Manager, Account Management
Employment Type: Full-time
Contract Term: Permanent (no fixed term)
Compensation
Annual Salary: JPY 8.5 million – JPY 17.5 million
Salary revision: Once per year
Bonus: Twice per year
Stock option program available
Location
Minato-ku, Tokyo (Head Office)
Hybrid work model: Employees are generally expected to work from the office two days per week and remotely three days per week. Office attendance may increase depending on business needs.
Working Hours
Flexible working hours system
Core hours: 10:00 – 17:00
Holidays and Leave
Two days off per week (Saturday and Sunday), plus national holidays
Three consecutive days of special vacation in addition to annual paid leave
New Year holidays
Annual paid leave
Bereavement and special occasion leave
Childcare leave
New employee leave (2 days available before paid leave eligibility)
Vaccination leave
Benefits
Stock options
Annual salary review
Mobile phone allowance (JPY 4,200 per month)
Influenza vaccination support
Coverage of job-related certification exam costs
Babysitting subsidy (50% covered, up to JPY 20,000 per month)
Monthly team dinner program
Gym membership subsidy
Flexible working hours
Insurance
Health insurance
Employee pension
Employment insurance
Workers’ compensation insurance
Workplace Policy
Smoking is strictly prohibited indoors.
About the Role
Hiring Background
The Domestic Sales Division is focused on maximizing lifetime value (LTV) for key clients and improving the win rate of increasingly complex, multi-stakeholder sales cycles.
This role requires a hands-on leader who can both drive strategic account growth and manage complex deal execution while building a scalable, high-performing account management organization.
Mission
Maximize LTV for key accounts
Establish a team capable of successfully navigating complex negotiations
Develop mid- to long-term growth strategies for major clients
Lead cross-functional consensus-building in complex sales processes
Create sustainable and repeatable account management practices
Key Responsibilities
1. Strategic Key Account Growth
Develop and execute mid- to long-term account strategies for major clients
Design upsell and cross-sell initiatives based on client business needs
Collaborate with Customer Success, Product, and Engineering teams to drive expansion
Own revenue and LTV targets for both assigned accounts and the broader team
2. Complex Deal Leadership
Oversee negotiation strategy and execution for deals involving multiple stakeholders and departments
Align internal and client interests to facilitate agreement
Manage escalations and high-risk negotiations
Identify and systematize best practices for winning large-scale deals
3. Team Management and Development
Set goals, monitor progress, and evaluate team members
Elevate negotiation and proposal capabilities through structured reviews
Optimize role assignments and development plans
Manage KPIs including revenue, LTV, churn rate, and upsell rate
Build structured knowledge and scalable processes to reduce dependency on individual performance
4. Cross-Functional Collaboration
Work closely with Customer Success to balance retention and expansion strategies
Structure and communicate customer feedback to Product and Engineering
Contribute to improving accountability and performance across the Domestic Sales Division
Requirements
Experience managing and expanding B2B key accounts or existing customers
Proven ability to lead complex, multi-stakeholder negotiations
Experience in team leadership, coaching, or people management
Demonstrated success collaborating with Product, Customer Success, and Engineering teams
Preferred Qualifications
Experience in SaaS or IT-related account management
Track record in enterprise sales or complex deal closure
Experience driving expansion initiatives in partnership with Customer Success
Experience as a playing manager balancing individual contribution and team leadership
Ideal Candidate Profile
Account-Oriented Leader
Takes full ownership of customer success beyond revenue targets.
People Developer
Motivated by enabling team performance and maximizing results through others.
Complex Problem Solver
Thrives in navigating and structuring complicated negotiations.
Collaborative Mindset
Prioritizes overall organizational success over departmental boundaries.
Company Overview
A Japan-based technology company operating in the B2B SaaS sector, focused on delivering digital solutions to enterprise clients. The organization is in a growth phase and strengthening its domestic sales capabilities.