We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data and intelligence at the core of business processes - and for that, we need your help. Care to join us?

Summary

We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data and intelligence at the core of business processes - and for that, we need your help. Care to join us?

We are looking for a Manager for the BDR team in Tokyo, Japan

The Role

The Manager of Business Development helps shape the future of our sales organization by developing and coaching a team of BDRs to achieve and exceed targets. This role requires a people-focused leader who can inspire and equip their team with the skills to thrive in their current roles. You will bring proven expertise in coaching and pipeline-building strategy and a deep understanding of the enterprise SaaS space. The BDR Manager will work closely with each BDR to enhance their prospecting skills by providing targeted coaching on research techniques, messaging personalization, and effective outreach strategies.

The Work You'll Do

We are seeking a highly motivated and experienced Manager to lead our established and successful Business Development Representative team in the Tokyo office. Our current team of four BDRs is a consistently high-performing unit, recognized for its efficiency and significant impact on the business.

• Deeply understand the Japanese business landscape and company strategy, formulate a comprehensive Business Development Representative strategy, and execute plans that deliver significant impact and successful pipeline generation.
• Work closely with marketing to capitalize on "warm engagement" from demand generation and field marketing initiatives.
• Develop and execute innovative lead-generation strategies across multiple channels, advancing initiatives in partnership with the team.
• Provide proactive coaching to team members, guiding them in their career progression and ensuring their individual development contributes directly to the overall success of the team.
• Identify and recruit top candidates to join the BDR organization.
• Offer on-call coaching to better their prospecting, outreach, and discovery efforts.
• Partner with the Japan leadership team to support successful pipeline generation.
• Lead group trainings, enablement, coaching sessions, and team meetings.
• Coordinate KPIs and KGIs by collaborating with the global team.
• Hold team accountable to achieving and exceeding targets.
• Monitor team activities and give accurate feedback.

The Qualifications You Need

• Japanese native + Intermediate level English.
• 5+ years proven experience in the BDR/AE function or relevant work experience.
• Quota-carrying SaaS sales experience a plus.
• Ability to work in a fast-paced environment.
• Experience managing a small team.
• BA/BS degree, similar college-level education, or equivalent work experience.
• Strong understanding of operational processes and best practices.
• Excellent strategic thinking and problem-solving skill.
• Proficiency in CRM software, and operations management tools.
• Demonstration of leadership in a prior role and the ability to inspire.
• Excellent verbal and written communication skills including high-level communication with internal and external contacts.
• Demonstrate a passion for learning new things and continuous improvement.
• Sharp acumen to expand business for the Japan market.

What Celonis Can Offer You:

• Pioneer Innovation: Work with the leading, award-winning process mining technology, shaping the future of business.
• Accelerate Your Growth: Benefit from clear career paths, internal mobility, a dedicated learning program, and mentorship opportunities.
• Receive Exceptional Benefits: Including generous PTO, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and much more. Interns and working students explore your benefits here.
• Prioritize Your Well-being: Access to resources such as gym subsidies, counseling, and well-being programs.
• Connect and Belong: Find community and support through dedicated inclusion and belonging programs.
• Make Meaningful Impact: Be part of a company driven by strong values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future.
• Collaborate Globally: Join a dynamic, international team of talented individuals.
• Empowered Environment: Contribute your ideas in an open culture with autonomous teams.

About Us:

Celonis makes processes work for people, companies and the planet. The Celonis Process Intelligence Platform uses industry-leading process mining and AI technology and augments it with business context to give customers a living digital twin of their business operation. It's system-agnostic and without bias, and provides everyone with a common language for understanding and improving businesses. Celonis enables its customers to continuously realize significant value across the top, bottom, and green line. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.

Get familiar with the Celonis Process Intelligence Platform by watching this video.

Celonis Inclusion Statement:

At Celonis, we believe our people make us who we are and that "The Best Team Wins". We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.

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