Sales Director, Japan
At a glance
Leadership Sales Leadership role at Equativ. Tokyo.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Build and run Japan’s sales and partnerships plan, with revenue targets and demand-side growth in view
- Use Salesforce to share forecasts and keep the forecasting process reliable
- Develop agency, advertiser, and curator relationships while serving major clients with tailored programmatic solutions
- Take deals from media planning through partnership and trading teams to grow agency presence
- Work with product, marketing, and customer support on coordinated client engagement
What you bring
- At least seven years in sales or partnership development at a digital ad tech company, with repeated goal attainment
- Hands-on experience with DSPs, programmatic buying, or ad tech platforms that grew demand-side revenue
- Established relationships across Japanese agencies are essential for this role
- Native-level Japanese and business-level English, including communication, presentation, negotiation, and influence
- You can lead sales from planning through closing and motivate a sales team
Who this fits
You’ll suit a senior sales leader who knows Japan’s agency landscape and can build demand-side revenue through programmatic partnerships. The role is based in Tokyo with a hybrid arrangement and requires fluent or native-level Japanese plus business English. It combines individual client and partner ownership with motivating a sales team.
From the employer
Why Join Equativ?
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Be part of a fast-growing, independent ad tech leader with global reach and European roots with a team of more than 700 people in 20 offices.
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Work at the forefront of innovation creating a bespoke marketplace for luxury & tech Advertisers in Japan.
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Help create a more transparent, sustainable, and privacy-first advertising ecosystem.
What’s in it for you?
You will join Equativ at a key moment as we start our Japan operations and set up the founding team for the market. You will be a critical member to start our local demand-side business by taking onleading all sales activities and building the future of Equativ Japan!
Key responsibilities
- In Japan, your primary objective will be to develop and execute the sales strategy to achieve revenue targets, drive business growth and support our demand partnership efforts:
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Execute a sales and partnerships strategy by driving the relationship with media agencies and curators (programmatic resellers).
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Present sales forecasts through CRM tools (salesforce) and ensure quality of the forecasting methodology.
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Develop and nurture long-term relationships with key demand-side partners, including direct advertisers, agencies, and curators. Serve as the primary contact for top-tier clients, understanding their needs and offering tailored programmatic solutions.
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Market the complete Equativ product offerings, including managed services and programmatic solutions.
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Understand and follow through the deal flow from agency media planning teams, partnership teams, trading teams to expand Equativ presence in large agencies.
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Collaborate with cross-functional teams, including product, marketing, and customer support, to ensure a seamless and integrated approach to client engagement.
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Stay up-to-date with industry trends, competitive landscape, and emerging technologies in the Japan AdTech space.
Key success metrics
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Revenue attainment vs. target, plus year-over-year growth and average deal size
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Pipeline health: coverage ratio, win rate, sales cycle length, forecast accuracy
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New business vs. renewal revenue, retention/churn, & customer satisfaction (NPS)
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Margin/profitability of the business driven (Net revenue), not just top-line revenue
About you
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7+ years of experience delivering results in a sales or partnership development role at a digital ad tech company with a proven track record in consistently meeting or exceeding sales goals.
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Proven experience working with DSPs, programmatic media-buying, or ad-tech platforms with a track record of scaling demand-side revenue.
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Good knowledge of digital media, advertising technology and emerging trends.
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Existing networks in Japanese agencies are a must.
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Committed to continuous education through workshops, seminars and conferences.
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Ability to communicate, present and influence credibly and effectively at all levels of the organization in both native Japanese and business level English.
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Proven ability to drive the sales process from plan to close and motivate a sales team.
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Strong business sense and industry expertise.
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Fluent/native-level Japanese and business-level English, with the ability to communicate, present, negotiate, and influence credibly and effectively at all levels of an organization.
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