Full-Cycle Account Executive

Company Description

Xplor Technologies powers the experiences at the heart of everyday life. Through modern vertical software, embedded payments, and AI-powered capabilities, we help businesses in fitness, recreation, golf and club, field services, laundry, education, and other membership-based and service-based industries simplify operations, uncover insights, and elevate customer and member experiences. 

Job Description

フルサイクル アカウントエグゼクティブ（日本担当）

📍 日本（東京歓迎）
🏠 フルリモート可
🕒 正社員

募集概要

Momence（Xplor Technologiesグループ）では、日本市場の成長を担う初のアカウントエグゼクティブを募集しています。

このポジションでは、日本市場における事業拡大をリードし、リード獲得から商談、デモ、クロージングまで営業プロセス全体を担当していただきます。また、日本市場向けの営業戦略やGo-to-Market戦略の構築にも深く関わっていただきます。

すでに日本国内では自然流入による顧客獲得が進んでおり、問い合わせも増加しています。今後さらに事業を拡大していくため、日本市場の成長を牽引していただける方を探しています。

営業活動やプロダクトデモは日本語で実施し、自らアウトバウンドパイプラインを構築していただきます。目標は nARR（Net Annual Recurring Revenue）ベースで設定されます。

主な業務内容

・日本市場における営業活動全般（新規開拓、インバウンド対応、商談、デモ、クロージング、アップセル）
・見込み顧客および既存顧客との関係構築・管理
・電話、メール、その他チャネルを活用したアウトバウンド営業
・オンラインでのプロダクトデモの実施
・ピラティス、ヨガ、フィットネス、ウェルネス業界の事業者に対する提案営業
・顧客企業における意思決定者やキーパーソンの特定
・日本の商習慣や意思決定プロセスを踏まえた営業活動
・HubSpotを活用した営業パイプラインおよび顧客情報の管理
・日本市場の顧客フィードバックを社内へ共有し、製品改善や市場戦略に貢献
・APAC営業チームとの連携
・APAC Sales Directorへのレポート

応募資格

以下のような方を歓迎します

・営業目標の達成やクロージングにやりがいを感じる方
・中小企業の成長支援に情熱を持てる方
・日本市場における最初の営業メンバーとして事業を立ち上げることに魅力を感じる方
・日本の中小企業市場、特にフィットネス・ウェルネス業界への理解がある方
・スタートアップ環境で自律的に行動できる方
・自らパイプラインを構築できる方
・コンサルティブセールスの経験をお持ちの方

必須要件

・日本語ネイティブまたはそれに準ずるレベル
・ビジネスレベルの英語力
・ソフトウェアまたはSaaS営業でのクロージング経験3年以上
・中小企業向け営業経験1年以上（日本市場歓迎）
・アウトバウンド営業を含むフルサイクル営業経験1年以上
・オンラインでの製品デモ経験
・コンサルティブセールスの経験
・日本の商習慣・市場環境への理解
・英語での社内コミュニケーションに抵抗がない方

歓迎要件

・スタートアップでの勤務経験
・新規市場立ち上げ経験
・ヨガ、ピラティス、フィットネス、ウェルネス業界との関わり
・日本のフィットネス・ウェルネス業界でのネットワーク
・日本市場向けの営業戦略やメッセージのローカライズ経験
・営業目標を継続的に超過達成した実績
・HubSpotなどCRMツールの利用経験

選考プロセス

選考プロセスは、候補者の皆さまと当社双方が相互理解を深められるよう設計されています。

・People Teamとの初回面談
・APAC Sales Directorとの面接
・Hiring Managerとの面接
・最終選考として模擬プロダクトデモの実施

Momenceについて

Momenceは、ヨガスタジオ、ピラティススタジオ、フィットネスジム、ダンススクール、ウェルネス施設などの体験型ビジネス向けに、予約管理、決済、顧客コミュニケーション、マーケティング、自動化機能を提供するSaaSプラットフォームです。

現在、世界中で5,500社以上の事業者に利用されており、数十万人規模のエンドユーザーが毎月Momenceを通じてサービスを利用しています。

Momenceは2020年に設立され、Y Combinatorを経てSeries Aで1,100万ドルを調達しました。現在はXplor Technologiesグループの一員として、スタートアップらしいスピード感とオーナーシップを維持しながら、グローバル企業の安定性と成長機会を兼ね備えています。

About the opportunity

As our first Momence Account Executive focused on Japan, you’ll lead Momence’s go-to-market efforts in one of the most exciting markets in APAC. You’ll own the sales cycle end to end, from pipeline generation through to close, while helping shape our early commercial strategy in Japan. 

We already have Japanese customers who found us organically, along with a growing stream of inbound interest. Now we’re looking for someone to take the reins and turn that early traction into a scalable sales motion. You'll conduct product demonstrations and consultative selling entirely in Japanese, build your own outbound pipeline, and play a key role in shaping our Japanese product and go-to-market strategy. Your quota is based on net Annual Recurring Revenue (nARR).

