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Full time

¥ 10,000,000 Yearly ~ ¥ 12,000,000 Yearly
10M-12M base salary + Bonus (TBD)

About the Opportunity

Our client, an established and growing organization in the education sector, is seeking a Head of Sales Operations to lead the transformation of its sales processes, customer acquisition strategy, and commercial operations. The business has built a strong reputation and achieved consistent growth, primarily through referrals and word of mouth. With increasing investment in marketing and customer acquisition, there is significant opportunity to improve conversion rates, optimize the customer journey, and establish a more structured, data-driven sales organization. This is a highly hands-on, strategic and operational leadership role, ideal for someone who enjoys building processes, challenging existing practices, and delivering measurable business improvements. The successful candidate will have considerable autonomy to shape the sales function, with potential to grow into a broader commercial leadership position.

Key Responsibilities

Sales Strategy & Process Optimization

• Assess and optimize the end-to-end sales funnel, from initial inquiries through consultation, conversion, and customer retention.
• Design and implement scalable sales processes, lead management workflows, and follow-up strategies.
• Identify conversion bottlenecks, operational inefficiencies, and opportunities to improve the customer experience.
• Establish sales KPIs, reporting frameworks, and performance management processes.
• Develop and execute initiatives to increase conversion rates and support sustainable revenue growth.

CRM & Sales Operations

• Evaluate and optimize existing CRM systems, including Pipedrive, to improve pipeline visibility and operational efficiency.
• Implement consistent CRM usage, lead tracking, and sales reporting practices.
• Analyze customer acquisition, conversion, retention, and churn data to identify opportunities for improvement.
• Introduce data-driven decision-making across the sales organization.

Sales Organization & Leadership

• Assess the existing sales structure, individual capabilities, and allocation of sales responsibilities.
• Recommend and implement the most effective sales organization, including the potential establishment of a dedicated sales team.
• Build a performance-oriented sales culture through coaching, clear accountability, and measurable objectives.
• Lead change management initiatives and challenge established processes where necessary.
• Collaborate closely with senior leadership, marketing, and operational teams to align commercial objectives.

Customer Journey & Conversion Management

• Evaluate the effectiveness of customer consultations, service introductions, trial experiences, and final conversion processes.
• Develop strategies to improve customer engagement and follow-up throughout the sales cycle.
• Identify opportunities to simplify the customer journey while maintaining a high-quality, consultative experience.
• Drive measurable improvements in conversion rates, customer satisfaction, and commercial performance.

Qualifications

Required

• Proven experience in B2C sales management, sales operations, or commercial leadership.
• Strong track record of developing, implementing, or transforming sales processes and operational frameworks.
• Experience managing CRM systems, sales pipelines, and conversion performance.
• Strong analytical capabilities with a data-driven approach to business improvement.
• Ability to influence stakeholders, challenge existing practices, and lead organizational change.
• Hands-on leadership style with the ability to operate strategically and execute independently.
• Native-level Japanese and business-level English.

Preferred

• Background in consumer-facing industries such as fashion, premium retail, education, hospitality, or other service-oriented businesses.
• Experience managing consultative or high-touch customer acquisition processes.
• Experience with Pipedrive or similar CRM platforms.
• Previous experience building, restructuring, or scaling a sales organization.
• Knowledge of customer lifecycle management, retention strategies, and commercial performance optimization.

Why Join?

• Build and transform: Take ownership of developing a structured sales function within an established, growing business.
• Significant autonomy: Opportunity to evaluate existing operations and implement meaningful organizational changes.
• Direct business impact: Drive measurable improvements in conversion rates, customer acquisition, and revenue growth.
• Strategic visibility: Work closely with senior leadership and influence the organization’s commercial direction.
• Career development: Potential to expand into a broader commercial management or business leadership position.

Ideal Candidate Profile

We are particularly interested in commercially minded, hands-on leaders who have successfully improved B2C sales operations through process optimization, CRM implementation, and team development. Candidates from premium retail, fashion, education, or other consumer-facing service industries are especially welcome. This opportunity would suit someone who is comfortable entering an established organization, identifying what needs to change, and taking ownership of building a more effective, scalable, and performance-driven sales operation.