Sales Lead

Who you are

You are driven, curious, and want to do meaningful work as part of a great team. You take pride in doing things well, enjoy solving problems, and are excited to be part of building the next generation of technology companies from Japan.Traits, both common and defining, of the Head of Sales at WAY:

Traits we look for:

At WAY, our values guide how we show up and succeed — especially in sales, where we represent the company at the frontlines of customer relationships. Here’s what that looks like:

• Customers are our obsession
  You genuinely care about solving the customer’s problem, not just closing a deal. You take time to understand their world and position solutions with empathy and insight.

• Everything is possible
  You don’t take objections at face value. You treat every “no” as a chance to learn, adapt, and find a new angle that unlocks the path forward.

• Strength in diversity
  You listen without bias. You learn from every customer, teammate, and market you touch, appreciating diverse perspectives that sharpen your approach.

• Grit
  Sales is hard. You don’t give up after a tough call or a lost deal. You keep showing up — refining your pitch, deepening your pipeline, and driving toward your number.

• Energy and execution
  You don’t just talk. You follow up, follow through, and close with integrity. You manage your time like a pro and bring infectious momentum to the team.

• Curiosity enables potential
  You’re never done learning — whether it’s mastering your product, understanding customer psychology, or experimenting with new GTM approaches.

• Pragmatic about purpose
  You focus on long-term customer value, not short-term wins. You know a deal is only great if it drives impact for the client and the business.

About the role

As Sales Lead at WAY, you’ll be on the front lines of turning early customer conversations into long-term revenue. You’ll work closely with the founding team and operators to validate customer needs, refine messaging, and close initial deals. This role is hands-on — a mix of outreach, discovery, and execution — ideal for someone who thrives in fast-moving environments and enjoys working directly with customers.

You’ll help build the commercial engine from the ground up, working on live deals, testing new approaches, and bringing structure to our sales motion as we scale. You’ll also play a critical role in feeding customer insights back into product and strategy.

This is an opportunity to sharpen your sales craft in a builder’s environment, gaining experience across multiple stages of growth while supporting companies that are solving meaningful problems.

What you’ll do

• Lead customer outreach efforts to generate leads, conduct discovery calls, and support sales pipeline development.

• Collaborate with founding partners and sales leaders to refine messaging, qualify opportunities, and support early-stage deal flow.

• Maintain and optimise CRM workflows, using tools (including AI) to track conversations and follow-ups.

• Support market research and competitor analysis to inform the go-to-market strategy.

• Experiment with outbound messaging, email campaigns, and lead generation tactics, using data to improve results.

• Share insights from customer conversations to help shape products, messaging, and sales strategy.

How we work with AI

At WAY, we believe AI is not just a tool — it's a competitive edge. Everyone on the team, regardless of role, is expected to:

• Identify and automate parts of your job that can be made more efficient using AI.

• Experiment with AI tools to increase productivity, improve quality, and unlock new ideas.

• Share what you learn with your teammates so we all get better, faster.

Who we are looking for

• 2–4 years of experience in B2B sales, business development, or customer-facing roles (startup or high-growth environment preferred)

• Strong communication and interpersonal skills — you’re confident speaking with customers and uncovering their real needs

• A proactive mindset — you take initiative, follow up consistently, and keep deals moving without being asked

• Comfortable with ambiguity and fast iteration — you learn by doing and don’t need a perfect playbook to get started

• Curious and coachable — you seek feedback, enjoy learning from others, and apply lessons quickly

• Organised and detail-oriented — you manage your pipeline, meetings, and follow-ups with discipline

• Native-level fluency in Japanese; English proficiency is a strong plus

• Motivated by outcomes and impact, not just closing deals, but solving problems that matter