Business Development Representative - Japan (Remote)

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.