About the Job
Litmus is building the data foundation that powers industrial AI.
AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap.
We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time,...
Key Responsibilities
Build, lead, and scale a high-performing enterprise sales team across Japan and Asia.
Hire, onboard, coach, and mentor Account Executives, SEs, BDRs and regional leaders.
Foster a culture of accountability, collaboration, and excellence.
Implement consistent processes, sales cadences, and performance standards.
Define and execute the regional go-to-market strategy aligned with corporate goals.
Drive predictable revenue generation through world-class sales processes and methodologies (including MEDDIC).
Develop regional growth plans, territory segmentation, and account prioritization.
Lead from the front by engaging directly with strategic enterprise accounts and executive stakeholders.
Own pipeline creation, qualification, and progression across Japan and Asia.
Ensure rigorous adherence to the MEDDIC methodology for deal execution.
Deliver accurate monthly and quarterly revenue forecasts.
Identify gaps early and implement corrective actions to maintain target attainment.
Partner closely with Marketing, Customer Success, Product, and Partnerships to support regional growth.
Provide market insights to Product and Engineering teams to influence roadmap priorities.
Collaborate with the Partner ecosystem (GSIs, OEMs, technology partners) to scale market reach.
Work with Operations and Finance on pricing, contracts, forecasting, and deal structuring.
Act as an executive sponsor for key enterprise manufacturing customers.
Support major customer meetings, executive briefings, and value assessments.
Build strong relationships with regional partners, distributors, and system integrators.
Represent Litmus at industry conferences, events, and thought leadership forums.
Maintain a disciplined sales operating rhythm, including QBRs, pipeline reviews, and weekly deal inspection.
Optimize sales processes, tools (CRM), KPIs, and workflows for efficiency and scale.
Ensure compliance with all corporate policies, pricing guidelines, and commercial governance.
Travel within Japan and Asia region frequently to meet customers and partners (up to 25–40%).
Occasional travel internationally, including to EMEA and APAC, for leadership meetings and company events.
Required Skills & Abilities
10+ years of enterprise software sales experience, with at least 5 years in sales leadership roles covering Japan and Asia.
Proven track record of meeting or exceeding multi-million dollar revenue targets for new business acquisition.
Experience selling complex software solutions into manufacturing or industrial, markets.
Familiarity with the MEDDIC or MEDDPICC sales methodology and ability to coach teams in its use.
Demonstrated success building and scaling high-performance enterprise sales teams.
Strong experience managing long, complex sales cycles with C-level buyers.
Expertise in pipeline development, forecasting, and enterprise deal management.
Excellent communication, executive presence, and negotiation skills.
Bilingual language communication skills (Japanese and English mandatory)
Ability to operate in high-growth, fast-changing technology environments.
Background in industrial technology, IoT/IIoT, data platforms, analytics, or OT/IT integration.
Experience with manufacturing digital transformation programs or industrial automation ecosystems.
Success working with GSIs, technology alliances, and channel partners.
