Account Executive - New Business (Partner-Led), Japan

About You and this Role

You are a proactive, results-driven sales professional who enjoys creating new business opportunities rather than waiting for them to arrive. As a Liferay Account Executive, you will be responsible for developing new-logo business in Japan through a combination of direct prospecting, SDR collaboration, and working with our partner ecosystem.

You are comfortable building relationships with customers and partners, developing target-account strategies, and navigating enterprise sales cycles. You are commercially curious, comfortable with technology, and able to identify different ways to create customer conversations and progress opportunities.

You will carry an individual revenue target and be responsible for building pipeline, developing opportunities, and closing new business, while working closely with priority partners, Marketing, SDRs, and Sales Engineering.

Key Objectives

• New Business & Pipeline Generation: Proactively identify, create, and qualify new-logo opportunities through partner-led activity, SDR collaboration, direct prospecting, events, existing networks, and other targeted outbound approaches.
• Partner-Assisted Go-To-Market: Work with priority SI and technology partners to identify target accounts, develop account strategies, create customer access, and support active sales opportunities.
• Target Account Planning: Build and execute focused plans for priority accounts and industries, identifying relevant customer challenges, stakeholders, partner relationships, and potential Liferay use cases.
• Sales Execution & Closing: Own qualified opportunities from discovery through commercial close, coordinating the appropriate internal and partner resources throughout the sales cycle.
• Cross-Functional Collaboration: Work closely with Marketing, SDR, Sales Engineering, and priority partners to create pipeline, develop customer engagement, and progress opportunities.
• Market Engagement: Support customer and partner-facing activities such as webinars, events, executive discussions, and relevant industry outreach that can generate new customer conversations and pipeline.
• Opportunity Development & Recovery: Regularly review stalled and previously closed-lost opportunities to identify changes in timing, customer priorities, partner relationships, or other circumstances that may create a new opportunity.

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Required Qualifications

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• New Business Sales Experience: 3+ years of experience in B2B technology, enterprise software, solution sales, or a related new-business sales role.
• Hunter Mentality: Demonstrated ability to proactively identify and create sales opportunities rather than relying primarily on inbound leads.
• Sales Execution: Experience managing opportunities through multiple stages of a sales cycle and taking personal accountability for pipeline and revenue targets.
• Japan Market Understanding: Experience working with Japanese business customers and an understanding of how relationships, stakeholders, and decision-making influence enterprise sales in Japan.
• Collaborative Selling: Ability to work effectively with partners and internal teams such as SDR, Marketing, and Sales Engineering to develop and progress opportunities.
• Communication: Strong interpersonal and presentation skills with the ability to develop trusted relationships with customers, partners, and internal stakeholders.
• Technical & Solution Acumen: Comfortable discussing enterprise technology and customer business requirements at a solution level and working with technical specialists to develop credible customer solutions.
• Self-Directed Execution: Able to independently organize target accounts, prospecting activities, opportunities, and priorities in a resource-conscious sales environment.
• Language: Native fluency in Japanese with business level fluency in English for both written and verbal communication

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Preferred Qualifications

• Previous experience selling enterprise software or complex technology solutions into large Japanese organizations.
• Experience working with SI, consulting, or technology partners in a co-sell or partner-assisted sales model.
• Existing customer and/or partner relationships within the Japanese enterprise technology market.
• Experience selling into industries such as manufacturing, financial services, banking, insurance, logistics, or transportation.
• Familiarity with CRM platforms such as Salesforce and modern sales-prospecting tools.
• Experience using AI and other productivity tools for account research, prospecting, sales preparation, and pipeline development.
• Ability to articulate business and technical value propositions to senior customer stakeholders.

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What We Offer

• Salary package w/ competitive benefits according to qualifications and experience
• Opportunities to take responsibility, grow professionally, and Stay Nerdy
• A positive and collaborative work culture
• Working at a leading open-source company

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Equal Opportunities Employer - Statement

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Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.