Career Journey
With approximately 15 years of experience in sales in the telecommunications industry, Sawai has built a career centered on understanding customers and building lasting relationships. Through rigorous training and hands-on experience, he developed the ability to earn customers' trust and uncover challenges they may not yet have fully recognized themselves.
In this interview, we explore the values and beliefs that have shaped Sawai's approach to work, the lessons he has gained throughout his career, and his passion for taking on new challenges at Yodo Labs.
From Selling Products to Delivering Value: A New Challenge Built on 15 Years of Sales Experience
Q. Why did you decide to join Yodo Labs?
A. During my previous career, I spent approximately 15 years in corporate sales in the telecommunications industry. Over time, I developed a strong desire to deliver products and services developed by my own company with genuine confidence. I also wanted to do work that would make a meaningful contribution to society. That was when I came across Yodo Labs. I was drawn to the company's mission of addressing challenges faced by Japanese industries through innovative AI technologies. The opportunity to create new value ourselves and deliver it directly to the customers who need it was particularly appealing to me. I felt that Yodo Labs offered an environment where I could apply the sales experience I had gained over the years while taking on entirely new challenges. That was what ultimately led me to join the company.
Q. What do you value most in your work?
A. The most important thing for me is listening to customers rather than focusing on what I want to say. Sometimes, customers face challenges that they themselves have not yet been able to clearly identify or put into words. That is why I always try to begin by carefully understanding their work, the difficulties they face, and what they ultimately hope to achieve. Through conversation, I gradually uncover those underlying needs and think about what solutions would genuinely benefit them. No matter how advanced a technology or service may be, it cannot create meaningful value unless it reaches the people who truly need it. I believe that connecting customers with technology and turning that connection into practical solutions is one of the most important responsibilities of a business development professional.
Q. Was there an experience that had a significant influence on who you are today?
A. Meeting one of my closest friends during my student years was a major turning point in my life. I was actually quite shy growing up. I wasn't particularly comfortable speaking in front of others or approaching people on my own. My friend, on the other hand, was the complete opposite. He was outgoing, proactive, and always willing to try something new. One day, he encouraged me to learn the guitar and perform live on the street near a train station. At first, I was incredibly embarrassed to sing in front of strangers. It took a lot of courage just to stand there and perform. But with my friend's encouragement, I decided to give it a try. Little by little, I became more comfortable performing in public. Eventually, we continued those street performances for about two or three years. Looking back, I'm amazed by how much that experience changed me. It taught me the importance of trying something before deciding that I couldn't do it. Today, approaching people I've never met or stepping into unfamiliar environments feels natural to me as a sales professional. But when I think about where that confidence came from, I believe it all goes back to those experiences.
Building Trust from Zero and Connecting Technology with Society
Q. What have you been working on since joining Yodo Labs?
A. My main focus has been increasing awareness of Yodo Labs and creating opportunities to connect with more people and businesses. I actively participate in exhibitions, seminars, business networking events, and other gatherings where I can meet people from different industries. I regularly visit organizations and innovation hubs such as the Osaka Chamber of Commerce and Industry and JAM BASE, because I believe there is tremendous value in having direct conversations with people. When I first started, I had very few connections in these networks. However, as I continued attending events, people gradually began to recognize me. Those relationships have led to introductions to new contacts, invitations to speaking opportunities, and other unexpected possibilities. It's rewarding to see how each conversation and connection gradually opens the door to something new.
Q. What has been particularly memorable since joining the company?
A. One of the most memorable experiences has been participating in exhibitions. Initially, I thought it would be a good result if I could speak with around 10 to 20 people in a single day. However, during one two-day exhibition, we ended up connecting with more than 100 people. I was genuinely happy to see so many people showing interest in Yodo Labs' technologies and business. Another exciting aspect of working at Yodo Labs is seeing how ideas that emerge from conversations with customers can quickly turn into actual demonstrations and proposals through discussions with our engineers. Discovering new possibilities from scratch and watching them gradually take shape is one of the most fulfilling parts of my work.
Working Alongside Highly Skilled and Supportive Colleagues
Q. What do you admire most about the people you work with?
A. Of course, everyone has an impressive level of expertise, but what I admire just as much is their character. Our CEO, Osawa, has extensive experience in launching new businesses and business development. There is so much I learn from him every day, particularly about how he approaches management, makes decisions, and thinks as a business leader. Our CTO, Pan, and the rest of the engineering team also possess exceptional technical expertise and capabilities. I'm still learning about AI and engineering myself, but whenever there's something I don't understand, they always take the time to explain it carefully. I think being able to communicate highly technical concepts in a way that matches another person's level of understanding is an incredible skill in itself.
Q. Was there anything that surprised you after joining Yodo Labs?
A. Before joining, I imagined that working alongside so many highly talented people might mean a somewhat intense or formal workplace atmosphere. But once I joined, I discovered that the environment was actually very relaxed and welcoming. It's a place where people can comfortably ask questions, exchange ideas, and seek advice. Although everyone brings a high level of expertise and extensive experience, there is a genuine culture of mutual respect, regardless of position or role. Whenever I have a question, I feel comfortable asking, and people are always open to listening to new ideas and suggestions.
A Business Development Professional's Vision: Connecting the Voices of Industry with Technology
Q. What would you like to achieve at Yodo Labs in the future?
A. My immediate goal is to introduce Yodo Labs' technologies and services to more people and help customers solve the challenges they face. In Japan, industries such as manufacturing, logistics, and facility management are experiencing increasingly serious labor shortages. As the workforce continues to shrink, I believe it will become even more important for companies to maintain and improve both safety and the quality of their operations with limited human resources. I see tremendous potential for Yodo Labs' technologies to make a meaningful difference in these environments. Rather than simply encouraging customers to adopt new technologies, I want to deliver solutions that provide genuine value—solutions that make customers say, "I'm glad we introduced this," or "Our work has become easier." Since joining Yodo Labs, I've also discovered how exciting it is to build a new business from the ground up. Identifying challenges through conversations with customers, exchanging ideas with colleagues, and transforming those ideas into real solutions through technology—there is enormous potential in that process. Looking ahead, I hope to continue applying the sales experience I've developed over the years while actively taking on new challenges in business development and new projects.
