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Workato

Workato is a computer software company that has developed an enterprise automation platform with easy-to-use automation and integrations. The company fosters a collaborative, diver

Business Operations Manager

Location

Japan

Posted

45 days ago

Salary

0

Seniority

Lead

No structured requirement data.

Job Description

Business Operations Manager

Workato

About Workato Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility. Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com. Why join us? Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. If this sounds right up your alley, please submit an application. We look forward to getting to know you! Also, feel free to check out why: - Business Insider named us an “enterprise startup to bet your career on” - Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world - Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America - Quartz ranked us the #1 best company for remote workers Responsibilities Workato is looking for a Business Operations Manager to join our Japan team. In this role, you will serve as both a strategic partner to the Head of Japan and a Sales Operations hub for the region. On one side, you will create executive-ready strategic content, managing execution of key priorities, and ensuring cross-functional alignment. On the other, you will own Sales Operations — from reporting and pricing facilitation to Salesforce administration and sales enablement. This is a high-impact, dual-function role that requires both strategic thinking and operational rigor. In this role, you will also be responsible to: Business Management Executive Support & Strategy Execution - Create high-quality strategic content — executive presentations, business reviews, and briefing documents — for leadership and global audiences. Cross-Functional Coordination - Support cross-functional initiatives across Sales, Marketing, Professional Services, and Customer Success to drive Japan-wide alignment. - Lead business readiness activities for new product launches, GTM initiatives, and organizational changes. Sales Operations Reporting & Analytics - Build and maintain reporting frameworks and dashboards to track pipeline health, team performance, and operational KPIs. - Produce data-driven insights and actionable recommendations for weekly, monthly, and quarterly business reviews. - Own QBR content creation — design and prepare high-quality materials for Japan leadership and global reporting. Sales Enablement - Support Sales Enablement activities including training materials, process documentation, and tool readiness. - Drive standardization of sales processes and support onboarding programs to improve team-wide performance. - Collaborate with global Enablement teams to localize and implement programs for the Japan market. Pricing & Pricing Operations - Facilitate Japan pricing decisions in collaboration with the global Pricing team and business leadership, ensuring alignment between market needs and pricing strategy. - Prepare, maintain, and update Pricing Tools to ensure the sales team has accurate and current information for customer engagements. - Support pricing escalation processes and provide analysis to inform local pricing decisions. Sales Segmentation & Territory Support - Support Sales Segmentation and Territory design exercises with data analysis and market insights. - Provide segment-level analysis (customer characteristics, competitive landscape, growth potential) to inform resource allocation and GTM strategy. Salesforce Administration (CRM) - Manage Salesforce administration for Japan — including data quality management, user support, and report/dashboard creation. - Drive Salesforce configuration and workflow improvements aligned with changes in the sales process. - Partner with global RevOps/CRM teams to implement and localize system enhancements. Requirements Qualifications / Experience / Technical Skills - 5+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a related field, preferably within a B2B SaaS or