Full Cycle Account Executive (Japan)

Company: Xplor Technologies (Momence Group)
Location: Japan (Tokyo preferred), Full Remote possible
Job Type: Full-time Employee

Company Description

Xplor Technologies powers the experiences at the heart of everyday life. Through modern vertical software, embedded payments, and AI-powered capabilities, we help businesses in fitness, recreation, golf and club, field services, laundry, education, and other membership-based and service-based industries simplify operations, uncover insights, and elevate customer and member experiences.

About the Opportunity

As our first Momence Account Executive focused on Japan, you’ll lead Momence’s go-to-market efforts in one of the most exciting markets in APAC. You’ll own the sales cycle end to end, from pipeline generation through to close, while helping shape our early commercial strategy in Japan. We already have Japanese customers who found us organically, along with a growing stream of inbound interest. Now we’re looking for someone to take the reins and turn that early traction into a scalable sales motion. You’ll conduct product demonstrations and consultative selling entirely in Japanese, build your own outbound pipeline, and play a key role in shaping our Japanese product and go-to-market strategy. Your quota is based on net Annual Recurring Revenue (nARR).

You Will:

• Own the full sales cycle in Japan, including outbound prospecting, inbound lead management, product demos, closing, and account growth.
• Build and manage relationships with both new prospects and existing Japanese customers.
• Develop pipelines through strategic outreach in Japanese and English across phone, email, and other channels.
• Conduct engaging product demonstrations via screen share in Japanese.
• Educate and consult Japanese business owners on how Momence can help grow their business, with a focus on pilates, yoga, fitness, and wellness studios.
• Identify influencers and decision makers within target Japanese organisations.
• Navigate Japanese business culture, etiquette, and decision-making processes.
• Manage sales activities, opportunities, and account information in our CRM (HubSpot).
• Act as the voice of the Japanese market by sharing customer feedback, surfacing local needs, and helping shape our product and go-to-market approach.
• Collaborate with the broader APAC sales team (based across Australia) and report to the Director of Sales, APAC.

Qualifications

About you:

You love closing deals, empowering small businesses, and are driven by crushing quota and goals. You’re excited about being our first sales hire in Japan and building something from the ground up. You have a strong understanding of the Japanese small business landscape, particularly in the fitness and wellness space. You thrive in ambiguity, are proactive, and can adapt well in a startup environment. You’re comfortable owning your own pipeline and don’t need someone else setting meetings for you. If you’re motivated by commission, have a consultative selling approach, and possess experience closing software sales deals, this could be a perfect role for you.

What you should have:

• Native or near-native fluency in Japanese and professional proficiency in English.
• 3+ years of closing experience in software or SaaS sales.
• 1+ years of experience selling into small businesses, preferably in Japan.
• 1+ years of full-cycle sales experience, including outbound prospecting and pipeline generation.
• Experience running live product demos via screen share.
• Consultative selling approach with the ability to educate and advise business owners.
• Strong understanding of Japanese business culture, etiquette, and market dynamics.
• Comfort working with a distributed APAC team (Australia-based) and communicating regularly in English.

We’ll be particularly excited if you also have:

• Experience working in early-stage startups or as a first sales hire in a new market.
• Personal or professional experience in the customer verticals we serve (pilates, yoga, fitness, wellness, or similar experience-based industries).
• An existing network of contacts in the Japanese fitness or wellness industry.
• Experience localising sales processes and messaging for the Japanese market.
• Demonstrated success in exceeding sales quotas.
• Familiarity with CRM tools such as HubSpot.

About the Interview Process:

Our interview process is designed to help both you and us assess whether there is a strong mutual fit for the role. After you apply, your resume will be reviewed by a real person 👋 If selected to move forward, you’ll first have a short screening call with a member of our People team, followed by interviews with Yaz Kharouf, Regional Sales Director APAC, and the hiring manager for this role. The final stage of the process includes a mock demo presentation.

Values and Life at Xplor

Our five core values guide us from how we hire and recognise our team members to how we interact with our customers day to day: Find a better way, Do the right thing, Say it straight, Win together, Own the outcome. If these values sound like you, and describe people you want to work with, you will thrive at Xplor.

Some of our perks and benefits are:

• Paid Parental Leave benefit programs.
• #GiveBackDays/Commitment to social impact – 3 extra days off to volunteer and give back to your local community.
• Ongoing dedication to Diversity & Inclusion initiatives such as D&I Council, Global Mentorship Program.
• Access to free mental health support.
• Flexible working arrangements.
• Home office equipment - we’ll provide you with equipment as needed.
• Competitive base salary with uncapped commission structure.
• 100% remote position - Tokyo preferred, open to candidates based anywhere in Japan.
• Opportunity to build and shape our Japanese market presence from day one.
• A collaborative, supportive sales team environment with a high-performing APAC region.