Director, Japan Revenue Operations
Hungry, Humble, Honest, with Heart!
This role is Hybrid workstyle.
POSITION OVERVIEW
We are seeking a strategic and experienced Director of Revenue Operations to lead our revenue growth strategy in Japan. This pivotal leadership role will bridge the gap between Sales, Marketing, Customer Success, and Finance, ensuring seamless alignment across all revenue-generating functions.
This role will be responsible for planning, leading regional forecast calls, building scalable processes, implementing data-driven decision-making frameworks, and optimizing the end-to-end revenue cycle. You will serve as a strategic advisor to the Japan leadership team while collaborating closely with APAC and Global Revenue Operations counterparts to ensure local execution aligns with global corporate objectives.
KEY RESPONSIBILITIES
Strategic Leadership
Design and execute a comprehensive revenue growth strategy specifically tailored for the Japan market.
Act as a strategic business partner to the Country Manager and Sales Leadership, providing actionable insights on market trends, competitive landscape, and growth opportunities.
Lead the annual planning process, including territory design, quota setting, and headcount planning in alignment with financial targets.
Foster a culture of operational excellence, transparency, and cross-departmental collaboration.
Operations Management and Process Optimization
Oversee the end-to-end Order-to-Cash (O2C) lifecycle, including deal desk, order management, billing, and revenue recognition.
Streamline and standardize workflows from quote to contract, ensuring
compliance with local regulations and internal policies.
Develop scalable policies and procedures to support rapid business growth and minimize friction in the sales cycle.
Manage internal controls and ensure rigorous documentation for SOX compliance.
Data Analytics and Insights
Establish a robust analytics framework to track key performance indicators (KPIs) such as pipeline health, forecast accuracy, conversions, portfolio attach rate, and customer retention.
Deliver predictive insights using advanced analytics to identify risks and opportunities in the sales funnel.
Own the design and maintenance of executive dashboards and reporting packages for Japan leadership and global stakeholders.
Conduct regular Win/Loss analysis and competitive intelligence gathering to inform GTM strategies.
Systems and Technology Management
Manage the regional revenue technology stack, including Forecasting (AVISO), CRM (Salesforce), CPQ, CLM, and BI tools.
Lead system integration projects and oversee User Acceptance Testing (UAT) for new deployments or enhancements.
Ensure data integrity and governance, establishing a "Single Source of Truth" for all revenue data.
Driving automation initiatives to reduce manual work and increase operational efficiency.
Sales Planning and Productivity Management
Optimize sales capacity planning, covering headcount allocation and productivity ramp-up analysis.
Design and administer sales compensation plans that drive desired behaviors and align with business goals.
Oversee and lead the sales forecasting process, ensuring high accuracy and discipline across the sales organization.
Cross-Functional Collaboration
Facilitate alignment between Marketing, Sales, and Customer Success to ensure a cohesive customer journey.
Partner with Finance and Legal to resolve bottlenecks in deal structuring and approval processes.
Collaborate with Product and Engineering teams to align pricing and packaging strategies with market demands.
Lead MEDDPICC deal reviews to drive maximizing of the deal and insuring cross functional collaboration to increase win rate and maintain profitability of the deal.
Team Leadership and Development
Recruit, mentor, and develop a high-performing local Revenue Operations team and Sales organization.
Set clear performance goals and provide regular coaching to foster professional growth.
Manage relationships with offshore support teams to ensure efficient service delive
Japan Market-Specific Responsibilities
Adapt global best practices to fit Japanese business customs and commercial practices.
Ensure full compliance with Japanese financial regulations and reporting requirements.
Facilitate effective bilingual communication between the Japan office and Global HQ (or APJ team) to bridge cultural and operational gaps.
REQUIRED QUALIFICATIONS
Experience Requirements
10+ years of progressive experience in Revenue Operations, Sales Operations, or Finance within the technology sector.
5+ years of leadership experience in Enterprise SaaS or B2B software environments.
Proven track record of scaling operations in a high-growth, fast-paced environment (Pre-IPO or high-growth public company experience preferred).
Demonstrated experience managing the Order-to-Cash process and complex deal structuring.
Technical Skills
Proficiency in Salesforce and related CRM ecosystems.
Working knowledge of ERP systems (e.g., NetSuite, SAP) and CPQ tools.
Proficiency in data visualization tools (Tableau, PowerBI) and advanced Excel/Google Sheets skills.
Familiarity with marketing automation platforms (Marketo, HubSpot) and customer success tools.
Business Skills
Understanding of SaaS business models (ARR, NRR, CAC, LTV) and revenue recognition principles (ASC 606 / IFRS 15).
Analytical and problem-solving abilities with a data-driven mindset.
Project management skills with the ability to manage multiple priorities under tight deadlines.
Language & Communication Skills
Japanese: Native/near-native level (must be able to conduct high-level business negotiations).
English: Business fluency required for daily interaction with global leadership.
Excellent written and verbal communication skills with the ability to influence stakeholders at all levels.
PREFERRED QUALIFICATIONS
- Experience building a RevOps function from the ground up in the Japan region.
- Background in management consulting, or startups
- Experience working in a matrixed global organization with US-based headquarters.
- Knowledge of AI-driven sales tools and predictive modeling.
KEY PERFORMANCE INDICATORS (KPIS)
- Forecast Accuracy (within +/- 5% variance).
- Pipeline Velocity and Conversion Rates.
- Reduction in Sales Cycle Time.
- Operational Efficiency (Cost of Sales / Revenue).
- Stakeholder Satisfaction (Sales, Finance, Executive Leadership).
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Nutanix is an equal opportunity employer.
Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting [email protected].