technology company. - Hands-on experience in Sales Operations — covering at least one of: reporting/dashboards, pricing operations, or CRM administration. - Proven track record of supporting senior leadership (GM, Country Head, or C-suite) in strategy execution and executive content creation. - Strong analytical skills with the ability to interpret complex data and translate it into actionable recommendations. - Salesforce administration experience required; Salesforce Admin certification is a plus. - Proficiency with BI and reporting tools (Sigma, Tableau, Looker, Google Sheets, Excel, etc.). - Experience with business planning processes — annual planning, QBRs, OKR/KPI frameworks. - Familiarity with sales enablement platforms is a plus. - Fluency in both Japanese and English (written and spoken); ability to operate effectively in a bilingual, cross-cultural environment. - Bachelor's degree in Business Administration, Economics, or a related field; MBA is a plus. Soft Skills / Personal Characteristics - Execution-focused ownership — drives multiple priorities in parallel through to completion without being directed. - Analytical yet action-oriented — derives insight from data and converts it into practical recommendations quickly. - Strong communicator — presents complex information clearly and concisely to both Japanese and global stakeholders at all levels. - Collaborative & relationship-oriented — builds trust and consensus across teams and functions; navigates cross-cultural dynamics with ease. - Proactive & adaptable — takes initiative and thrives in ambiguous, fast-moving environments. 職務内容 WorkatoはJapanチームに加わるBusiness Operations Managerを募集しています。 本ポジションでは、Head of Japanの戦略パートナーとして、また地域のSales Operationsハブとして、二つの役割を担います。一方では、経営幹部向けの戦略コンテンツの作成、重要優先事項の実行管理、クロスファンクショナルな連携を推進します。もう一方では、レポーティングや価格設定のサポートからSalesforce管理・セールスイネーブルメントに至るまで、Sales Operationsを一手に担います。本ポジションは、戦略的思考と運営上の厳密さの双方が求められる、インパクトの大きなデュアルファンクション職です。 また、以下の業務もご担当いただきます。 ビジネスマネジメント エグゼクティブサポート・戦略実行 - リーダーシップおよびグローバルの聴衆向けに、エグゼクティブプレゼンテーション・ビジネスレビュー・ブリーフィング資料など、高品質な戦略コンテンツを作成する。 クロスファンクショナルコーディネーション - Sales・Marketing・Professional Services・Customer Successにまたがるクロスファンクショナルな取り組みを支援し、Japan全体のアライメントを推進する。 - 新製品ローンチ・GTMイニシアティブ・組織変更に向けたビジネスレディネス活動をリードする。 セールスオペレーションズ レポーティング・アナリティクス - パイプラインの健全性・チームパフォーマンス・オペレーショナルKPIを追跡するレポーティングフレームワークおよびダッシュボードを構築・維持する。 - 週次・月次・四半期ビジネスレビューに向けて、データドリブンなインサイトと実行可能な提言を提供する。 - QBRコンテンツの作成を担当し、Japanリーダーシップおよびグローバルレポーティング向けの高品質な資料を設計・準備する。 セールスイネーブルメント - トレーニング資料・プロセスドキュメント・ツール整備など、セールスイネーブルメント活動を支援する。 - 営業プロセスの標準化を推進し、チーム全体のパフォーマンス向上を目的としたオンボーディングプログラムをサポートする。 - グローバルイネーブルメントチームと連携し、Japanマーケット向けにプログラムをローカライズ・実装する。 プライシング・プライシングオペレーション - グローバルPricingチームおよびビジネスリーダーシップと連携し、市場ニーズと価格戦略のアライメントを確保しながら、Japanの価格決定を支援する。 - 営業チームが顧客対応において正確かつ最新の情報を活用できるよう、Pricing Toolsを準備・維持・更新する。 - 価格エスカレーションプロセスをサポートし、ローカルの価格決定に資する分析を提供する。 セールスセグメンテーション・テリトリーサポート - データ分析および市場インサイトを活用し、Sales SegmentationおよびTerritoryデザインの取り組みを支援する。 - リソース配分とGTM戦略の検討に向けて、セグメント別分析(顧客特性・競合状況・成長ポテンシャル)を提供する。 Salesforce管理(CRM) - Japan向けのSalesforce管理を担当し、データ品質管理・ユーザーサポート・レポート/ダッシュボードの作成を行う。 - 営業プロセスの変化に合わせたSalesforceの設定およびワークフロー改善を推進する。 - グローバルRevOps/CRMチームと連携し、システム強化のローカライズと実装を行う。 応募要件 資格・経験・技術スキル - Sales Operations・Revenue Operations・Business Operations、または関連分野における5年以上の経験(B2B SaaSまたはテクノロジー企業での経験があれば尚可)。 - Sales Operationsの実務経験(レポーティング/ダッシュボード、プライシングオペレーション、CRM管理のいずれか一つ以上)。 - GM・Country Head・C-suiteなど上級リーダーシップの戦略実行およびエグゼクティブコンテンツ作成を支援した実績。 - 複雑なデータを解釈し、実行可能な提言に落とし込む高い分析力。 - Salesforce管理経験必須。Salesforce Admin認定資格があれば尚可。 - BIおよびレポーティングツール(Sigma・Tableau・Looker・Google Sheets・Excelなど)の利用経験。 - ビジネスプランニングプロセス(年次計画・QBR・OKR/KPIフレームワーク)の経験。 - セールスイネーブルメントプラットフォームの知識があれば尚可。 - 日本語・英語ともに高い流暢性(読み書き・会話)。バイリンガルかつクロスカルチャーな環境での業務遂行能力。 - ビジネス管理・経済学または関連分野の学士号。MBAがあれば尚可。 ソフトスキル - 実行力と当事者意識 — 指示を待たず、複数の優先事項を並行して最後まで推進できる。 - 分析力と行動力の両立 — データからインサイトを導き、実践的な提言に素早く変換できる。 - 高いコミュニケーション能力 — 複雑な情報を日本・グローバル双方のあらゆるレベルのステークホルダーに対して、明確かつ簡潔に伝えられる。 - 協調性と関係構築力 — チームや部門横断的に信頼とコンセンサスを築き、クロスカルチャーなダイナミクスをスムーズに乗りこなせる。 - プロアクティブさと適応力 — 自ら主体的に行動し、曖昧でスピーディーな環境においても力を発揮できる。 (REQ ID: 2670)

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