Sales Development Representative, Japan

Overview

We are looking for a motivated and coachable Sales Development Representative (SDR) to join our Japan Go-to-Market team. In this role, you will be the first point of contact for prospective customers, responsible for generating qualified pipeline and setting the stage for our Account Executives (AEs) and Solution Sales Executives (SSEs) to close deals.

This is an excellent opportunity for someone early in their sales career who is eager to learn, grow, and contribute to Atlassian's expansion in the Japanese market.

Responsibilities

• Outbound prospecting - Research and identify target accounts; conduct outreach via phone, email, and social channels (LinkedIn, etc.) to generate new pipeline

• Inbound qualification - Respond to and qualify inbound leads, ensuring a smooth handoff to AEs

• Pipeline generation - Meet and exceed monthly/quarterly pipeline generation targets (ACV-based)

• Cross-functional collaboration - Work closely with AEs, SSEs, and Marketing to align on target accounts, messaging, and campaign follow-up

• CRM hygiene - Accurately log all activities, contacts, and opportunities in Salesforce (SFDC)

• Market research - Stay current on industry trends, competitive landscape, and customer pain points in the Japanese market

• Continuous learning -Actively participate in coaching sessions, QBRs, and enablement programs to accelerate your ramp and performance

Qualifications

Required / 必須要件

• 1–3 years of experience in sales, business development, customer success, or a related customer-facing role

• Strong verbal and written communication skills in Japanese (native or business-level)

• Genuine curiosity about technology and how it helps teams work better

• Resilience and a positive attitude - comfortable with rejection and motivated by targets

• Ability to manage multiple priorities and stay organized in a fast-paced environment

• Collaborative mindset - able to work effectively with AEs, SSEs, and cross-functional partners

Preferred / 歓迎要件

• Experience with SaaS products or B2B software sales

• Familiarity with Salesforce (SFDC), Jira, or similar tools

• Business-level English proficiency (reading/writing for internal coordination and support escalations)

• Experience working in or with a foreign-affiliated company (外資系企業)

• Prior SDR or BDR experience with a track record of meeting pipeline targets