You will:

• Own the full sales cycle in Japan, including outbound prospecting, inbound lead management, product demos, closing, and account growth.
• Build and manage relationships with both new prospects and existing Japanese customers.
• Develop pipelines through strategic outreach in Japanese and English across phone, email, and other channels.
• Conduct engaging product demonstrations via screen share in Japanese
• Educate and consult Japanese business owners on how Momence can help grow their business, with a focus on pilates, yoga, fitness, and wellness studios
• Identify influencers and decision makers within target Japanese organisations
• Navigate Japanese business culture, etiquette, and decision-making processes
• Manage sales activities, opportunities, and account information in our CRM (HubSpot)
• Act as the voice of the Japanese market by sharing customer feedback, surfacing local needs, and helping shape our product and go-to-market approach.
• Collaborate with the broader APAC sales team (based across Australia) and report to the Director of Sales, APAC

This is a full-time, remote role. Tokyo-based candidates are preferred, given the concentration of potential clients, though we’re open to strong candidates based anywhere in Japan who can conduct business fluently in both Japanese and English.

Qualifications

About you:

You love closing deals, empowering small businesses, and are driven by crushing quota and goals.

You’re excited about being our first sales hire in Japan and building something from the ground up.   

You have a strong understanding of the Japanese small business landscape, particularly in the fitness and wellness space. 

You thrive in ambiguity, are proactive, and can adapt well in a startup environment. 

You’re comfortable owning your own pipeline and don’t need someone else setting meetings for you.

If you’re motivated by commission, have a consultative selling approach, and possess experience closing software sales deals, this could be a perfect role for you.

What you should have

While we welcome experience from a wide range of career and industry backgrounds, all candidates should meet the following qualifications for consideration:

• Native or near-native fluency in Japanese and professional proficiency in English
• 3+ years of closing experience in software or SaaS sales
• 1+ years of experience selling into small businesses, preferably in Japan
• 1+ years of full-cycle sales experience, including outbound prospecting and pipeline generation
• Experience running live product demos via screen share
• Consultative selling approach with the ability to educate and advise business owners
• Strong understanding of Japanese business culture, etiquette, and market dynamics
• Comfort working with a distributed APAC team (Australia-based) and communicating regularly in English

We’ll be particularly excited if you also have

• Experience working in early-stage startups or as a first sales hire in a new market
• Personal or professional experience in the customer verticals we serve (pilates, yoga, fitness, wellness, or similar experience-based industries)
• An existing network of contacts in the Japanese fitness or wellness industry
• Experience localising sales processes and messaging for the Japanese market
• Demonstrated success in exceeding sales quotas
• Familiarity with CRM tools such as HubSpot

About the interview process:

Our interview process is designed to help both you and us assess whether there is a strong mutual fit for the role. After you apply, your resume will be reviewed by a real person 👋 

If selected to move forward, you’ll first have a short screening call with a member of our People team, followed by interviews with Yaz Kharouf, Regional Sales Director APAC, and hiring manager for this role. The final stage of the process includes a mock demo presentation.

Additional Information

Values and Life at Xplor

Our five core values guide us from how we hire and recognise our team members to how we interact with our customers day to day:

• Find a better way
• Do the right thing
• Say it straight
• Win together
• Own the outcome

If these values sound like you, and describe people you want to work with, you will thrive at Xplor.

As an Xplorer, you will be part of a global network of talented colleagues who will support your success. We look for commonalities and shared passions and give people the tools they need to deliver great work and grow at speed.

Some of our perks and benefits are:

• Paid Parental Leave benefit programs
• #GiveBackDays/Commitment to social impact – 3 extra days off to volunteer and give back to your local community
• Ongoing dedication to Diversity & Inclusion initiatives such as D&I Council, Global Mentorship Program
• Access to free mental health support
• Flexible working arrangements
• Home office equipment - we'll provide you with equipment as needed
• Competitive base salary with uncapped commission structure
• 100% remote position - Tokyo preferred, open to candidates based anywhere in Japan
• Opportunity to build and shape our Japanese market presence from day one
• A collaborative, supportive sales team environment with a high-performing APAC region

Ready to apply?

To start your application, please submit your resume, and we will be in touch as soon as we can. Please include the word "moonshot" at the top of your message to the Hiring Manager so that we know you took the time to read our job ad.

We understand that diverse candidates have diverse needs. We welcome you to inform us of any additional needs related to completing your job application or participating in the interview process, via talentsupport@xplortechnologies.com. 

More about us 

More than 130,000 businesses in 72+ countries rely on Xplor to run their day and get paid, processing over $47 billion in payments annually. Our connected ecosystem helps operators spend less time managing complexity and more time delivering the experiences that matter most. 

Xplor is backed by world-class investors Advent International, Battery Ventures, and Silver Lake. 

Good to know

To be considered for employment, you must be legally authorised to work in the location (country) you're applying for. Xplor does not sponsor visas, either at the time of hire or at any later time. 

We kindly ask you to apply through our careers portal or external job boards only. Please don't send your application via email. 

To learn more about us and our products, please visit xplor.com/careers/. 

We also invite you to check out our Candidate FAQs for more information about our recruitment process xplor.com/recruitment-faqs/.

EEO and Artificial Intelligence

We believe in transparent hiring. We use an applicant tracking system that includes artificial intelligence enabled features to assist with the screening and assessment of job applications, such as candidate scoring or ranking. These tools support our recruitment process, but all hiring decisions are made by our recruitment team following human review. We do not rely on artificial intelligence to make final hiring decisions. Find our Candidate AI Usage guidelines here.

Xplor is dedicated to attracting, retaining and developing our people regardless of gender identity, ethnicity, sexual orientation, disability and age. Applications are encouraged from all sectors of the community.

We make it a priority to respond to every applicant.