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Senior Sales Manager, Digital Native, Japan (Based in Tokyo)

Cloudflare· Mid Market
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Hybrid (Tokyo)full-timePosted 6mo ago

About the role

Senior leader responsible for building and leading the Digital Native Business (DNB) sales motion in Japan, driving hunting-led revenue through a self-sourced pipeline, coaching AEs to win digital-native accounts, and aligning cross-functional GTM efforts.

Responsibilities

  • Build the DNB team from the ground up: own recruiting, hiring, onboarding, and ramping a team of Account Executives dedicated to digital-native accounts.
  • Meet or exceed quarterly and annual team revenue targets through a self-sourced, hunting-led pipeline motion.
  • Player-coach: personally open doors at strategic accounts, model consultative and technical selling, and close alongside your AEs when needed.
  • Define and iterate the DNB sales playbook
  • Coach technical and consultative selling: train AEs to engage technical buyers (SRE, Platform Engineering, Security, CTO) with credibility.
  • Install pipeline and forecast discipline: implement and enforce a methodology (e.g., MEDDPICC) across the team to ensure accurate forecasting and deal progression.
  • Partner cross-functionally: work closely with Solution Engineering, Product, Customer Success, Marketing, and BDR to align GTM motions for digital-native accounts.
  • Manage contract negotiations and Salesforce reporting.

Qualifications

  • You have built or scaled a sales team or segment from scratch with direct experience selling to digital-native, engineering-led, or cloud-native companies.
  • Player-Coach, you can prospect, run a technical discovery, and close — not just manage from the sidelines.
  • Proven track record of attracting, hiring, and developing top sales talent, especially hunters.
  • Working-level English to collaborate with and advocate to global HQ.
  • Pipeline and forecast experience driving deal qualification methodology (MEDDPICC or equivalent) across a team.
  • Coaching technical selling: Ability to train reps on selling to technical personas (SRE / Platform / Security / CTO) and navigating "build vs. buy" objections.

Skills

Required:Team leadership and building a sales organizationProspecting and closing as a player-coachHiring and developing top sales talentEnglish communication
Last updated Aug 26, 2026. Interested? Apply on the company site.

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