Sales Director - Tokyo

The role

The Sales Director will own net-new enterprise acquisition across Japan. You will build relationships with large logistics providers and help establish the international expansion playbook using an AI Agents platform.

What you will do

• Own the full enterprise sales cycle from outbound prospecting through contract signature
• Build and maintain a 3x-4x qualified pipeline
• Self-source at least 30% of opportunities
• Develop relationships with executive stakeholders across Japan's largest logistics providers
• Lead consultative discovery sessions to map operational workflows to AI agent capabilities
• Scope and lead structured pilots to demonstrate measurable operational ROI
• Build executive business cases aligning operational improvements with financial outcomes
• Document repeatable customer use cases and market feedback to shape product roadmap and GTM strategy

Required qualifications

• 8+ years of enterprise B2B SaaS or enterprise logistics sales experience
• Proven track record of consistently closing six- and seven-figure enterprise software agreements
• Strong consultative selling and value-based sales methodology
• Experience navigating complex buying committees and long enterprise sales cycles
• Executive presence with senior operators and technology leaders
• Comfortable selling technical, workflow-heavy software products
• Ability to quickly understand complex logistics operations and translate them into AI automation opportunities
• Excellent outbound prospecting and territory-building discipline
• Willingness to travel extensively across Japan and Asia

Nice to have

• Experience selling into logistics, supply chain, transportation, or warehouse operations

Benefits

• Health, Vision, and Dental benefits
• Take-what-you-need Paid Vacation
• Life Insurance and Accidental Insurance
• Short-Term Disability Coverage
• Generous salary and equity for all staff
• 401k option
• Paid parental leave
• Yearly learning and development stipend
• Remote office home stipend
• Free professional headshot
• Onboarding trip to one of our offices if you work remotely
• Annual Company Offsites

Before you apply

• Brief Background Check and Reference Check

About the company

Pallet is building AI Agents to transform the physical economy. The company's mission is to increase the efficiency of the global supply chain by automating manual workflows.