Key Account Manager (Tokyo)

To build something exceptional, you need exceptional people. Formlabs is growing its Japan team and looking for a technically strong, enterprise-savvy sales professional to help our channel partners win their most complex, high-value opportunities.

Companies like Siemens, Adidas, Audi, and Toyota rely on Formlabs - and in Japan, we're seeing growing demand from automotive manufacturers, dental institutions, and medical device companies who need more than a transactional sale. They need a trusted expert who understands their application, speaks their language, and can guide them to the right solution.

If you thrive at the intersection of deep technical knowledge and enterprise relationship management, this role is for you.

The Job

• Act as the primary technical and commercial resource for channel partners pursuing large, complex, or strategic accounts in Japan
• Own and manage a portfolio of key enterprise accounts in close collaboration with channel partners - supporting deals from qualification through to close
• Conduct in-depth technical discovery with end customers to understand their applications and recommend the right Formlabs 3D printer, materials, and software solutions
• Deliver compelling product demonstrations and application-specific presentations to senior stakeholders at enterprise and institutional customers
• Build and maintain direct relationships with key end customers, ensuring long-term satisfaction, expansion, and retention alongside the partner
• Work with channel partners to develop account plans and strategies for priority targets across manufacturing, dental, and medical sectors
• Provide structured feedback to the broader Formlabs team on competitive dynamics and customer needs in the Japanese market
• Collaborate with the Japan marketing and APAC leadership teams to align enterprise sales activity with regional go-to-market priorities

You

• 2+ years of B2B technical sales or sales engineering experience, ideally with complex hardware or capital equipment
• Proven track record of engaging and closing enterprise or institutional accounts, either directly or through channel partners
• Strong technical acumen - comfortable conducting application consultations, live demonstrations, and ROI discussions with engineers and procurement teams
• Native Japanese speaker with business-level English
• Experience working in or alongside a channel sales model
• Highly organised with strong pipeline management discipline
• Comfortable operating independently in a market where Formlabs is still building brand awareness
• Willing and able to travel regularly across Japan to visit customers and partners

Bonus Skills

• Background in manufacturing, dental, medical, or automotive industries
• Experience with 3D printing, additive manufacturing, or adjacent hardware technologies
• Familiarity with Salesforce or similar CRM platforms
• Experience in a high-growth technology or startup environment
• Passion for emerging technologies and their industrial applications

Benefits

• Competitive salary and equity in a unicorn-stage company
• Annual health screening
• Hybrid work environment
• Professional development support - in-house and external
• Unlimited 3D prints
• Regular team events

We build amazing things. Come join us!

Even if you don't check every box, but see yourself contributing, please apply. Help us build an inclusive community that will change the face of 3D printing. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

To all recruitment agencies: Formlabs does not accept agency resumes. Please do not forward resumes to our jobs alias, Formlabs employees or any other company location. Formlabs is not responsible for any fees related to unsolicited resumes. Unsolicited resumes received will be considered our property and will be processed accordingly.

Compensation

We are all owners of Formlabs and direct beneficiaries of our success. We believe that equity is a critical component of compensation at Formlabs, and we want our newest team members to understand the potential value of their equity compensation. Full time employees receive equity, in the form of RSUs. Your financial investment will grow with us in accordance to your impact.

At Formlabs, base pay is one part of our total compensation package and is determined within a range. Your base pay will depend on your skills, qualifications, experience, location and expected impact on the organization.

The Annual Base Pay Range For This Role Is

¥1—¥1 JPY