聯絡我們

Senior Sales and Business Development Manager

Own the end-to-end commercial pipeline and individual revenue target

Own the individual revenue targets, the target is collaboratively set with management.
Independently generate leads through targeted outbound, referrals, partnerships, industry relationships, events, and founder-supported introductions — with direct accountability for new-logo revenue, deal progression, and quota attainment.
Qualify and prioritize opportunities on customer pain, ICP fit, urgency, buying readiness, strategic value, and adoption likelihood.
Run the full cycle — discovery, proposal, negotiation, close, and structured handoff to Customer Success
Maintain accurate CRM data, forecasts, deal risks, and next steps; identify and fix bottlenecks in pipeline quality, conversion, and velocity.

Own deal-level negotiation and contracting; supply pricing evidence

Negotiate multi-module subscription pricing and contract terms with enterprise stakeholders, within company pricing guardrails — discount policy, approval thresholds, and standard contract terms (CEO-held until the Head of BD joins).
Escalate exceptions per the threshold policy rather than custom-pricing each deal.
Own contract negotiation within pre-approved standard terms and the approved fallback position
Escalate any non-standard commercial structure — rev-share, multi-year commitments, pilot conversion terms, exclusivity — to the CEO (Head of BD later). Feed recurring redline patterns back so standard terms can be tightened.
Log every negotiation as a willingness-to-pay data point and supply it to the pricing owner — this evidence is what pricing architecture is built from.

Own pipeline level partnerships

Own developing pipeline related partnerships that generate referrals, co-selling opportunities, and partner-sourced pipeline.
Represent Ezily across relevant ecosystems — including LINE, Shopify, Shopee, and other commerce platforms — with a focus on converting relationships into commercial outcomes.
Escalate any partnership involving product or roadmap commitments, exclusivity, revenue-share that changes the business model, market entry, or board-visible commitments — these sit with the CEO now, and with the Head of BD later.

Own commercial playbook execution

Adopt and consistently run the existing playbook — ICP definitions, qualification criteria, pipeline stages, discovery process, CRM standards, proposals, and handoffs — and identify where it breaks in real customer situations.
Iterate on pitch material and test value proposition collaboratively with the Product team; improve objection handling and FAQ to improve close rate
Document learnings and successful practices so future commercial hires ramp faster and reproduce strong outcomes.
Support the onboarding and coaching of junior BD hires and help improve the team's operating discipline.

8+ years B2B SaaS or tech sales experience, ideally in Taiwan (Japan a plus).
Proven ability to sell into both enterprise accounts (multi-stakeholder, longer cycle) and SME/smaller brands (faster, higher-velocity, lower ACV) — not just one or the other.
Track record of self-sourcing pipeline, not just working inbound leads.
Pricing and negotiation fluency across a wide range of deal sizes, with comfort working directly with legal on contracts without heavy support.
Comfortable running discovery-led, hypothesis-driven sales conversations and adapting pitch and negotiation style to buyer sophistication and deal size.
Consistent track record of hitting or exceeding quota.
Strong organizational discipline — CRM hygiene, forecasting, structured follow-up, and documentation habits.
Comfortable operating in a 0-to-1 startup environment: executing against revenue goals while iterating on the GTM playbook, and genuinely willing to co-own experiments with Product rather than run a parallel agenda.
Genuine ambition to grow into a leadership role — this is not intended to be a long-term individual-contributor-only seat.
Direct experience selling e-commerce, marketplace, or commerce infrastructure — fluent in how brands run online channels and fulfillment.
Proven track record selling to brand-side buyers in e-commerce, marketing, or retail leadership — not just IT or technical buyers.

Experience with usage/automation-based products (workflow, integration, or automation platforms).
Mandarin and English fluency; Japanese a plus.
Prior experience selling both an enterprise "platform" tier and a lightweight/SME tier of the same product.
Prior experience with working with closing large Japanese deals
Prior experience mentoring, onboarding, or informally leading peers, even without a formal management title.
Credibility in the e-commerce ecosystem — long-standing, actively maintained relationships across brands, retailers, marketplaces, and channel/agency partners.

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