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About the Role
We are building a local Enterprise Sales Pod in Tokyo, consisting of an Account Executive and a Forward Deployed Engineer, to establish and grow Telnyx's enterprise business in Japan. This role involves owning a named-account list of 30-40 enterprise accounts, with the goal of converting them into production Telnyx customers. You will collaborate closely with a dedicated FDE, who acts as a technical partner for architecture design, POC development, and initial workload implementation. As a founding member, you will play a key role in defining Telnyx's enterprise sales strategy in Japan, establishing best practices, and creating foundational case studies.
Responsibilities
- Own a territory of 30-40 named enterprise accounts in Japan, narrowing to approximately 10 Tier 1 accounts with $1M+ in annual potential.
- Build executive relationships with CIOs, CTOs, VP Engineering, and line-of-business owners.
- Manage the full sales cycle: prospect, qualify, design the commercial architecture with your FDE, negotiate, and close.
- Sell programmable voice, messaging, Voice AI, wireless, and networking products to both technical and business audiences.
- Articulate Telnyx's differentiated value proposition, including its private network, carrier-grade reliability, and AI-native capabilities, while addressing objections against competitors.
- Agree on the commercial destination before commencing any custom work, avoiding free discovery or development.
- Maintain disciplined POC management with named executive sponsors, clear success criteria, discussed production pricing, decision dates, and signed commercial documents, ensuring POCs conclude in production.
- Expand existing accounts by increasing workload adoption and customer value.
- Build local references and case studies within the Japanese market.
- Provide accurate pipeline reporting and forecasting.
Requirements
- 5+ years of enterprise sales experience selling into Japan, specifically within CPaaS, UCaaS, CCaaS, telecom, AI/ML, or similar technical infrastructure.
- Proven track record of consistently exceeding quota, including experience with $1M+ deals.
- Experience selling to both executive and technical buyers.
- Hunter mentality with a focus on building pipeline and thriving on outbound, in-person selling.
- Strong consultative selling skills, capable of building clear and compelling ROI stories for both technical and business buyers.
- Familiarity with sales methodologies such as MEDDPICC, Challenger, or SPIN.
- Proficiency with modern sales tools including Salesforce, Outreach, and Gong.
- Excellent written and verbal communication skills in both English and Japanese.
- Willingness to engage in in-person customer visits across Japan.
Skills
- Enterprise Sales
- CPaaS
- UCaaS
- CCaaS
- Telecom
- AI/ML
- Technical Infrastructure Sales
- Consultative Selling
- Outbound Selling
- Pipeline Management
- Forecasting
- Salesforce
- Outreach
- Gong
- English
- Japanese
Location
- Tokyo, Japan
Work Type
- Full-time
- Onsite
Experience Level
- 5+ years of enterprise sales experience
About the Company
- Telnyx is an industry leader in global connectivity, building a private, global, multi-cloud IP network and offering edge technology through intuitive APIs.
- The company is focused on transforming outdated systems, automating manual processes, and solving real-world problems with innovative connectivity solutions.
- Telnyx is a financially stable and profitable company, enabling investment in pioneering technologies and fostering team growth.
- The company's vision is a world where borderless connectivity drives innovation.