Business Development Manager - Japan

The role

You will own the full sales cycle from prospecting to close as a hunter in the Japan territory. You will build your own pipeline and use AI tools to manage discovery, positioning, and deal execution.

What you will do

• Build and execute a strategic territory plan to generate a net-new pipeline.
• Maintain 3x pipeline coverage and forecast results.
• Source pipeline through outbound sequences, ICP targeting, events, and conferences.
• Run a disciplined sales process using MEDDPICC to qualify and advance opportunities.
• Leverage AI agents for call prep, discovery frameworks, and positioning.
• Identify expansion and upgrade opportunities within accounts.
• Partner with Product to share market feedback and influence the roadmap.
• Represent Lighthouse at industry events.

Required qualifications

• 5-7 years in a closing sales role
• SaaS experience is a must
• Fluent in English and Japanese
• Self-directed, coachable, and driven to continuously improve
• Ability to adopt new tooling quickly
• Strong business acumen with the ability to sell on value
• Confident engaging stakeholders from GMs to C-suite

Nice to have

• Experience with MEDDPICC or similar qualification frameworks

Benefits

• Flexible time off
• Career development workshops, frameworks, and training
• Referral bonuses

About the company

Lighthouse is an AI platform for hospitality commercial strategy. The company has over $100M in ARR and 850+ teammates across 35 countries.