Sales Operations Specialist

Coupang · Tokyo

Apply on the company website

Company Description

CP One Japan provides the “Rocket Now” food delivery service in Japan, leveraging Coupang’s technological capabilities and innovative logistics solutions to offer fast, reliable, and customer‑focused food delivery services to consumers in Japan. CP One Japan LLC is a wholly owned subsidiary of Coupang, Inc. (NYSE: CPNG). Coupang, Inc. is a Fortune 150 company listed on the New York Stock Exchange and is known as a leading technology company.

Role Overview

The Sales Operations Manager for Enterprise Sales plays a core role in building and running the operational infrastructure behind Rocket Now’s B2B growth engine. This is a highly analytical, process-oriented position designed to optimize sales effectiveness, streamline deal execution, and drive predictability across the entire B2B sales funnel.

You will be responsible for the end-to-end sales ops architecture: managing sales forecasting, pipeline hygiene, territory alignment, and quota attainment. Rather than building external client presentations, you will focus internally—equipping sales leaders and account executives with the frameworks, dashboards, and automated tools needed to maximize seller productivity, reduce sales friction, and hit target metrics.

Key Responsibilities

1. Sales Strategy, Account Allocation & Pipeline Management

• Account Allocation & Coverage Planning: Analyze total addressable market (TAM) data and store penetration to build optimal, balanced account allocation frameworks and rep assignment models.
• Pipeline Governance: Own pipeline hygiene, deal-stage definitions, and sales cadence, ensuring clean data and accurate funnel tracking across all Enterprise sales reps.
• Sales Velocity: Identify operational bottlenecks in the sales process to reduce time-to-close and improve conversion rates across stages.

2. Performance Management, Quota & Forecasting

• Target Setting & Quota Tracking: Partner with sales leadership to design, model, and deploy quota structures, target attainment tracking, and incentive/commission frameworks.
• Forecasting & Revenue Predictability: Build and manage predictable revenue forecasting models to give executive leadership visibility into projected deal closures and target achievements.
• Sales Rep Productivity: Track seller performance metrics (activity rates, deal sizes, cycle times) to identify top-performing behaviors and isolate areas for coaching or operational support.

3. Reporting, BI & Sales Tooling Automation

• Executive Dashboards: Design, build, and maintain automated dashboards tracking key sales KPIs (e.g., acquisition, store coverage, martech adoption) for presentation to senior leadership.
• Process Automation: Identify repetitive manual tasks in the sales workflow and build scalable, repeatable solutions using G-Suite, Microsoft Office, and internal tools.
• SQL-Driven Analysis: Independently query large data sets to evaluate sales funnel metrics, deal unit economics, and sales capacity planning hypotheses.

4. Cross-Functional Operations & Alignment

• Operations Hand-off: Partner closely with Merchant Operations, Finance, and Legal to ensure seamless hand-offs post-contract signature (e.g., contract execution, commission updates via BTS, onboarding alignment).
• Strategic Partner to Leadership: Act as the strategic thought partner to Enterprise Sales Directors, providing analytical rigor and data-backed recommendations during planning cycles.

Qualifications

Required

• Sales Operations Experience: Proven background in Sales Operations, Revenue Operations, Business Operations, or Strategy & Analytics supporting B2B sales organizations.
• Technical Skillset: Strong proficiency in SQL is mandatory (ability to query databases, aggregate data, and build data models without relying on pre-built reports).
• Advanced Analytics & Visualization: Advanced proficiency in Spreadsheets (Excel/Google Sheets) for complex modeling. Experience building dashboards in BI tools (e.g., Looker, Tableau) or CRM reporting environments.
• Metric & Incentive Design: Demonstrated experience with sales funnel analytics, quota setting, territory mapping, and sales forecasting methodologies.
• Language: Business-level English.

Preferred

• Experience in fast-paced B2B marketplaces, e-commerce, or food delivery platforms.
• Experience managing CRM platforms, sales pipeline tools, or automated workflow integrations.
• Proven track record of improving sales rep productivity through process design and operational rigor.

What Success Looks Like

• Predictable Forecasting: Sales leadership has accurate, real-time visibility into pipeline health, revenue projections, and target attainment.
• Seller Productivity: Sales reps spend less time on administrative friction and more time closing high-value deals due to streamlined tools and clear territory models.
• Data Integrity: The Enterprise Sales team operates on a single, standardized source of truth for all sales performance data.
• Operational Alignment: Seamless hand-off processes between Enterprise Sales, Merchant Operations, and Finance.

Recruitment Process  

• Application Review - Phone Interview - Onsite (or Virtual Onsite) Interview – Offer
• The exact nature of the recruitment process may vary according to the specific job and may be changed due to scheduling or other circumstances.
• Interview schedules and the results will be informed to the applicant via the e-mail address submitted at the application stage. 

Working Conditions 

• Employment Type
• Probationary Period
• Duration of contract (if applicable)
• Other details will be provided separately 

Details to Consider 

• This job posting may be closed prior to the stated end date for application if all openings are filled.
• Coupang has the right to rescind an offer of employment if a candidate is found to have submitted false information as part of the application process.
• Those eligible for employment protection (recipients of veteran’s benefits, the disabled, etc.) may receive preferential treatment for employment in accordance with applicable laws.
• Job titles and responsibilities may be subject to change depending on the candidate’s overall experience and/or the necessity of business, etc. at the time of joining Coupang and/or after joining Coupang. The job title/duties and responsibilities after such change shall not be subject to any special restriction. The job titles and responsibilities at the time of joining Coupang will be communicated to the candidate at the appropriate time before the offer.
• Details will be provided separately after receiving your application by email and/or during the job interview. 

Equal Opportunities (Drafter: Need to select corresponding company name based on company hiring)

{{CP One Japan/Rocket Now}} is an Equal Opportunity Employer committed to fair and inclusive hiring practices in accordance with Japanese labor laws. We welcome applications from all qualified individuals and ensure that employment decisions are made without discrimination based on unreasonable grounds, including the following grounds:

• Labor Union Membership: Employment is not conditioned on membership or non-membership in any labor union. We respect the rights of individuals to freely associate, as protected under the Labor Union Act.
• Gender: We do not discriminate based on sex or gender in recruitment, hiring, etc., in compliance with the Act on Equal Opportunity and Treatment between Men and Women in Employment.
• Age: We do not set age limits or discriminate based on age in our hiring processes, except where legally justified under the Act on Comprehensively Advancing Labor Measures, and Stabilizing the Employment of Workers, and Enriching Workers' Vocational Lives.
• Disability: We provide equal opportunities to individuals with disabilities and offer reasonable accommodations as required under the Act on the Facilitate the Employment of Persons with Disabilities.
• Fair Hiring Process: We conduct a fair hiring process that respects the fundamental human rights of all employees. We do not discriminate based on race, nationality, ideology, religion, etc. during the recruitment or hiring process.

We are committed to fostering a respectful, inclusive, and diverse workplace where all individuals can thrive. Selection for employment is based solely on individual merit, qualifications, and business needs. The personal information you provide when applying will be collected and managed by Coupang in accordance with the following privacy https://www.coupang.jobs/jp/privacy-policy/ 

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