Associate Business Director - Sales - Tokyo

Who We Are

DV is the leader in digital performance solutions, helping our advertiser and agency partners Verify the quality of their digital campaigns, Optimise to improve performance and Prove that they're achieving their business outcomes, through unbiased 3rd party data and analytics. DV's mission is to be the definitive source of transparency and data-driven insights into the quality and effectiveness of digital advertising for the world's largest brands, agencies, publishers, and digital ad platforms. Since 2008, DV has helped hundreds of Fortune 500 companies gain the most from their media spend by delivering best-in-class solutions across the digital advertising ecosystem, helping to build a better industry. Learn more at .

The Role

We are looking for an Associate Business Director based in Tokyo to support new business acquisition and existing account development across the Japan market. This role sits within our sales organisation, working towards quarterly targets with guidance and mentorship from senior team members.

This role combines developing product expertise across DV's full solution suite with hands-on sales support, client engagement, and operational execution. You will work closely with senior Business Directors to learn the full sales cycle — from prospecting and deal management through testing and closing — while independently managing transactional activities and mid-market client relationships. A key part of this role is building foundational knowledge of DV's integrated value proposition and developing the skills to champion it with clients, agencies, and internal stakeholders.

What You'll Do

Business Development

• Support prospecting, identification, and closing of new business with advertisers and agencies in Japan
• Lead renewal and upsell negotiations for existing clients in partnership with Account Management teams
• Meet personal quarterly/annual revenue sales targets
• Shadow and support senior Business Directors during the testing and closing processes
• Co-plan negotiations and sales tactics with senior Business Directors

Product Knowledge & Sales Enablement

• Apply knowledge of DV products to clearly articulate value to target prospects and existing clients
• Craft effective follow-up communications highlighting DV product features and value
• Develop understanding of the digital media ecosystem, including DSPs, ad servers, agencies, advertisers, and social platform advertising
• Sell DV solutions using pre-negotiated contracts and rates
• Assist with content requests for tutorial guides, videos, and Sales Stories for the Japanese market

Client Engagement

• Conduct research on brands and agencies ahead of meetings
• Successfully handle light client objections with guidance from senior team members
• Build network and relationships with junior-to-mid level stakeholders at agencies and advertisers
• Conduct basic mapping of account stakeholders and their needs

Testing & Process

• Shadow and support senior sellers during the testing process to learn DV's test design, onboarding, and activation workflows
• Follow existing process guidelines for testing and deal management
• Manage all DV CRM required processes (Salesforce)

Market Intelligence

• Develop knowledge of media maths, ad verification, and how these fit into the broader ecosystem
• Apply basic performance and brand metrics for campaign measurement
• Stay current on DV product updates and share learnings with the team

Team Development

• Serve as sales buddy for new hires joining the Japan team
• Assist with content requests for tutorial guides, videos, and Sales Stories

Who You Are

Minimum Qualifications

• 2+ years of experience in ad tech, digital advertising, media sales, or a related field (solutions consulting, pre-sales, or technical account management also considered)
• Understanding of the digital advertising ecosystem, including DSPs, ad servers, programmatic advertising, and social platform advertising
• Demonstrated solution-oriented approach with the ability to identify client business objectives and translate them into compelling value propositions
• Experience handling client objections and managing deals through the sales cycle
• Skilled at building and maintaining a sales pipeline to fuel business growth
• Strong presentation and communication skills with the ability to convey complex concepts clearly
• Team player mindset with proven experience working collaboratively with internal teams to drive business growth
• Strong written and verbal communication skills in both Japanese (native-level) and English (business-level) is a must.
• Available to work from the Tokyo office a minimum of 3 days per week

Preferred Qualifications

• Knowledge of Japan's advertising market, including major agencies and the advertiser landscape
• Experience working with advertisers and agencies across a range of deal sizes and stakeholder complexity
• Experience launching product tests, managing pilots, and translating results into client value stories
• Hands-on experience in digital ad operations or campaign optimization, with a solid understanding of campaign performance metrics
• Comfort working with global teams across time zones

The successful candidate’s starting salary will be determined based on a number of non-discriminating factors, including qualifications for the role, level, skills, experience, location, and balancing internal equity relative to peers at DV. This role will also be eligible for bonus/commission (as applicable), equity, and benefits.

Not-so-fun fact: Research shows that while men apply to jobs when they meet an average of 60% of job criteria, women and other marginalized groups tend to only apply when they check every box. So if you think you have what it takes but you’re not sure that you check every box, apply anyway!