Sr. Business Development Manager

Bear Robotics bearrobotics.ai Open · verified Sep 22, 2026

Tokyo Full-time Senior Business Development

At a glance

Senior Business Development role at Bear Robotics. Tokyo · full-time.

Pay not stated

RoleBusiness Development

SenioritySenior

LocationTokyo

EmploymentFull-time

PostedMay 27, 2026 · 3mo ago

Role brief

Growth Roles summary, based on the employer's posting.

What you'll do

Win new AMR and service-robot customers from discovery through proposals, negotiation, and closing
Shape AMR business development strategy, then turn pilots and PoCs into full deployments and reference accounts
Grow existing accounts through added robot deployments, operational expansion, and partner development
Rework sales, pricing, and business-model choices while tracking pipeline progress and KPI results
Coordinate Product, Engineering, Operations, and Finance to deliver deployments and report roadmap progress

What you bring

At least five years of business development experience in robotics, technology, IT, or SaaS
At least two years working within a global-company environment
Fluent spoken and written Japanese and English

Who this fits

You’ll suit a hands-on senior business development role that combines strategy with direct deal execution, PoC delivery, account growth, and stakeholder coordination. The job is a full-time employee position based in Tokyo, Japan, at job level L5 to L6. Enterprise selling, partner collaboration, hardware-and-software experience, and people management would strengthen your fit.

From the employer

Sr. Business Development Manager

Position : Sr. Business Development Manager

Department : Sales / Business Development Department

Job Level : L5~6

Location : Tokyo, Japan

Employment Type: Full-Time Employee

主な業務

・AMR/サービスロボットの新規顧客開拓：課題整理→提案→交渉→契約

・AMR市場（環境・製品・サービス）の理解を基に、事業開発の方向性/戦略を策定し、新規顧客開拓と導入事例（Reference）の構築を推進

・導入事例（Reference）の創出：Pilot/PoC→本展開の推進

・既存顧客の拡大：追加導入・運用拡張の提案と実行

・既存パートナーとの関係強化、および新規パートナーシップの構築を通じたアカウント拡大

・営業戦略・価格戦略を含むビジネスモデルの見直しと最適化

・社内連携：Product/Engineering/Operations/Finance等と連携し導入をやり切る

・KPI設計・モニタリング、短期および長期ロードマップの策定・報告

・パイプライン/KPI管理：進捗の可視化と簡潔なレポーティング

必須スキル

・ロボティクス/Tech/IT/SaaS領域でのBD経験：5年以上

・グローバル企業での就業経験：2年以上

・日本語・英語：Fluent（読み書き・会話）

歓迎スキル

・エンタープライズ向け提案・交渉経験

・パートナー/チャネル協業の経験

・PoC推進、現場要件の整理〜社内展開の経験

・ハードウェア×ソフトウェアのビジネス経験

・チーム/人のマネジメント経験（採用・育成・評価・目標管理など）

求める人物像

・戦略だけでなく、手を動かして案件を前に進められる

・不確実な状況でも、仮説→検証でやり切れる

・社内外の関係者と信頼関係を築き、調整を粘り強く進められる

・数字と事実をもとに、優先順位をつけて行動できる

勤務条件

・雇用形態：正社員（Full-Time）

・勤務地：東京（Tokyo, Japan）

・Job Level：L5~6

選考プロセス

・書類選考→面接（複数回）→最終面接→オファー（※面接回数や内容は変更となる場合があります）

Key Responsibilities

・New customer acquisition for AMR/service robots: discovery → proposal → negotiation → close

・Set BD direction/strategy based on strong understanding of the AMR market (environment, products, services); drive new customer wins and build reference deployments

・Create reference deployments: pilot/PoC → full rollout execution

・Expand existing accounts through additional deployments and operational scaling

・Strengthen existing partner relationships and build new partnerships to grow accounts

・Review and optimize the business model, including sales strategy and pricing strategy

・Drive successful deployments through cross-functional collaboration with Product/Engineering/Operations/Finance and other teams

・Design and monitor KPIs; build and report short-term and long-term roadmaps

・Manage pipeline and KPIs; visualize progress and report clearly and concisely

Must-have Skills

・5+ years of BD experience in robotics / tech / IT / SaaS

・2+ years of experience working in a global company environment

・Fluent Japanese & English (spoken and written)

Nice to Have

・Enterprise sales experience and strong negotiation skills

・Partner/channel collaboration experience

・Experience driving PoCs and translating field requirements into internal execution

・Experience across hardware + software businesses

・People management experience (hiring, coaching, performance management, goal setting)

Ideal Candidate

・Hands-on and execution-driven—moves deals forward, not just strategy

・Comfortable with ambiguity; works through hypothesis → validation → delivery

・Strong stakeholder management and trust-building across internal/external teams

・Data-driven; prioritizes effectively based on facts and numbers

Interview Process

・Resume screening → interviews (multiple rounds) → final interview → offer (process may change depending on hiring needs)