Associate Director, Sales

About the role 
We're looking for a Sales professional to join our Tokyo office and take commercial ownership of our Japanese market and client base. You'll manage an existing book of business while also identifying and winning new client accounts. 
 
This role requires someone who can operate independently in a regional market while staying closely connected to our global teams. You'll work in English internally and in Japanese with clients, so you need to be strong in both. 

What you'll do 

• Manage and grow a portfolio of existing Japanese client accounts, acting as the main commercial contact for senior stakeholders. 
• Win new client accounts through structured business development and disciplined pipeline management. 
• Build and execute account plans that tie back to client objectives and EquiLend's wider commercial strategy. 
• Identify cross-sell and upsell opportunities across our full product suite. 
• Run the full sales cycle from qualification and positioning through to negotiation, close, and handover. 
• Lead client business reviews with clear outcomes, follow-ups, and alignment with product and service delivery teams. 
• Act as the escalation point for commercial and relationship issues within your accounts. 
• Feed market insight and client feedback back into product, technology, and leadership teams to support regional priorities. 
• Represent EquiLend at industry events and market discussions as required. 
• Contribute to regional forecasting and performance reporting with accuracy and transparency. 

What we're looking for 

• 10+ years in sales, account management, or commercial roles within capital markets or securities finance. 
• A track record of both managing existing client relationships and winning new business. 
• Native or fluent Japanese, with the ability to build trusted relationships with domestic clients. 
• Strong professional English, written and spoken. You'll use English daily for internal reporting, global collaboration, and contract discussions. 
• Experience working across global offices and comfort operating in a multi-region business. 
• The commercial judgement to negotiate and close high-value, multi-year agreements. 
• Ability to develop and deliver strategic account plans across complex, multi-product sales cycles. 
• Strong stakeholder management skills, particularly the ability to influence senior decision-makers. 
• Confidence using CRM platforms and sales tools with consistent data discipline. 
• A structured, clear communication style suited to senior audiences. 
• Comfortable working with a high degree of independence and accountability. 

Why EquiLend? 

• Work flexibly with up to 100 remote working days per year. 
• Take time to recharge with annual vacation entitlement that increases with career level, in addition to public holidays. 
• Be recognised for your contribution through a discretionary annual cash bonus, linked to individual and company performance. 
• Access statutory social insurance, including pension, health insurance, and unemployment insurance.