Sales Executive – New Client Acquisition (B2B, 100% New Business)

Location : Tokyo, Japan

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

Present in Japan since 1970, Thales promotes technological innovation and is an active and recognised partner for the development of Japanese infrastructure. Our strategy focuses on strengthening local partnerships and collaborating with key Japanese industrial players to address global needs as we continuously establish a dynamic and skilled workforce.

Responsibilities :

• Proactively identify and engage with net-new B2B companies within both existing and new market segments.
• Hunt software licensing opportunities at new logo and strategic accounts to generate qualified pipeline.
• Execute outbound sales activities including cold calling, emailing, LinkedIn, ZoomInfo outreach, and participation in industry events.
• Conduct discovery calls to understand customer needs, challenges, and business priorities, and position tailored SaaS solutions accordingly.
• Work closely with Solution Engineers and Business Value Consultant to deliver impactful demos, workshops, and technical validations.
• Develop and present comprehensive proposals for software licensing solutions and lead negotiations on pricing and licensing terms to close complex, high-value deals.
• Manage the entire sales cycle from lead generation and qualification through to proposal, negotiation, and contract closure.
• Deliver persuasive presentations to stakeholders across all levels of an organization.
• Collaborate with Product Management teams to align messaging with product strategy and identify target segments.
• Participate in regular internal meetings and 1 : 1s with Geo leader to strategize and adjust new client acquisition plans.
• Maintain accurate Salesforce (SFDC) records for all sales activities, opportunities, and customer interactions.
• Provide timely market and customer feedback to internal teams to help shape go-to-market strategy and product direction.
• Consistently meet or exceed KPIs related to meetings booked, pipeline generated, deals closed, and revenue targets.

Requirements :

At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.