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# Business Development Representative – Japan

Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move.

[Apply for this job](#job-application)[View company](https://jobicy.com/company/dropbox.md)Share13 Sep 2026Published33Listing views1Application actions13 Oct 2026Apply before  Opportunity details

## About this role.

AI SummaryThis Business Development Representative role generates qualified enterprise pipeline for Dropbox’s Japan sales organization. The position centers on outbound prospecting, account research, stakeholder mapping, inbound qualification, event follow-up, and disciplined CRM management. The BDR partners closely with Account Executives to discover customer challenges and hand off well-qualified opportunities involving collaboration, security, governance, and AI workplace solutions. Success requires at least three years of B2B technology or SaaS sales-development experience, fluent Japanese, business-level English, resilience, and strong organization. The role offers a clear development path toward an Account Executive position.

## Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

### Job Complexity

4/5EasyHard

### Pace & Pressure

4/5RelaxedFast-paced

### Autonomy Level

4/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightThe role requires sophisticated enterprise prospecting across multiple buying centers and the ability to turn limited early interactions into credible, qualified opportunities. It also demands Japanese-language fluency, personalized multichannel outreach, strong discovery, and consistent pipeline discipline in a competitive SaaS environment.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job medianMarket rate$80,000US market range$60k–$105k0$116k

AI insightNo actual compensation is disclosed, so these are estimated US-market annual base-salary figures for a BDR with 3+ years of SaaS or enterprise business-development experience. Actual compensation may vary substantially by geography, variable commission structure, quota, and whether on-target earnings are included.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Enterprise prospecting](https://jobicy.com/jobs?search_keywords=Enterprise%20prospecting.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[SaaS sales](https://jobicy.com/jobs?search_keywords=SaaS%20sales.md)[Outbound outreach](https://jobicy.com/jobs?search_keywords=Outbound%20outreach.md)[Account research](https://jobicy.com/jobs?search_keywords=Account%20research.md)[Stakeholder mapping](https://jobicy.com/jobs?search_keywords=Stakeholder%20mapping.md)[Lead qualification](https://jobicy.com/jobs?search_keywords=Lead%20qualification.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Japanese fluency](https://jobicy.com/jobs?search_keywords=Japanese%20fluency.md)[Consultative discovery](https://jobicy.com/jobs?search_keywords=Consultative%20discovery.md)

Sample interview questionsHow would you build an outbound strategy for a target enterprise account in Japan?I would begin with account research to identify strategic initiatives, likely pain points, technology environment, and trigger events. I would map relevant stakeholders across IT, security, compliance, operations, procurement, and business functions, then develop persona-specific messages tied to a relevant Dropbox use case. I would run a coordinated email, phone, social, event, and partner outreach cadence, document engagement in CRM, and adjust based on responses and account signals.

What makes an opportunity qualified enough to hand off to an Account Executive?

A qualified opportunity should have a credible business problem, a relevant Dropbox use case, appropriate stakeholders, and a clear reason to continue the conversation. I would validate urgency, timing, current process or tools, decision dynamics, potential impact, and next steps. My handoff would include concise discovery notes, the account map, objections, agreed actions, and recommended positioning so the AE can continue without making the prospect repeat information.

Give an example of how you would tailor messaging to a security or compliance stakeholder.

I would avoid a generic productivity message and focus on the stakeholder’s priorities, such as governance, secure content collaboration, access controls, visibility, and risk reduction. I would reference a relevant business situation or trigger and ask a concise question about how the organization manages sensitive content and cross-functional collaboration today. The goal is to earn a discovery conversation through relevance rather than immediately presenting a full product pitch.

How do you maintain quality and follow-through while managing a high volume of prospects?

I use structured daily prioritization based on account tier, engagement signals, agreed follow-up dates, and campaign goals. I log activities and discovery details immediately in CRM, use templates only as a starting point for personalization, and reserve focused time for research and follow-up. Regular pipeline reviews with Account Executives help ensure that effort stays aligned with territory priorities and that no important next step is missed.

How would you respond when a prospect says they already have collaboration tools and are not interested?

I would acknowledge their current investment and ask a low-friction discovery question rather than argue. For example, I might ask whether they face any challenges around secure external collaboration, content governance, fragmented workflows, or AI-enabled information access. If there is no relevant pain or timing, I would document the outcome and use a respectful nurture path; if there is a gap, I would tailor the next conversation around that specific business issue.

### 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 cycle.

This role is ideal for someone who is curious, resilient, highly organized, and motivated by creating opportunity. You will gain exposure to enterprise sales cycles, AI-enabled workplace transformation, content collaboration, security and governance conversations, and senior sales stakeholders. This is a strong development opportunity for someone looking to grow into a future Account Executive role.

### Responsibilities

* Generate qualified pipeline for Japan Account Executives through outbound prospecting, account research, personalized email, phone outreach, social selling, events, and partner motions.
* Follow up promptly with attendees from Dropbox-hosted seminars, webinars and other events while their interest is still fresh improving conversion from MQLs to sales-qualified opportunities.
* Identify and engage new buying centers within target and existing accounts, including IT, Security, Compliance, Operations, Procurement, and Line-of-Business stakeholders.
* Research target accounts to understand business priorities, trigger events, pain points, and relevant Dropbox use cases across Dropbox Business Enterprise, Dash, and Replay.
* Partner with Account Executives to build account maps, prioritize outreach, support territory planning, and create multi-threaded engagement strategies.
* Conduct initial discovery with prospects to understand collaboration, content management, security, governance, AI, and workflow challenges.
* Qualify opportunities based on business pain, stakeholder fit, urgency, timing, use case, and potential revenue impact, then create clear handoffs to Account Executives.
* Maintain accurate account, contact, activity, and opportunity data in Salesforce or equivalent CRM, while sharing customer insights, objections, and market feedback with cross-functional teams.

### Requirements

* 3+ years of B2B sales, business development, sales development, lead generation in a SaaS, technology, or a consultative sales environment.
* Demonstrated ability to generate interest through outbound prospecting, including personalized email, phone outreach, social selling, events, or account-based campaigns.
* Strong written and verbal communication skills, with the ability to tailor messaging to different customer personas, business priorities, and levels of seniority.
* Strong curiosity and discovery skills, with the ability to ask thoughtful questions and connect customer challenges to potential Dropbox value.
* High level of organization and follow-through, including accurate CRM hygiene, activity tracking, timely prospect follow-up, and clear AE handoffs.
* Fluent Japanese is required. Business-level English fluency is preferred.
* Bachelor’s degree or equivalent practical experience.

### Preferred Qualifications

* Experience prospecting into mid-market or enterprise accounts in Japan.
* Preferred industries of expertise: construction, media, technology
* Experience engaging IT, Security, Compliance, Operations, Procurement, or Line-of-Business stakeholders.
* Familiarity with SaaS, cloud collaboration, content management, productivity tools, or AI-enabled workplace solutions.
* Experience supporting account-based sales motions, partner motions, field events, or executive engagement campaigns.
* General understanding of enterprise software buying processes, including multi-stakeholder evaluation and procurement cycles.

### Durable Skills

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

* Awareness: Understand yourself and others.
* Judgment: Evaluate information and make decisions in complex situations.
* Adaptability: Learn, adjust, and stay effective through change.
* Connection: Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this [blog post](https://www.dropbox.jobs/en/our-blog/employee-stories/the-era-of-durable-skills-what-the-data-tells-us-about-thriving-in-change/) from our Chief People Officer, Melanie Rosenwasser.

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[Apply now >](https://jobicy.com/jobs/153187-business-development-representative-japan.md)

>  Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md)

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