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Account Director



Sales & Business Development
Tokyo, Japan
Posted on Monday, May 27, 2024

We are searching for an exceptional person to take a position as a Sales Director for our growing Enterprise sales team in Japan and help Brightcove achieve breakout growth. This person must have a proactive attitude and a proven track record for delivering on or exceeding revenue goals and take pride in getting it done.The candidate we will hire will be highly self-motivated, extremely organized, team-oriented, creative, and possess outstanding communication and negotiating skills. This role’s primary responsibility is closing deals with new customers through outreach, which requires relationship building, negotiating, and closing the deal with extensive pipeline generation and prospecting.

Job Responsibilities:

  • Create, implement and own a sales pipeline to manage customer lead intake, outbound activity, prioritization, and metrics for measurement of deal status.
  • Develop an in-depth understanding of the customers’ business, issues/challenges and requirements and explain how the Brightcove platform could benefit them.
  • Create & articulate compelling value propositions around the use of the Brightcove platform.
  • Build relationships with new customers at all levels to encourage new business.
  • Identify, negotiate and close deals with new customers.
  • Leverage and collaborate with virtual teams to execute against sales strategies.
  • Prepare territory plans, deal overviews, and contract summaries for key stakeholders.
  • Meet or exceed sales goals each quarter.
  • Work with project champions at clients and within organizations to make sure needs are met. Interact both internally with the product team, and professional services and externally with customers.
  • Recruit new Partners through outreach, connections, and promotional activity.


  • 8+ years of Sales and/or Account Management experience in the IT industry (Cloud, SaaS, PaaS preferred).
  • Strong network and connection with the Enterprise customers.
  • Demonstrated ability to multi-task across a wide range of accounts.
  • Possess a strong sales background that enables you to drive an engagement at the CXO level as well as with software developers and IT architects.
  • Demonstrated ability to present to technical and non-technical audiences and be able to handle objections on the fly.
  • Proven track record of successful six-figure sales and exceeding revenue goals.
  • An ability to listen to customer needs, assess these needs effectively and address them through new products and services.
  • Excellent presentation and communication skills.
  • High level of comfort and experience working with all levels of professionals both internally and externally.
  • Demonstrated ability to initiate, carry through, and close deals with a proven track record delivering on or exceeding targets.
  • Proven ability to operate effectively in a fast-paced, entrepreneurial young company in which cross-functional teamwork and initiative is a must.
  • Demonstrated ability to be creative and think outside the box in terms of deal structure and framework.
  • An ability to assess client needs effectively and address needs through new products and services.
  • Experience with Salesforce preferred
  • Excellent written, oral, and interpersonal communication skills.
  • Strong product and company presentation and demonstration skills

**Special Conditions:

  • Native Japanese and business level English is required.
  • This is a quota-carrying role
  • Business travel as and when needed
  • 100% work from office role (Tokyo office)

About Brightcove

Brightcove is a diverse, global team of smart, passionate people who are revolutionizing the way organizations deliver video. We’re hyped up about storytelling, and about helping organizations reach their audiences in bold and innovative ways. When video is done right, it can have a powerful and lasting effect. Hearts open. Minds change.

Since 2004, Brightcove has been supporting customers that are some of the largest media companies, enterprises, events, and non-profit organizations in the world. There are over 600 Brightcovers globally, each of us representing our unique talents and we have built a culture that values authenticity, individual empowerment, excellence and collaboration. This culture enables us to harness the incredible power of video and create an environment where you will want to grow, stay and thrive. Bottom line: We take our video seriously, and we take great pride in doing it as #oneteam.


We strive to provide our employees with an environment where they can do their best work and be their best selves. This includes a focus on our employees’ work experience, and we actively support a culture where inclusion and growth are at the center. We hire, recognize, and promote employees who are committed to these same ideals. We value collaboration, creativity, work/life balance, professional growth, and creating an empowering space for open communication. No matter where our employees work, remotely or in one of our global offices, employees have plenty of opportunities to meet colleagues and celebrate a variety of personal interests and perspectives.

This role is being offered in our innovative Tokyo office. Located at PMO Tamachi 9th floor, 5-31-17 Shiba, Minato-ku, Tokyo 108-0014, we are just 3 minutes walking distance from JR TAMACHI station and Toei Mita/Asakusa line MITA station.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. Brightcove embraces diversity and seeks candidates who support persons of all identities and backgrounds. We strongly encourage individuals from underrepresented and/or marginalized identities to apply. If you need any accommodations for your interview, please email

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