Account Executive – Japanese Speaking | Remote, Singapore

At PDF Butler, we are transforming how businesses generate, manage, and automate documents. Trusted by industry leaders such as BMW, GE Healthcare, and Colliers International, PDF Butler provides innovative solutions that streamline document processes and enhance business efficiency. Our company was founded by a visionary Salesforce architect driven to tackle the complexities of document generation. Today, we have a global team of dedicated professionals who share a commitment to revolutionizing document workflows for businesses around the world. At PDF Butler, we prioritize reliability, innovation, customer-centricity, and sustainability—values that drive our company culture and guide our mission to empower organizations with seamless, high-quality document generation solutions.

The Account Executive is responsible for driving revenue growth by identifying new business opportunities, closing new customer deals, managing existing customer relationships, and developing strategic partnerships within the Salesforce ecosystem. The role combines outbound sales, customer account management, partner management and business development to maximize new business revenue, customer retention and partner-driven growth. In addition to acquiring new customers, the Account Executive manages a portfolio of existing customer accounts, supporting renewals, identifying upsell and cross-sell opportunities, reducing customer churn and maintaining strong customer relationships. The role also supports the collection of overdue customer invoices, where required, following the initial collection process completed by the Finance team. The Account Executive is also responsible for developing and maintaining strategic relationships with Salesforce System Integrators (SIs), Independent Software Vendors (ISVs) and other business partners by recruiting new partners, enabling their success and collaborating on joint business opportunities that contribute to PDF Butler's long-term growth objectives. Through this combination of direct sales, customer account management and partner development, the Account Executive plays a key role in supporting PDF Butler's continued growth as a leading SaaS provider within the Salesforce ecosystem.

Main Duties and Responsibilities of the Role

Direct Outbound Sales Activities (50%)

• Actively identify, research and target potential customers through outbound prospecting methods, including cold calling, email campaigns, LinkedIn outreach and networking.
• Manage the full sales cycle from initial contact through qualification, product demonstrations, proposal preparation, negotiation and closing.
• Prepare and deliver tailored product demonstrations and presentations that clearly communicate the value of PDF Butler's solutions.
• Develop commercial proposals and negotiate pricing, contract terms and agreements.
• Build a healthy sales pipeline and consistently achieve or exceed individual sales targets.
• Maintain regular contact with prospects and progress opportunities through the sales pipeline.
• Accurately maintain opportunities, activities and forecasts within the CRM system.

Partner Management (20%)

• Identify, recruit and onboard new strategic partners within the Salesforce ecosystem and other complementary industries.
• Build and maintain strong relationships with existing partners, acting as their primary commercial point of contact.
• Deliver partner onboarding sessions, product demonstrations and enablement training to support partner success.
• Work collaboratively with partners to generate new sales opportunities and support co-selling initiatives.
• Develop and maintain partner engagement through regular communication and relationship-building activities.
• Collaborate with Sales, Marketing and Product teams on partner campaigns, webinars, events and joint go-to-market initiatives.
• Monitor partner performance, identify opportunities for growth and provide regular feedback to improve partner engagement and success.

Customer Account Management & Renewals (10%)

• Build and maintain strong relationships with existing customers to maximise customer satisfaction, retention and long-term partnerships.
• Manage customer accounts through regular engagement and proactive communication.
• Support and manage customer contract renewals, ensuring renewals are completed in a timely manner.
• Identify opportunities for upselling and cross-selling additional licences, products and services.
• Proactively work to reduce customer churn by understanding customer needs, identifying potential risks and working with internal teams to address customer concerns.
• Support the collection of outstanding customer invoices by following up with customers after the Finance team has made three unsuccessful collection attempts, maintaining a professional and customer-focused approach.
• Maintain accurate customer account information, renewal forecasts and customer activity within the CRM system.
• Keep churn below 5%

Sales Strategy, Pipeline Management & Reporting (15%)

• Collaborate with Sales, Marketing and Customer Success teams to execute commercial strategies that support company growth.
• Maintain accurate sales, customer and partner records within the CRM system.
• Prepare sales forecasts, pipeline updates and renewal forecasts.
• Monitor customer, partner and sales performance, providing regular updates to management.
• Gather and share market intelligence, customer feedback, competitor activity and partner insights to support business development.
• Identify opportunities to improve sales processes, customer retention and partner engagement.

Continuous Learning & Product Expertise (5%)

• Keep up to date with developments within the Salesforce ecosystem and relevant industry trends.
• Participate in internal and external training and development activities.
• Maintain a thorough understanding of PDF Butler's products, features and product roadmap.
• Share knowledge and best practices with colleagues, customers and partners where appropriate.

Educational Background

• Bachelor's degree in Business, Marketing, Communications, or a related field (or equivalent work experience).
• Additional certifications in sales methodologies, SaaS, Salesforce, or Customer Success are an advantage.
•  Professional ExperienceProven experience in sales, with a minimum of 2–3 years in a B2B sales role, preferably within a SaaS environment.
• Demonstrated experience in outbound prospecting, lead generation and closing new business opportunities.
• Proven track record of meeting or exceeding sales targets and KPIs.
• Experience working within the Salesforce ecosystem, such as Salesforce, an ISV (Independent Software Vendor), SI (System Integrator), or a related Salesforce ecosystem partner.
• Experience managing customer accounts, including contract renewals, customer retention and identifying upsell or cross-sell opportunities.
• Experience building and maintaining long-term customer relationships with a strong customer-focused approach.
• Experience recruiting, onboarding and managing strategic partners, preferably within a SaaS or technology-driven environment.
• Experience working with Salesforce or another CRM system to manage sales opportunities, customer accounts and partner relationships.
• Experience using multiple sales channels, including phone, email, LinkedIn and networking, to generate new business.

Technical Expertise

• Strong understanding of SaaS products, subscription-based business models and customer lifecycle management.
• Good knowledge of the Salesforce ecosystem, including an understanding of the roles of Salesforce, ISVs, SIs, and other ecosystem partners.
• Good knowledge of the Salesforce ecosystem or similar CRM platforms.
• Proficient in using CRM systems, sales enablement tools and reporting dashboards.
• Comfortable using web conferencing tools (e.g. Zoom, Microsoft Teams) for customer meetings, product demonstrations and partner enablement sessions.
• SkillsFluent in both English and Japanese, with excellent verbal and written communication skills in both languages.
• Excellent verbal and written communication skills, with the ability to build credibility and trust with customers and partners.
• Strong negotiation and commercial skills, with the ability to close new business and manage contract renewals.
• Excellent relationship management skills with a customer-first approach.
• Ability to identify customer needs and recommend appropriate solutions that deliver long-term value.
• Strong organisational and time management skills, with the ability to manage multiple sales opportunities, customer accounts and partner relationships simultaneously.
• Analytical mindset with the ability to interpret sales, customer and partner performance data to identify opportunities for improvement.

Soft SkillsSelf

• Results-driven with a proactive approach to achieving sales and customer retention objectives.
• motivated and able to work independently in a remote environment.
• Strong relationship builder with the ability to influence customers, partners and internal stakeholders.
• Adaptable and comfortable working in a fast-paced, growing SaaS business.
• Resilient and persistent when overcoming objections, solving customer challenges and achieving commercial objectives.