Sales Development Representative

Location: Tokyo, Japan

Department: Global Sales Development

Work Mode: Hybrid

About the Role

DocuSign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use DocuSign solutions to accelerate business processes and simplify lives. With our Intelligent Agreement Management platform, we unleash business-critical data trapped in documents, integrating it with systems of record to save time, money, and opportunities. As the #1 company in e-signature and contract lifecycle management (CLM), DocuSign empowers companies to create, commit, and manage agreements innovatively. As a Sales Development Representative in our Global Sales Development team, you will qualify high-volume inbound leads through targeted questioning, aiming to identify and pass the highest-potential opportunities to Account Executives. Reporting to the Manager, Sales Development, this individual contributor role offers hands-on training in strategic selling, account research, and DocuSign's cutting-edge e-signature and CLM solutions. Join a dedicated team that works hard, celebrates wins, and thrives in our rapidly growing SaaS environment, driving innovation in agreement management. In this hybrid role (minimum 2 days per week in-office), you will manage leads, discern buyer intent, share DocuSign insights, schedule meetings, and maintain CRM records while embodying our culture of trust, equality, and impact. With excellent communication, resilience, and an inquisitive mindset—especially native Japanese and English proficiency—you'll connect prospects' needs to our transformative solutions. At DocuSign, you'll build pride in meaningful work that makes the world more agreeable.

Key Responsibilities

• Manage a high volume of inbound leads and qualify them through targeted questions to discern buying propensity
• Forward qualified leads with high potential to Account Executives for pursuit
• Share detailed information about DocuSign's Intelligent Agreement Management platform, e-signature, and CLM solutions
• Ask insightful questions about prospects' business intentions and challenges to identify fit
• Schedule appointments and demos between qualified prospects and Account Executives
• Accurately record all prospect interactions and information in the CRM database
• Conduct research on targeted accounts to personalize outreach and improve qualification rates
• Collaborate with sales team to refine lead qualification criteria and processes
• Participate in hands-on training focused on strategic selling and DocuSign product knowledge
• Contribute to team success by meeting or exceeding lead qualification targets

Required Qualifications

• BA/BS degree or relevant tertiary qualification
• 1+ years of sales or customer service experience
• Excellent communication skills with strong drive, resilience, and humility
• Ability to multi-task, prioritize, take initiative, and manage time optimally
• Inquisitive nature with ability to gather information and formulate action plans connecting business needs to solutions
• Proficiency in English communication
• Experience using CRM databases such as Salesforce

Preferred Qualifications

• Native level of Japanese
• Familiarity with SaaS sales processes
• Previous experience in high-volume lead qualification
• Knowledge of e-signature or agreement management solutions
• Understanding of Japanese business culture and market dynamics

Required Skills

• Lead qualification and prospecting
• CRM proficiency (e.g., Salesforce)
• Strategic selling techniques
• Account research and analysis
• High-volume multitasking
• Time management and prioritization
• Active listening and questioning
• Resilience in fast-paced environments
• Initiative and self-motivation
• Humility and team collaboration
• English verbal and written communication
• Japanese language skills (preferred)
• SaaS product knowledge
• Customer needs assessment
• Appointment scheduling tools
• Data entry accuracy
• Adaptability to sales metrics
• Curiosity-driven problem solving

Benefits

• Comprehensive health, dental, and vision insurance
• 401(k) retirement savings plan with company match
• Unlimited PTO and flexible work arrangements
• Professional development stipend and training opportunities
• Stock purchase plan and employee stock purchase program
• Parental leave and family planning benefits
• Wellness programs including mental health support
• Volunteer time off and community impact initiatives
• Hybrid work model with collaborative office spaces

DocuSign is an Equal Opportunity Employer.