Account Executive Japan
BDM/Account Executive/SDR
Japan Remote: 100%
Farel is a US-based startup building an airline operating system that unifies inventory, dynamic pricing, reservations, operations, and customer-facing apps into a single platform, replacing legacy PSS software. Backed by top-tier Silicon Valley VCs, Farel helps carriers launch in weeks, grow ancillary revenue through integrated upsell modules, and automate routine tasks with AI.
Own new business acquisition among small and midsize airlines across Japan, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales.
What you'll do
Build and qualify pipeline Develop account lists targeting local and regional carriers, craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders.
Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities — adapting your approach to local enterprise buying processes and multi-stakeholder decision-making dynamics.
Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success.
Refine the sales engine Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap.
Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings across key aviation hubs, building long-term relationships and brand presence in the market.
Requirements
5+ years of quota-carrying SaaS/software sales experience, including closing six-figure, multi-stakeholder deals.
Demonstrated record of new business acquisition in aviation, travel-tech, or other enterprise-software domains; familiarity with airline systems (PSS, revenue management, etc.) is a plus.
Fluent Japanese and English (both required); ability to conduct executive-level conversations, presentations, and contract negotiations in both languages.
Strong understanding of the local aviation market and enterprise sales environment.
Startup mindset: self-directed, data-driven, and comfortable iterating quickly on outreach, messaging, and process.
Strong negotiation, presentation, and stakeholder-management skills, able to engage C-suite and operational leadership across multiple internal stakeholders.
Based in Japan; ability to travel domestically and regionally as needed.