Sales Director

Makana Partners ·www.makanapartners.com

Location Tokyo, 13, JP
Type Full time
Level Director
Source Shazamme
Sales HR & People
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Job Title: Sales Director (Head of Sales) / Senior Sales Manager – Japan

Location: Tokyo, Japan (Onsite)

Department: Sales – Hospitality Technology

Reporting to: Regional VP, APAC & EMEA

Type: Full-time | Individual Contributor + Team Leadership

Compensation: ¥12M–15M base + Commission (OTE ¥15M–20M+)


Company Overview


Our client is a global leader in hospitality technology, operating in over 30 countries with more than 5,000 employees worldwide, including 2,100 across international markets.

They provide an integrated portfolio of software, hardware, and service solutions to hotels, restaurants, and retail operators. In Japan, the local team of ~25 professionals supports both global hotel brands and leading Japanese groups through advanced technology and strong customer operations.

As the company strengthens its regional leadership, they are now seeking to grow their commercial presence in Japan with a new senior sales hire.


Role Overview


This is a pivotal sales leadership role responsible for driving growth and expanding customer partnerships within Japan’s hospitality sector. You will lead and build a high-performing sales team (starting with 2–3 members), focus on enterprise-level deals, and work cross-functionally with operations, implementation, and back-office support teams.

This role is not a GM position, but is aimed at a results-driven, senior sales leader who can deliver immediate impact while also shaping long-term growth.


Key Responsibilities


  • Drive new business development and grow key account relationships in the hospitality sector
  • Lead, coach, and scale a local sales team with support from APAC and international operations
  • Manage the full sales cycle – prospecting, presenting, negotiating, and closing
  • Partner closely with cross-functional teams to ensure client satisfaction and service delivery
  • Represent the brand and solutions at client meetings and hospitality industry events
  • Provide accurate forecasting, reporting, and performance tracking to regional leadership


Ideal Candidate Profile



  • 10+ years of B2B sales experience in hospitality, SaaS, or related technology industries
  • Strong network and knowledge of Japan’s hotel and F&B sector
  • Proven track record in closing enterprise-level deals and managing long sales cycles
  • Experience leading or mentoring small commercial teams
  • Fluent in Japanese, with business-level English
  • Entrepreneurial, agile, and comfortable in a dynamic, growth-stage environment

Frequently asked questions

Who is hiring for the Sales Director role?
Makana Partners is hiring for the Sales Director position, a Shazamme client. Apply directly on the employer's career site.
Where is the Sales Director job located?
The Sales Director role with Makana Partners is based in Tokyo, JP.
Is the Sales Director role full-time or contract?
This is a full time position at Makana Partners.
What experience level is the Sales Director role?
The Sales Director position is aimed at director-level candidates.
How do I apply for the Sales Director role at Makana Partners?
Apply directly on Makana Partners's career page via the Apply button on this listing. ZammeJobs links straight through to the employer's ATS — no third-party form, no resume database.
Apply direct