Kaori Saito

• Responsible for Sales Development(SDR/BDR)in Japan and APAC
• Over 90% of appointments are generated through pure outbound activities. The remaining 10% come from inquiries via the web or leads from events (approximately 1-2 times per year).
• Achieve monthly appointments with Directors and Executive-level individuals in Enterprise companies through outbound efforts.
• Serve as the sole BDR/SDR for the global region, focusing on Japan and APAC markets.
• Consistently generate a pipeline of 2-3 million USD per quarter from appointments.
• Consistent track record of meeting all individual targets since joining the company.

Achievement

• Consistently generate a pipeline of 2-3 million USD per quarter from my outbound appointments.
• FY22 AWARD Global No1 SDR/BDR(As of Jan 2023)
• Get No1 performance rank in global Sales Development team(As of June,2022)
• Get No1 performance rank in global SDR team for password less playbook champaign(As of June,2022)
• Since joining the company, I have consistently achieved the Key Performance Indicator (KPI) for the number of meetings booked each month.

• As a Playing Manager, I managed the SDR team in Japan, overseeing a maximum of 2 team members.
• Hiring manager for the SDR team in Japan.
• Conducted outreach to marketing leads via calls or emails, facilitating new bookings with Field Sales.
• SDR team focused on acquiring new logos and upselling to existing customers(Marketplace Subscription Users ).
• Qualified partner deal registrations and collaborated closely with Sales and Partner teams.
• Reported directly to the Japan Marketing Director/Singapore Sales Development director.
• Trained new hires and supported teammates to achieve targets.
• Led hiring efforts for the Japan SDR Team and managed performance improvement plans as needed.
• Conducted 40 to 50 prospect calls per day, assessing interest levels based on BANT criteria.
• Reached out to Executive customers via calls and emails, arranging meetings with Inside or Field Sales.
• Nurtured leads to identify interest levels and collaborated with Marketing and Sales teams to develop action plans for quality leads.
• Shared insights with the global marketing team to enhance lead generation efficiency.
• Established and optimized team operations, including handover processes with Sales and Marketing teams.
• Supported partner prospect leads and facilitated meetings with partner teams as needed.

Achievement

• Achieved No.1 performance rank in the global SDR team (as of April 2021), with over 200 SDR members globally.
• Received the 'Action to Reward 2021' award and achieved 200% KPI in Q2, 175% KPI in Q3, and 202% KPI in Q4.
• Recognized as the top player in APAC SDR team and Japan region for pipeline amount score.
• Achieved an 85% conversion rate from MQL to opportunity in FY20.
• Since joining the company, I have consistently achieved the Key Performance Indicator (KPI) for the number of meetings booked each month.

• Reached out to marketing leads via calls or emails and facilitated new bookings with Inside/Field sales.
• Focused on acquiring New Logo at Automation Anywhere.
• SDR operated independently of specific pods or industries.
• Collaborated closely with the Sales and Marketing team.
• Reported directly to the Shanghai Sales Development Director.
• Conducted 40 to 50 prospect calls per day, assessing their situation and interest level based on BANT criteria.
• Approached C-level customers via calls and emails, arranging meetings with Inside or Field Sales.
• Nurtured leads to identify interest levels and collaborated with Marketing and Sales teams to develop action plans for quality leads.
• Facilitated meetings with the global marketing team to share insights on Japan's situation and trends for more efficient lead generation.
• Led a project to implement and localize the use of 'Sales Loft' in Japan.
• Planned marketing campaigns in collaboration with the Marketing team.
• Supported partner prospect leads and arranged meetings with partner teams as needed.

Achievement

• Achieved a 100% success rate for KPI in FY20 (176% average achievement), with FY21 starting from Feb 2020.
• Recognized as the top player in Japan for pipeline amount score.
• Achieved a conversion rate of 78% from MQL to opportunity in FY20.

• Managed all webcast events in Japan, collaborating with the sales, marketing, finance teams, and vendors to ensure success.
• Involved in the sales phase, developing webcast event plans, and coordinating events within customer budgets with the sales team.
• Served as the point of contact from the sale until the end of the project, communicating with end customers.
• Reported to the Singapore and Japan directors.
• Led and managed all webcast events in Japan, coordinating communication across various organizational levels from pre to post-production.
• Participated in the production of live webcasts, ensuring the quality of the final product.
• Followed precise checklists, including setting up equipment, providing technical support, conducting technical reviews and training, and managing live video webcasts.
• Recorded, edited, tested, and archived all webcast productions.
• Took initiative to improve internal operations and processes.
• Pre-booked events and assigned vendors based on customer requirements.
• Created webcast content from a marketing perspective and delivered presentations with the sales team when necessary.
• Conducted webcast system checks and raised tickets for system issues.
• Managed vendors, including quality checks, price negotiation, and relationship management.
• Provided internal and external webcast training.
• Supported internal business update streaming events to other countries.
• Worked with global teams to enhance skills.

Achievement

• Achieved a 100% success rate for 2018 with 60 webcast events and increased event counts from 10 to 60 over 3 years.

• Provided on-site support as an internal IT helpdesk member for BMG and Hitachi as a starting member.
• Developed operational processes and provided support as a solo team member.
• Handled call and email inquiries, providing support for both English and Japanese speakers.
• Created escalation tickets when necessary to ensure timely resolution of issues.
• Conducted IT security training for new joiners at BMW.
• Participated in IT projects such as email domain migration and PC replacement.
• Held weekly open issue meetings with customers to address any ongoing concerns.