Sales Director - Japan & Asia

Job description

WHO IS LITMUS Litmus is building the data foundation that powers industrial AI. AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap. We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time, reduce downtime, and optimize production. Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing. WHY JOIN LITMUS BUILD THE INFRASTRUCTURE THAT MAKES INDUSTRIAL AI POSSIBLE AI is moving beyond the cloud and into the physical world. At Litmus, you’ll build the infrastructure that enables real-time data to power AI and machine learning systems in production environments. WORK ON PROBLEMS WHERE SOFTWARE MEETS THE REAL WORLD Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non-negotiable. HAVE REAL IMPACT, FAST You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale. JOIN A HIGH-PERFORMANCE TEAM We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers. OUR CULTURE At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other. We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here. As we continue to grow our global footprint, we are seeking a dynamic and experienced Sales Leader in North America to lead our regional commercial strategy, build a high-performing team, and accelerate adoption of the Litmus platform across the United States and Canada. POSITION OVERVIEW The Sales Director is a leadership role responsible for driving revenue growth, leading the regional sales organization, and expanding Litmus’ enterprise customer base across industrial markets in Japan and Asia (outside of India). You will own pipeline development, forecast accuracy, territory planning, and team performance while partnering closely with cross-functional GTM leaders. This is a unique opportunity to join a fast-growing industrial technology company and drive transformational impact for some of the world’s largest manufacturers. KEY RESPONSIBILITIES Leadership & Team Building - Build, lead, and scale a high-performing enterprise sales team across Japan and Asia. - Hire, onboard, coach, and mentor Account Executives, SEs, BDRs and regional leaders. - Foster a culture of accountability, collaboration, and excellence. - Implement consistent processes, sales cadences, and performance standards. Sales Strategy & Execution - Define and execute the regional go-to-market strategy aligned with corporate goals. - Drive predictable revenue generation through world-class sales processes and methodologies (including MEDDIC). - Develop regional growth plans, territory segmentation, and account prioritization. - Lead from the front by engaging directly with strategic enterprise accounts and executive stakeholders. Pipeline Development & Forecasting - Own pipeline creation, qualification, and progression across Japan and Asia. - Ensure rigorous adherence to the MEDDIC methodology for deal execution. - Deliver accurate monthly and quarterly revenue forecasts. - Identify gaps early and implement corrective actions to maintain target attainment. Cross-Functional Collaboration - Partner closely with Marketing, Customer Success, Product, and Partnerships to support regional growth. - Provide market insights to Product and Engineering teams to influence roadmap priorities. - Collaborate with the Partner ecosystem (GSIs, OEMs, technology partners) to scale market reach. - Work with Operations and Finance on pricing, contracts, forecasting, and deal structuring. Customer & Partner Engagement - Act as an executive sponsor for key enterprise manufacturing customers. - Support major customer meetings, executive briefings, and value assessments. - Build strong relationships with regional partners, distributors, and system integrators. - Represent Litmus at industry conferences, events, and thought leadership forums. Operational Excellence - Maintain a disciplined sales operating rhythm, including QBRs, pipeline reviews, and weekly deal inspection. - Optimize sales processes, tools (CRM), KPIs, and workflows for efficiency and scale. - Ensure compliance with all corporate policies, pricing guidelines, and commercial governance. Travel - Travel within Japan and Asia region frequently to meet customers and partners (up to 25–40%). - Occasional travel internationally, including to EMEA and APAC, for leadership meetings and company events. QUALIFICATIONS & EXPERIENCE Required - 10+ years of enterprise software sales experience, with at least 5 years in sales leadership roles covering Japan and Asia. - Proven track record of meeting or exceeding multi-million dollar revenue targets for new business acquisition. - Experience selling complex software solutions into manufacturing or industrial, markets. - Familiarity with the MEDDIC or MEDDPICC sales methodology and ability to coach teams in its use. - Demonstrated success building and scaling high-performance enterprise sales teams. - Strong experience managing long, complex sales cycles with C-level buyers. - Expertise in pipeline development, forecasting, and enterprise deal management. - Excellent communication, executive presence, and negotiation skills. - Bilingual language communication skills (Japanese and English mandatory) - Ability to operate in high-growth, fast-changing technology environments. Preferred - Background in industrial technology, IoT/IIoT, data platforms, analytics, or OT/IT integration. - Experience with manufacturing digital transformation programs or industrial automation ecosystems. - Success working with GSIs, technology alliances, and channel partners. WHY JOIN LITMUS? - Influence the strategy and growth of a rapidly scaling global organization. - Partner with some of the world’s most innovative manufacturers. - Work at the forefront of industrial digital transformation - Competitive compensation package including salary, performance bonus, and equity.