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About the Role

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

Requirements

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
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
Candidates must reside in and be legally authorized to work in Japan without company sponsorship
Ability to work at a computer and desk for extended periods
Extended hours on the phone may be required

Skills

Japanese
English
AI tools
Written communication
Verbal communication
Time management
Prioritization
Execution
Remote work
Resilience
Self-motivation
Goal-driven
Continuous improvement
Independent work
Collaboration
Attention to detail
CRM accuracy
Engaging business stakeholders
Engaging technical stakeholders
SDR/BDR
Customer-facing role
B2B SaaS
Salesforce
Salesloft
LinkedIn Sales Navigator
Multi-channel outreach
SMB sales
Mid-Market sales
Metrics-driven environments
Distributed team

Location

Japan

Work Type

Remote
Full-time

Experience Level

Entry level
Mid-level

Education Level

Bachelor's degree or equivalent experience

Benefits

Competitive compensation
Schedule flexibility
Company parties
Employee recognition programs
Wellness programs

About the Company

MasterControl Inc. is a leading provider of cloud-based quality and compliance software for life sciences and other regulated industries.
Our mission is the same as that of our customers to bring life-changing products to more people sooner.
The MasterControl Platform helps organizations digitize, automate and connect quality and compliance processes across the regulated product development life cycle.
Over 1,000 companies worldwide rely on MasterControl solutions to achieve new levels of operational excellence across product development, clinical trials, regulatory affairs, quality management, supply chain, manufacturing and postmarket surveillance.
For more information, visit www.mastercontrol.com.