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

The role

You will lead a team of Account Executives focused on digital-native accounts in Japan. You will build the DNB team from the ground up and act as a player-coach to meet revenue targets.

What you will do

• Build the DNB team from the ground up through recruiting, hiring, onboarding, and ramping.
• Meet or exceed quarterly and annual team revenue targets.
• Personally open doors at strategic accounts and model consultative and technical selling.
• Define and iterate the DNB sales playbook.
• Coach technical and consultative selling to engage technical buyers.
• Install pipeline and forecast discipline using methodologies like MEDDPICC.
• Partner cross-functionally with Solution Engineering, Product, Customer Success, Marketing, and BDR.
• Manage contract negotiations and Salesforce reporting.

Required qualifications

• Experience building or scaling a sales team or segment from scratch with direct experience selling to digital-native, engineering-led, or cloud-native companies.
• Ability to prospect, run a technical discovery, and close as a player-coach.
• Proven track record of attracting, hiring, and developing top sales talent.
• Working-level English to collaborate with and advocate to global HQ.
• Pipeline and forecast experience driving deal qualification methodology across a team.
• Ability to train reps on selling to technical personas and navigating build vs. buy objections.

Nice to have

• Sold to or managed a team selling to Japanese digital natives at an edge, CDN, security, cloud, or infrastructure SaaS vendor
• Technical appreciation of infrastructure, security, CDN, observability, or developer platforms
• Experience building or scaling a Japan sales team at a high-growth technology company

About the company

Cloudflare runs one of the world’s largest networks that powers millions of websites and other Internet properties. The company protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code.