Solutions Consultants Manager, Enterprise - Japan (Sales Leadership)

Who We Are Notion is the collaborative AI workspace where teams and agents think together. We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. About The Role: The Solutions Consultant Manager is the person who makes our GTM motion real on the ground. As an in-region leader directly managing a team of Solutions Consultants, you'll own your team's full commercial output—new logo, expansion, and renewals—and be accountable for both the results and the quality of execution that produces them. This isn't a traditional pipeline-management role. The best SC Managers are coaches first: they know what a great first meeting looks like, can watch a live build and tell a rep exactly what to change, and build the operating rhythm and inspection cadence that makes consistent execution possible across the team. If you're a builder who loves developing people as much as winning deals—and you want to lead a regional team in a go-to-market model that's genuinely new—this is the role. What You'll Achieve: - Own the commercial performance of your team across new logo ARR, expansion ARR, and UBP outcomes—accountable for both the headline numbers and the quality of execution that drives them - Coach SCs on the GTM builder motion: what great looks like in a first meeting (workflow diagnosis, current → future architecture), a second meeting (live build in Notion + value narrative), and through the full cycle to adoption hand-off - Contribute to and participate in the regional operating cadence: weekly pipeline reviews, deal support sessions, call reviews against the motion quality rubric, and forecast calls with senior leadership - Hire, onboard, and certify new SCs to the GTM builder motion—driving readiness from ramp through consistent execution, and managing performance with clarity when expectations aren't met - Partner with the regional BDR manager on pipeline strategy, outbound targeting, and qualification standards to ensure the team's book of business is healthy and growing - Partner with Outcomes leadership on adoption hand-offs, at-risk account management, and renewal strategy—owning the overall commercial arc for the region while collaborating on the execution that follows close - Represent your team or region in leadership forums with clear signal on what's working, what needs investment, and where execution is breaking down Skills You'll Need to Bring: - Track record as a quota-carrying B2B seller with direct experience in workflow design, live demos, or technical sales—you can coach the builder motion because you've run it yourself - Frontline sales management experience: built an operating cadence, ran performance management, and developed talent from onboarding through consistent overperformance - Strong coaching orientation: you can watch a demo or deal review and identify specifically what to change—not just whether the outcome was good, but why, and what the rep should do differently next time - Commercial instincts at the team level: able to read pipeline health, identify risk early, and drive urgency across a team without micromanaging individual deals - You don't need to be an AI expert, but you have a strong interest in the evolving AI landscape, stay closely attuned to industry trends and developments, and are curious and willing to adopt AI tools to work smarter and deliver better results. - Native or bilingual level fluency Japanese and business-level English proficiency across speaking, listening, and reading, including the ability to support team members with global communication Nice to Haves: - Experience selling or managing in a consumption or usage-based business where adoption signals matter as much as closed ARR - Track record building high-performing regional teams from an early stage: hiring to profile, structured onboarding, certification, and performance management - Experience in a shared account ownership model—able to navigate the SC/CSA hand-offs and hold the commercial arc across the full customer lifecycle A Note on AI You don’t need deep AI expertise for every role, but we do expect every Notino to be intellectually curious, drawn to tinkering and discovery, and excited to use AI as a real collaborator in their work. For some roles, AI fluency is a core requirement — when that

8+ years of full cycle sales experience at a fast growing software, SaaS, or AI company, with demonstrated success in enterprise selling. 3+ years sales management or team leader experience, with a proven track record of building, coaching, and scaling high-performing sales teams. Deep understanding of PLG and SLG sales motions, with successful experience in combining bottom-up Land and Expand approaches with top-down enterprise strategies. Proven track record in the Enterprise segment (3,000+ employee companies), with ability to articulate customer case studies based on experience in collaboration, productivity, and knowledge management domains. Strong account planning and executive engagement skills, with experience navigating complex organizational structures and building champion networks within large Japanese enterprises. Passion for coaching and rep development, specifically around building compelling business cases, discovery, executive engagement, and cross-functional collaboration. Demonstrated ability to lead teams to exceed quotas consistently, with strong pipeline generation and forecasting discipline. Experience working in ambiguous, fast-paced environments where product capabilities and go-to-market motions are still evolving. Strong cross-functional leadership, building relationships across Sales, Customer Success, Partner sales, Inside sales, Solutions Engineering, Marketing, Operations, and Product teams. Data-driven decision maker with strong analytical skills to build thoughtful strategies and adapt based on market feedback. Exceptional communication and presentation skills, with the ability to engage effectively at the executive level.

Team Leadership & Development: Recruit, coach, and develop a high-performing team of Enterprise Account Executives, managing daily operations, setting clear performance expectations, and fostering a culture where AEs can do the best work of their career. Drive team capability building across strategic account planning, discovery, executive engagement, cross-functional orchestration, and deal execution to consistently exceed quotas. Revenue Performance & Strategic Execution: Own revenue outcomes for your team's territory, including revenue generation, retention, accurate forecasting, and pipeline generation to achieve ambitious growth targets. Execute strategic account plans for Japan's largest enterprise customers (3,000+ employees), working closely with Partner Sales to navigate complex organizational structures and drive expansions. Engage directly with C-level executives from target accounts to build relationships, understand business outcomes, and position Notion as a strategic platform. Sales Execution & Process Implementation: Execute Japan's enterprise sales strategy in collaboration with APAC and global leaders, translating strategic direction into tactical plans and consistent team execution. Implement and refine sales processes for land and expand motions specific to the Japanese enterprise market, ensuring your team follows best practices in account planning, qualification, and deal execution. Partner with cross-functional leaders to drive sales motion, leverage playbooks, and ensure seamless customer experiences.