procurement, or Line-of-Business functions.
• Knowledge of SaaS, cloud collaboration tools, content management, productivity software, or AI-enhanced workplace solutions.
• Experience supporting account-based sales, partner collaborations, field events, or executive engagement campaigns.
• General understanding of enterprise software purchasing processes involving multiple stakeholders and procurement cycles.

Core Behavioral Competencies

• Self-awareness and interpersonal understanding to work effectively with others.
• Sound judgment for evaluating complex information and decision-making.
• Adaptability to learn, adjust, and perform effectively amid change.
• Ability to connect, communicate clearly, collaborate, and build trust.

Company Culture and Work Model

Dropbox embraces a Virtual First workplace model prioritizing autonomy, flexibility, asynchronous communication, and intentional in-person connections through team gatherings and neighborhood events. This approach supports meaningful work and strong team collaboration regardless of location.

This position requires approximately 5-10% annual travel for offsites and team events. Advance notice and accommodations can be discussed during hiring.

Additional Information on AI Fluency

AI fluency at Dropbox entails responsibly leveraging AI tools to enhance human judgment, creativity, and efficiency. Candidates should exhibit ownership, experimentation, leverage, and ongoing learning related to AI technologies to thrive in this environment.