[Hiring] Sales Development Representative @MasterControl

Role Description

At MasterControl, our Sales Development Representatives are the spark that turns conversations into opportunities that move business forward. As the SDR supporting our Japan market, you'll partner closely with our Sales and Marketing teams to generate, qualify, and nurture leads across Japan, guiding prospects through their first conversations in Japanese before handing them off to a Regional Account Executive.

This is a remote, Japan-based role and a great fit for someone who loves connecting with people, thrives on goals, and enjoys digging into real customer challenges. You'll balance inbound demand with proactive outbound outreach, sharpen your sales skills, and build a foundation for long-term growth within MasterControl's global Sales organization — while working in close, daily collaboration (in English) with a U.S.-based manager and cross-functional teammates.

Responsibilities

• Prospect, qualify, and educate inbound and outbound leads across the Japan market
• Generate meetings and pipeline through disciplined multi-channel outreach in Japanese, tailored to local buyer behavior and business norms
• Research accounts, personas, and industries aligned to MasterControl's target customers in Japan
• Engage with curiosity to uncover operational and business process challenges facing Japanese organizations
• Clearly communicate MasterControl's value to diverse audiences, in both Japanese and English as needed
• Partner with Account Executives on territory and prospecting strategies for the Japan region
• Qualify opportunities and provide clear, documented handoffs in English to Regional Account Executives and internal stakeholders
• Maintain accurate activity, discovery, and pipeline data in Salesforce
• Consistently meet or exceed activity and opportunity creation goals
• Share insights and best practices — including Japan market and cultural nuance — to elevate team performance
• Build product, industry, and competitive knowledge in regulated markets
• Operate with urgency, accountability, and strong attention to detail, while working independently as part of a distributed, global team

Qualifications

• Business-level fluency in Japanese, required to prospect, qualify, and hold consultative conversations with Japanese business audiences
• Professional proficiency in English, required — all interviews, manager 1:1s, team meetings, and internal systems (Salesforce, Salesloft, Slack, etc.) are conducted in English
• Demonstrated curiosity and comfort experimenting with AI tools or workflows to work more efficiently and effectively
• Strong written and verbal communication skills in both Japanese and English
• Solid time management, prioritization, and execution skills, including the ability to manage your own schedule as a remote employee
• Professional resilience when handling objections and complex discussions
• Self-motivated, goal-driven mindset with a focus on continuous improvement
• Ability to work independently while collaborating closely with a manager and teammates based outside Japan
• Attention to detail with a strong commitment to CRM accuracy
• Comfort engaging both business and technical stakeholders

Requirements

• Experience in an SDR/BDR or customer-facing role (B2B SaaS preferred), ideally selling into the Japan market
• Familiarity with Salesforce, Salesloft, and LinkedIn Sales Navigator
• Experience with multi-channel outreach (email, phone, social) to both follow up on inbound interest and proactively prospect outbound
• Exposure to supporting Account Executives in SMB and/or Mid-Market sales
• History of achieving activity or pipeline goals
• Comfort working in structured, metrics-driven environments
• Experience working remotely or on a distributed team spanning multiple time zones
• Bachelor's degree or equivalent experience

Work Location, Hours & Travel

• This is a fully remote position based in Japan; candidates must reside in and be legally authorized to work in Japan without company sponsorship
• Core hours follow standard Japan business hours to align with the Japan sales and marketing teams and local customer availability
• Some meetings and coaching sessions will fall outside core hours to overlap with the reporting manager and broader team, who are based at MasterControl's headquarters in Salt Lake City, Utah, USA
• Some travel is required for annual company events, such as sales kickoff or MasterControl's user conference

Physical Demands and Working Conditions

• Ability to work at a computer and desk for extended periods
• Extended hours on the phone may be required

Benefits

• Competitive compensation
• Schedule flexibility
• Company parties and employee recognition programs
• Wellness programs
• Much, much more!