About ShipIn
ShipIn Systems is the world’s first FleetVision Platform, enabling ship-to-shore collaboration for global maritime fleets with AI-powered maritime CCTV and visual analytics. Our platform proactively alerts shipowners, managers, and seafarers to onboard events in real time, enhancing safety, security, and operational efficiency across fleets worldwide.
Position Description
We are looking for a proactive and results-driven Commercial Manager to own the full commercial cycle in Japan, from acquiring new logos to expanding and retaining existing accounts. In this role, you will be responsible for identifying and closing new opportunities in the Japanese maritime market, building trusted relationships with key decision-makers, and driving long-term customer value through upsell, cross-sell, adoption, and renewals.
The ideal candidate has a strong sales background, proven experience in key account management, and a track record of selling software into the maritime industry in Japan.
Key Responsibilities
New Logos
- Identify, target, and secure new logo opportunities within the Japanese maritime industry (shipowners, operators, fleet managers, and relevant stakeholders).
- Manage the full sales cycle including prospecting, qualification, discovery, demos, proposal building, negotiation, and closing.
- Conduct product demonstrations and consultations, aligning ShipIn’s platform capabilities with customer safety, compliance, and operational objectives.
- Build and maintain a healthy pipeline in CRM, ensuring accurate forecasting and consistent quota attainment.
- Stay up to date on industry trends, regulatory changes, and the competitive landscape in Japan to identify new opportunities.
Account Growth and Retention
- Serve as the primary point of contact for assigned customers in Japan, building long-term and trusted relationships.
- Develop a deep understanding of customer goals and challenges, positioning ShipIn as a strategic partner.
- Drive account growth through upsell and cross-sell opportunities across products, modules, and fleet expansion.
- Own contract negotiations and ensure timely renewals to maintain and grow recurring revenue.
Strategic Planning and Collaboration
- Work closely with Customer Success, Product, Marketing, and Operations teams to deliver tailored solutions and ensure customer outcomes.
- Build strategic account plans and report on pipeline, account performance, and growth opportunities.
- Collaborate with local partners and industry stakeholders to support market penetration and accelerate growth in Japan.
- Collaborate with our GTM team, who is based in Boston, Singapore, and Greece
Key Performance Indicators (KPIs)
- New ARR from New Logos
- Expansion Revenue (Upsell, Cross-sell, Fleet growth)
- Renewal Rate and Net Revenue Retention (NRR)
- Pipeline Coverage and Forecast Accuracy
Qualifications
- 7+ years of experience selling software to the maritime industry in Japan, and working with shipowners, operators, fleet managers, and relevant stakeholders.
- Strong background in Sales, Business Development, and Key Account Management within a B2B SaaS environment.
- Proven track record of meeting or exceeding revenue targets across new logos and expansion.
- Strong consultative selling skills and ability to manage complex stakeholder environments.
- Ability to communicate technical value clearly and confidently (AI, visual analytics, operational systems).
