Sales Jobs

    Business Development Representative - Japan (Remote)

    Dropbox

    🇺🇸 Remote
    Remote
    SaaS
    Hybrid
    See your match score
    Posted 2 weeks ago
    Work Type

    Remote

    Vertical

    SaaS

    Source

    weworkremotely

    About this role

    Headquarters: Remote - Japan

    Role Description

    As a Business Development Representative for Japan, you will support Dropbox’s Japan Sales organization by generating qualified pipeline, engaging target accounts, and helping Account Executives create new enterprise opportunities across Dropbox Business Enterprise, Dropbox Protect and AI solutions.

    You will play a crucial role in areas such as outbound prospecting, account research, stakeholder mapping, inbound qualification, event follow-up, and partner-supported pipeline generation. You will work closely with Account Executives to identify relevant business challenges, engage the right personas, and create clear handoffs that help move qualified opportunities into the sales cycl

    Selling Motion

    Sales Cycle

    Enterprise

    6–18 month cycles, complex multi-stakeholder deals

    Prospecting

    Hybrid

    Mix of inbound leads and outbound prospecting

    Buyer Persona

    C-Suite

    Selling to executive decision-makers

    Territory

    Named Accounts

    Pre-assigned list of target companies

    Requirements at a Glance

    Bachelor's Degree·Required
    Prospecting·Required skill

    Typical Day — BDR

    Account research2 hrs/day
    Strategic outreach30–40/day
    Executive meetings2–3/week
    Personalized sequences15–25/day

    Estimates based on role type and selling motion — actual may vary by company.

    Role Signals

    Green Flags

    ✓
    Remote Friendly

    Location flexibility

    SaaS — Interview Intel

    Typical Sales Cycle

    30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)

    Common Buyer Objections

    • "We're locked into a contract with [competitor]"
    • "We built something in-house already"
    • "We don't have budget until next quarter"
    • "Our team won't adopt another tool"

    Key Industry Metrics

    ARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic Number

    Hot Topics to Reference

    • • AI-native product disruption
    • • PLG vs sales-led motion debate
    • • Vertical SaaS consolidation
    • • Usage-based pricing models

    Use these insights to speak the buyer's language in interviews.

    Tags

    remote
    sales
    —

    How do you qualify inbound leads?

    Template question
    —

    Describe your approach to multi-threading into an account.

    Template question
    —

    How do you prioritize your pipeline?

    Template question
    Research Dropbox's product, recent news, and key competitors
    Prepare metrics: quota attainment %, average deal size, win rate
    Practice a 2-minute product demo pitch for a mock discovery call
    Prepare to discuss your home office setup and self-management discipline
    Review the job description and map your experience to each requirement
    Role Insights

    This SDR/BDR role focuses on top-of-funnel pipeline generation through outbound prospecting.

    SaaS sales roles typically involve consultative selling with longer deal cycles.

    This remote-friendly role provides geographic flexibility while maintaining access to a SaaS market.

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