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 from our Chief People Officer, Melanie Rosenwasser.

Read more about our benefits here.

Company Description

Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.

Team Description

The Dropbox Business Development team catalyzes more enlightened work by building partnerships that accelerate our growth and shape the future of how people work. We combine industry expertise with creative problem-solving to create alliances in hardware, software, and distribution that amplify our product strategy and expand our reach. Working closely with Product, Marketing, Sales, and Communications, we identify untapped opportunities, negotiate high-impact deals, and execute initiatives that deliver measurable business results. If you’re passionate about building relationships and driving impact through cross-functional collaboration, we’d love to have you on our team.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

AI Fluency

Focus areas include strategic and ISV partnerships, integrations, cloud alliances, channel development, distribution strategy, revenue growth, and market expansion

Virtual First isn't just a policy

Committed to your growth

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