Head of Sales - Lark - Japan

About the team:
Lark Channel Sales Team ensures building trust in the user community through the acquisition of new channel partners and the enablers of existing partners, or by building and strengthening relationships with partners.

• Lead enterprise and key account sales strategies to expand Lark’s presence in the Japanese market.
• Work closely with channel partners (distributors, system integrators, consulting firms) to drive end-to-end sales processes—from initial engagement to delivery and customer success.
• Develop and deliver joint value propositions with partners, effectively communicating the integrated benefits of Lark + Base.
• Secure flagship clients and build referenceble case studies in key industries such as Food & Beverage, Construction, Distribution, and Finance.
• Collaborate effectively with cross-border teams, including China headquarters and global units, to ensure alignment and execution excellence.
• Cultivate long-term relationships with key accounts to identify and pursue cross-selling and upselling opportunities.

Requirements:

Minimum Qualifications:

• 5+ years of experience in B2B SaaS or IT solution sales, with a focus on enterprise clients.
• Proven track record in channel sales, including experience driving key account engagements through distributors or system integrators.
• Demonstrated success in managing large, complex, and long-cycle enterprise deals.
• Strong communication and interpersonal skills, with the ability to engage smoothly with clients, partners, and internal teams across regions.
• Strategic mindset coupled with hands-on execution capabilities.
• High integrity, resilience under pressure, and deep understanding of local Japanese business and sales practices.
• Fluent in Japanese and Mandarin to facilitate clear and accurate communication with Japanese and Mandarin-speaking internal stakeholders and external clients

Preferred Qualifications:

• Experience in partner management or channel strategy development.
• Familiarity with SaaS products such as collaboration tools, CRM, ERP, or cloud services.
• Established network or connections within target industries: F&B, Construction, Distribution, or Finance.