Sales Director - Tokyo

Job description

**About Pallet** Pallet is building AI Agents to transform the physical economy — a $12 trillion global industry. We’ve raised $50M from top investors, including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures. In under two years, we’ve achieved 700% revenue growth and are just getting started. Our mission is to increase the efficiency of the global supply chain by automating the manual workflows that slow supply chain teams down — from scheduling and appointment setting to data entry and load management. Our flagship platform provides end-to-end visibility, control, and optimization, while our newest product, CoPallet, introduces AI Agents that can understand and execute requests in real time and integrate directly with customer systems. As companies across the physical economy look to generative AI to drive efficiency, many are turning to Pallet to lead the way. With deep supply chain expertise and cutting-edge AI capabilities, we’re positioned to build the next $10B company powering the physical economy. Join us and work alongside leaders from Google, DoorDash, YC, and more to shape the future of supply chain technology. **Tokyo, Japan (Remote to start, transitioning to 5 days/week in-office once our Tokyo office opens)** **You could be a Sales Director anywhere. Why us?** - Join a well-funded, high-growth startup on a clear path to $100M ARR. - Sell a category-defining AI Agents platform with massive surface area across logistics. - Build Pallet’s presence across Japan as one of the first commercial hires on the ground. - Work directly with founders and senior leadership to define our international go-to-market strategy. - Help transform one of the world’s largest industries while building toward a $10B+ outcome. **About the opportunity** We’re hiring our first Sales Director in Tokyo to build Pallet’s commercial presence across Japan. You’ll own net-new enterprise acquisition across the region, build relationships with the largest logistics providers in Japan, and help establish the playbook for our international expansion. This is a highly consultative enterprise sales role focused on educating customers on an entirely new category of AI-powered workflow automation. You’ll partner closely with Sales, Product, Engineering, Solutions, and Customer Success to drive a solution-selling motion centered around workflow discovery, AI use case identification, structured pilots, and measurable ROI. Initially, this role will be remote from Tokyo while we establish our presence. Once our Tokyo office opens, this role will transition to working from the office five days per week when not traveling to customer sites. **How you will make an impact** - Own the full enterprise sales cycle, from outbound prospecting through contract signature. - Build and maintain a 3x-4x qualified pipeline through disciplined outbound execution while self-sourcing at least 30% of opportunities. - Develop relationships with executive stakeholders across Japan's largest logistics providers, including COO, CIO, VP Operations, VP Supply Chain, and VP Technology. - Lead consultative discovery sessions that map operational workflows to Pallet’s AI agent capabilities. - Scope and lead structured pilots that demonstrate measurable operational ROI and convert into enterprise deployments. - Build executive business cases that align operational improvements with financial outcomes. - Document repeatable customer use cases and market feedback to shape Pallet’s product roadmap and international GTM strategy. - Help establish Pallet as the leading AI platform for enterprise logistics across Japan and Asia. **What we’re looking for** - 8+ years of enterprise B2B SaaS or enterprise logistics sales experience. - Proven track record of consistently closing six- and seven-figure enterprise software agreements. - Strong consultative selling and value-based sales methodology. - Experience navigating complex buying committees and long enterprise sales cycles. - Executive presence with senior operators and technology leaders. - Comfortable selling technical, workflow-heavy software products. - Ability to quickly understand complex logistics operations and translate them into compelling AI automation opportunities. - Excellent outbound prospecting and territory-building discipline. - Willingness to travel extensively across Japan and Asia. Experience selling into logistics, supply chain, transportation, or warehouse operations is strongly preferred but not required. Candidates without logistics experience should demonstrate an ability to quickly learn operational workflows and become trusted advisors to customers. **Working model** This role is based in Tokyo. Working hours are generally **9:00am-6:00pm Tokyo time**, providing full coverage of the business day while maintaining regular collaboration with our San Francisco headquarters. You’ll typically spend: - Mornings and early afternoons working directly with Japanese customers and prospects. - Early mornings collaborating with our US-based Sales, Product, and Engineering teams during our daily overlap window. - Approximately 75% of your time traveling for customer meetings, executive workshops, pilots, and industry events. Initially this role will be remote. Once Pallet opens its Tokyo office, you’ll work from the office five days per week whenever you’re not traveling to customers. **Reporting structure** You’ll work closely with our **Head of Sales**, participating in weekly pipeline reviews, forecasting, and sales process alignment with the US team. **Interview Process** - Chat with Christy - Business Recruiter - 30 mins - Deal Review - 30 mins - Discovery Mock Interview - 45-60 mins - Final Interview - ~3 hours - Brief Background Check and Reference Check We move fast, and we’ll keep you informed at every stage of the process. **Compensation** The estimated compensation range for this role is **¥21,000,000–¥50,000,000 OTE**, depending on experience and skill set. Our compensation follows a standard 50/50 enterprise sales structure consisting of base salary and target commission. High performers are eligible for uncapped commission accelerators above quota. In addition to cash compensation, we offer competitive equity, benefits, and significant growth opportunities as one of our earliest international commercial hires. Final compensation will be determined based on experience, qualifications, and demonstrated enterprise sales performance. **Our Benefits** We invest in our people the same way we invest in our product: seriously. - 🩺 Health, Vision, and Dental benefits - 🏝️ Take-what-you-need Paid Vacation - ➕ Life Insurance and Accidental Insurance - ❤️‍🩹 Short-Term Disability Coverage - 💸 Generous salary and equity for all staff - 🪜 401k option; helping you save for the future - 🧑‍🧑‍🧒‍🧒 Paid parental leave to support growing families - 📚 Yearly learning and development stipend - 🚌 Commuter benefits for Bay Area and New York employees - 🚘 Uber ride stipend if you ever have to work late in the office - 🏡 Remote office home stipend to get you comfy in your space for remote employees - 📸 Free professional headshot - 🍔 Daily catered lunches and dinners provided in office - 💪 Complimentary On-Site Gym: Our SF office has a fully equipped gym - ✈️ Onboarding trip to one of our offices if you work remotely - 🥤 Monthly happy hours - 🎉 Annual Company Offsites; our last one was in Palm Springs CA 🌴 **Workplace Policy** We are an in-person company. Our offices in San Francisco, New York City and London are where ideas get built, decisions get made, and the team gets stronger. We have invested in making them genuinely great places to spend your day, with catered lunches, monthly happy hours, and people who care about the work and each other. Most of our team works in office five days a week. For select roles, we hire remotely across the U.S. Remote employees come to one of our offices for their first week to onboard and meet the team, and we cover the full trip. Every role is different. Travel expectations are always shared upfront in the job description and confirmed in your first call with us. **Equal Opportunity** Pallet is an Equal Opportunity Employer. We make all employment decisions based solely on merit. We provide equal employment opportunities to all applicants and employees without discrimination on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, disability status, or any other applicable legally protected characteristic. We prohibit any form of discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring. **Candidate Privacy Notice** Please review Pallet’s Candidate Privacy Notice [here](https://pallet.com/privacy). **Accommodations** Pallet complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local laws. We will reasonably accommodate qualified individuals with a disability during the application process and throughout employment as required by law. If you need any assistance or accommodations due to a disability, please contact us at **[recruiting@pallet.com](mailto:recruiting@pallet.com)**.