About the role
About us At Sierra, we’re creating a platform to help businesses build better, more human customer experiences with AI. We are primarily an in-person company based in San Francisco, with growing offices in Atlanta, New York, London, Paris, Madrid, Munich, Singapore, Tokyo, and Sydney. We are guided by a set of values that are at the core of our actions and define our culture: Trust, Customer Obsession, Craftsmanship, Intensity, and Family. These values are the foundation of our work, and we are committed to upholding them in everything we do. Our co-founders are Bret Taylor and Clay Bavor . Bret currently serves as Board Chair of OpenAI. Previously, he was co-CEO of Salesforce (which had acquired the company he founded, Quip) and CTO of Facebook. Bret was also one of Google's earliest product managers and co-creator of Google Maps. Before founding Sierra, Clay spent 18 years at Google, where he most recently led Google Labs. Earlier, he started and led Google’s AR/VR effort, Project Starline, and Google Lens. Before that, Clay led the product and design teams for Google Workspace. Help establish Sierra as the clear market leader in building better, more human experiences with AI in Japan. In this role, you will drive revenue through strategic channel partnerships, close deals with Japan's largest enterprises, and help build the foundation for a high-growth business in one of the world's premier AI markets. Working hand-in-hand with Sierra's Japan sales team and global partnerships organization, you will drive a partner-led sales motion that becomes a durable growth engine for Sierra in Japan, building the programs, relationships, and market presence needed to scale the business. This role sits at the intersection of enterprise sales, channel partnerships, enablement, and go-to-market execution.
What you'll do Serve as Sierra's embedded expert within strategic partners' enterprise sales motion — enabling their team, joining customer conversations, and helping sellers confidently position and sell Sierra. Build and maintain a network of champions across partner organizations, including relevant product divisions, to maximize pipeline coverage and deal velocity. Own and hit Sierra's Japan channel revenue target — accountable for closing enterprise deals with Japan's largest companies through partners, end to end. Coordinate closely with partners and Sierra sales leadership through regular business reviews, joint account planning, and pipeline management to accelerate deal velocity and revenue growth. Partner with Sierra's global partnerships and GTM operations teams to build and drive the enablement programs, sales plays, commercial frameworks, and operating rhythms that increase partner seller engagement, pipeline creation, and revenue performance. Serve as the voice of the Japan market internally, advising on product and go-to-market enhancements and sharing customer feedback, field learnings, and competitive intelligence to improve Sierra's products, processes, and market positioning. Represent Sierra in customer, partner, and industry engagements, helping strengthen Sierra's presence and credibility within the Japanese enterprise market. What you'll bring Required 10+ years of enterprise technology sales experience, with 8+ years selling in Japan. Proven track record of building pipeline, influencing partner sellers, and driving revenue by closing enterprise deals through channel, partner, or distribution-led sales motions, ideally with large strategic partners. Existing relationships across Japan's technology ecosystem, including telecommunications providers, systems integrators, distributors, cloud providers, or strategic partners such as SoftBank, NTT, Fujitsu, and NEC. Native Japanese fluency (JLPT N2 or native equivalent) and business-level English fluency. Deep understanding of Japan's enterprise procurement culture, decision-making dynamics, and relationship norms. Preferred Experience working at or partnering closely with SoftBank, NTT, Fujitsu, NEC, Accenture Japan, Deloitte Japan, or similar organizations. Background at a high-growth enterprise SaaS company (Salesforce, ServiceNow, Zendesk, or comparable) with experience building partner-led revenue motions. Experience developing or delivering partner enablement programs, sales plays, and field-facing training. Experience driving joint go-to-market initiatives, customer events, executive engagement programs, or partner marketing activities. Experience in the CX or customer service technology ecosystem. Familiarity with AI/ML applications in enterprise settings and SoftBank's AI strategy and portfolio. Our values Trust: We build trust with our customers with our accountability, empathy, quality, and responsiveness. We build trust in AI by making it more accessible, safe, and useful. We build trust with each other by showing up for each other professionally and personally, creating an environment that enables all of us to do our best work. Customer Obsession: We deeply understand our customers’ business goals and relentlessly focus on driving outcomes, not just technical milestones. Everyone at the company knows and spends time with our customers. When our customer is having an issue, we drop everything and fix it. Craftsmanship: We get the details right, from the words on the page to the system architecture. We have good taste. When we notice something isn’t right, we take the time to fix it. We are proud of the products we produce. We continuously self-reflect to continuously self-improve. Intensity: We know we don’t have the luxury of patience. We play to win. We care about our product being the best, and when it isn’t, we fix it. When we fail, we talk about it openly and without blame so we succeed the next time. Family: We know that balance and intensity are compatible, and we model it in our actions and processes. We are the best technology company for parents. We support and respect each other and celebrate each other’s personal and professional achievements. What we offer We want our