Inside Sales Director

Head of Inside Sales

Confidential – Japanese B2B SaaS Company

Company Overview

Our client is a fast-growing Japanese B2B SaaS company providing an integrated cloud platform that helps organizations streamline and automate workforce and back-office operations.

By consolidating business-critical information into a unified platform, the company enables customers to improve operational efficiency, strengthen data accuracy, and make better organizational decisions.

As the business enters its next stage of growth, the company is investing further in its go-to-market organization and strengthening its leadership team.

The Opportunity

The company is seeking a Head of Inside Sales to lead and further develop its large-scale Inside Sales organization.

This position goes beyond managing meeting-generation activities. The successful candidate will define how the company engages with prospective customers, translate corporate and business strategies into an effective Inside Sales model, and establish a scalable, data-driven revenue-generation organization.

The role will be responsible for strategy, organizational design, operational excellence, technology utilization, performance management, and leadership development.

Key Responsibilities

• Develop the mid- to long-term strategy and annual business plan for the Inside Sales organization
• Align Inside Sales strategy with the company’s overall corporate and go-to-market strategy
• Present strategic proposals and performance updates to the executive leadership team
• Design and optimize customer-engagement strategies across different market segments
• Establish scalable and repeatable processes for lead qualification and opportunity creation
• Define KPIs and manage pipeline, forecasts, budgets, and overall business performance
• Improve operational excellence through process standardization, automation, and continuous optimization
• Maximize the use of CRM/SFA, marketing automation, engagement, and analytics platforms
• Establish a data-driven decision-making culture across the organization
• Analyze customer, market, and competitive data to identify growth opportunities
• Design the future organizational structure and workforce plan required for continued business expansion
• Lead recruitment, onboarding, performance management, and organizational development
• Develop managers and emerging leaders within the Inside Sales organization
• Collaborate closely with Field Sales, Marketing, Customer Success, Revenue Operations, Product, and executive leadership
• Lead organizational transformation and support the company’s next stage of growth

Required Experience

• At least three years of management experience within a B2B sales organization of more than 20 employees
• Proven experience creating measurable business results through KPI design, pipeline management, forecasting, and budget management
• Experience leading a sales organization through growth, transformation, or operational improvement
• Strong experience using quantitative data to identify problems and develop practical solutions
• Deep knowledge of CRM/SFA, marketing automation, and other sales technologies
• Ability to communicate effectively with senior executives and cross-functional stakeholders

Preferred Experience

• At least five years of management experience within an Inside Sales organization
• Experience developing strategies for multiple customer segments, from enterprise accounts to SMB customers
• Experience within B2B SaaS, cloud software, HR technology, or a related industry
• Experience managing a large and growing sales organization
• Experience designing scalable processes in a high-growth business
• Strong strategic thinking and the flexibility to adapt to a rapidly changing market
• Experience developing managers and future business leaders

Ideal Candidate Profile

• A strategic leader who can translate business objectives into executable sales plans
• A hands-on executive who is comfortable moving between strategy and execution
• Capable of leading an organization through the “1 to 100” growth stage
• Able to drive transformation while maintaining strong day-to-day execution
• Highly analytical and able to make rational, data-driven decisions
• Comfortable working with speed in a changing business environment
• Able to engage and influence a wide range of internal and external stakeholders
• Committed to building an organization that creates long-term value for customers
• Passionate about coaching and developing managers and future leaders

Why Join?

• Take ownership of a large and strategically important Inside Sales organization
• Directly influence the company’s overall growth strategy
• Work closely with the executive leadership team
• Build a scalable and highly productive revenue-generation model
• Lead the adoption of data, automation, and sales technology
• Develop the next generation of sales leaders
• Play a central role in the company’s next phase of expansion

Employment Details

• Employment type: Permanent, full-time
• Location: Central Tokyo
• Working style: Hybrid office and remote working
• Working hours: Flextime system
• Probation period: Three months
• Compensation: Negotiable OTE consisting of base salary and performance-based incentive
• Compensation will be determined based on the candidate’s experience, capabilities, and current package
• Salary review: Twice annually

Benefits

• Full social insurance coverage
• Transportation allowance
• Professional certification and learning support
• Childcare and family support programs
• Special leave for important family and school events
• Annual paid leave
• Summer and year-end holidays
• Refresh leave
• Employee discounts and benefit programs

Selection Process

1. Document screening
2. Two to three interviews
3. Personality and work-style assessment
4. Reference check
5. Offer and offer meeting