Director of Sales, Startale Japan Enterprise Sales

You will lead the sales strategy for institutional investors and financial institutions in Japan, commercializing Startale OFK and related products. You will originate opportunities, develop proposals, negotiate contracts, build strategic partnerships, and close early implementation deals. You will translate customer business, regulatory, and system requirements into product roadmap and solution-design input. You will align executive, business, and technical stakeholders through long enterprise sales cycles and collaborate daily with Sales, Business Development, Product, Developer Relations, and Marketing colleagues in Japan and globally.

Responsibilities

• Develop the institutional sales strategy for the Japanese market, including target customers, sales approach, implementation requirements, and opportunity priorities
• Create new business opportunities with Japanese financial institutions, enterprise companies, and capital-markets players
• Present Startale OFK proposals, build relationships with decision-makers, negotiate contract terms, and close initial implementations
• Build strategic partnerships with major financial institutions, operating companies, and external service providers
• Translate customer business issues, regulatory and system requirements, and adoption barriers into product-roadmap and solution-design input
• Drive alignment among executive, business, and technical stakeholders throughout long enterprise sales cycles
• Develop hypotheses and independently drive customer acquisition and commercialization in an uncertain pre- and post-PMF environment
• Collaborate with Sales, Business Development, Product, Developer Relations, and Marketing teams in Japan and globally

Requirements

• At least 5 years of experience in enterprise B2B sales, business development, or strategic partnerships
• Experience proposing and selling complex technology solutions to major Japanese companies or financial institutions
• Experience independently leading opportunity creation, sales development, contract execution, and implementation
• Experience managing long enterprise sales cycles involving multiple departments and decision-makers
• Ability to build trusted relationships with senior executive, business, and technical stakeholders
• Experience with consultative sales and solution proposals based on customer challenges
• Experience developing and standardizing a sales approach through hypothesis testing for products without an established go-to-market model
• Native-level Japanese and English communication skills sufficient to collaborate with a global team
• Strong interest in blockchain, digital assets, AI, or next-generation financial infrastructure

Benefits

• Stock option program
• Annual company-wide workation
• Occasional offsite work
• Investment in AI tools
• Flexible discretionary leave policy