Business Development Representative

About the role

You own the outbound journey that turns curiosity into committed interest among technology leaders in Japan on a daily basis. Every day introduces new opportunities to guide prospects through the realities of DevSecOps and AI/ML while advancing multiple deals toward closure at the same time. Success in this position requires consistent motion and a relentless focus on moving each conversation forward without delay. You will act as the first strategic touchpoint for technical decision makers who are evaluating how to secure and automate their software delivery. The position is based in Tokyo, Japan, and operates primarily through outbound calling, structured email sequences, and partner-aligned outreach that respects local business norms. You will translate complex supply chain and security topics into clear business outcomes for security, data, and AI initiatives within the enterprise. The compensation for this role is a base of 5,500,000 JPY, providing a stable foundation while rewards are tied to pipeline generation and deal progression. This role is designed for individuals who thrive in a fast-paced, growth-driven environment where activity directly influences revenue.

What you'll do

You will set the initial conversation that reframes how technology leaders in Japan understand supply chain risk and long-term platform value. Generating pipeline starts with mapping accounts and then reaching out through calls and messages tailored to current tools, priorities, and regulatory concerns specific to Japanese enterprises. You will design outreach sequences that uncover needs within complex buying committees across Japanese enterprises, including technical, security, and executive stakeholders. While guiding prospects through JFrog platforms, you will align timelines with sales and customer success teams to ensure expectations remain realistic and opportunities move efficiently. Translating technical roadblocks into clear business outcomes for security, data, and AI initiatives will be a core responsibility in conversations with infrastructure and platform leaders. You will update Salesforce with precision so that forecasts remain accurate and leadership sees genuine momentum in the Japan market. Coordination with partners will ensure messaging, positioning, and responses match enterprise demands and local market expectations. Reviewing every campaign will sharpen focus, raise relevance, and shorten the path to purchase for decision makers in Japan. You will maintain detailed notes on buyer personas, concerns, and preferences to inform ongoing strategy and messaging refinements. You will collaborate closely with marketing to provide feedback from the field so that content, campaigns, and offers resonate better with technical audiences in Japan.

Requirements

You bring two or more years of proven experience in B2B SaaS, with a history of selling deep-tech products to technical audiences in enterprise settings. You speak Japanese as a native speaker, write fluent English, and navigate formal business culture with confidence and professionalism. You manage time, priorities, and multiple opportunities without losing clarity, follow-through, or accuracy in forecasting. Experience using Salesforce, along with automation tools such as Salesloft or Outreach, is mandatory for effective pipeline management. A Bachelor of Arts or Bachelor of Science degree, or equivalent practical experience, demonstrates your ability to handle complex problems and learn new platforms quickly. You are comfortable working with structured processes and documentation while maintaining the flexibility to adapt to evolving customer needs in a regulated market. You understand the importance of compliance and data hygiene when handling customer information and forecasting information in CRM systems. You are willing to adhere to the ethical standards and professional expectations required when representing a global software company in Japan. You can work independently and as part of a coordinated team that spans sales, marketing, and customer success functions.

Nice to have

Exposure to DevSecOps or software supply chain topics helps you ask sharper questions faster during technical discussions.

Skills & tools

Proficiency with JFrog, Salesforce, Salesloft, and Outreach is required to perform daily activities and maintain accurate records.

Practical notes

This engagement is based in Tokyo, Japan, and the listed compensation is 5,500,000 JPY. Please refer to the official apply page to About the company

JFrog is the only end-to-end software supply chain platform that provides complete visibility, security, and control for automating the delivery of trusted releases from code to production. The platform enables organizations to manage, secure, and automate their software delivery process, fueling innovation without worry. JFrog empowers companies to build and release software faster and more securely than ever before. With over 7,500 customers worldwide, including many Fortune 100 companies, JFrog is at the forefront of global innovation.

What employees say

Employees have expressed that working here offers the chance to contribute to meaningful technological progress within a fast-paced, growth-driven culture.