Revenue Strategy & Operations Lead, Japan

 

About the role

As the founding member of our Japan Revenue Strategy & Operations team, you'll be instrumental in driving revenue growth across key market segments by partnering with sales leadership to develop and execute region-specific strategies. You will serve as a strategic partner, shaping how we win in Japan while building the operational foundations to scale.

Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights.

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates.
• Drive cross-functional alignment on go-to-market execution.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

You may be a good fit if you have:

Required qualifications:

• 8-10+ years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Business-level Japanese required; English proficiency strongly preferred

Strong candidates may also have:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree