About the Opportunity
One of our clients is looking for a Head of Business Development – Japan to lead the next stage of its commercial growth.
This is a unique opportunity to join a profitable, founder-led international media and commerce company that has built a strong reputation helping major Japanese brands connect with travelers from Hong Kong and Taiwan. After nearly ten years of steady growth, the company is entering a new phase focused on expanding its merchant network, affiliate commerce business and future AI-powered booking solutions.
The successful candidate will become the company’s commercial leader in Japan, working directly with the Founder & CEO to accelerate business growth, strengthen client relationships, develop the local team and gradually take ownership of the Japan operation. This role offers a clear path to becoming the General Manager / Head of Japan as the business continues to scale.
- Native-level Japanese is mandatory to successfully negotiate, present proposals, and build relationships with Japanese clients and business partners.
- Business-level English is mandatory to communicate directly with the Founder & CEO and collaborate effectively with the international team.
Our client operates one of the leading media platforms targeting Chinese-speaking travelers visiting Japan, reaching millions of users every month through digital media, social platforms, affiliate marketing and merchant partnerships.
The business is already profitable and partners with many of Japan’s best-known brands, retailers, tourism organizations and global companies. Its next growth stage focuses on expanding its merchant platform while introducing AI-powered reservation and commerce solutions. Despite its lean organization, the company already works with major enterprises and has established itself as a trusted partner within Japan’s inbound tourism ecosystem.
The Role
This is far more than a traditional Business Development leadership position.
The successful candidate will become the commercial face of the company in Japan, combining business development, strategic partnerships, commercial leadership and team management.
Working directly with the Founder & CEO, you will gradually take ownership of the Japan operation by building strategic relationships with merchants and enterprise clients, expanding revenue opportunities, strengthening the local organization and helping position the business for its next stage of growth.
Success in this position will require a hands-on leader who enjoys building relationships, opening doors to senior decision-makers, leading a small international team and driving measurable commercial results.
Key Responsibilities
- Drive new business development across Japan.
- Identify, approach and onboard new merchants and strategic partners.
- Build long-term relationships with senior decision-makers at major Japanese enterprises.
- Expand partnerships with retailers, hospitality companies, tourism organizations, media companies and platform businesses.
- Develop direct client relationships while strengthening existing agency partnerships.
- Represent the company at industry events, conferences and networking opportunities.
- Prepare commercial proposals, presentations and partnership agreements.
- Lead, coach and develop the Japan-based team.
- Define commercial priorities, KPIs and execution plans.
- Improve internal processes and help build a scalable commercial organization.
- Act as the bridge between the Japan office and the Hong Kong headquarters.
- Work closely with the Founder & CEO on commercial strategy and market expansion.
Ideal Candidate
We are looking for a highly commercial leader who enjoys building businesses rather than simply managing existing operations.
You are likely coming from positions such as:
- Head of Business Development
- Commercial Director
- Partnerships Director
- Merchant Acquisition Lead
- Country Lead
- Senior Business Development Manager ready to take the next step into a broader leadership role
Candidates from digital media, advertising, affiliate marketing, platform businesses, travel technology, tourism, hospitality, reservation platforms, marketplaces or similar B2B industries are particularly attractive. However, candidates from other industries with exceptional business development and relationship-building experience will also be considered.
Why Join?
This is an opportunity to join a profitable company that has already established a strong presence in Japan’s inbound tourism market and is now entering an exciting new growth phase.
You will work directly with the Founder & CEO, lead the company’s commercial expansion in Japan, build strategic partnerships with major enterprises, develop and mentor the local team, and play a key role in transforming the business into a larger, more scalable organization.
For an ambitious commercial leader who enjoys building relationships, creating new business opportunities and making a visible impact, this role offers exceptional ownership, autonomy and long-term career growth.
Requirements
Required Qualifications
- Native-level Japanese.
- Business-level English.
- Business Development, Sales or Commercial experience in Japan with Japanese Companies.
- Proven track record of acquiring new enterprise clients.
- Strong ability to identify, access and build relationships with senior decision-makers.
- Experience leading, coaching or developing teams.
- Excellent communication, presentation and negotiation skills.
- Hands-on, entrepreneurial mindset with a strong sense of ownership.
- Comfortable working in a small, fast-growing international company.
Preferred Qualifications
- Experience in media, advertising, affiliate marketing or platform businesses.
- Merchant acquisition experience.
- Existing network within Japan’s advertising, retail, tourism or hospitality industries.
- Experience working across international organizations.
- Background in inbound tourism, travel technology or digital commerce.
- Experience scaling a business or building commercial organizations.
What Success Looks Like
Within the first 6–12 months, you will be expected to:
- Significantly increase the number of merchant partnerships.
- Build direct relationships with major enterprise clients.
- Strengthen and develop the Japan team.
- Improve commercial processes and execution.
- Help reduce the organization’s dependence on the Founder for day-to-day operations.
- Contribute to doubling company revenue while preparing the business for future expansion and investment.
Benefits
Compensation & Benefits
- Annual Base Salary: ¥10,000,000 JPY
- KPI-based Performance Bonus (target total compensation of approximately ¥13M–¥15M JPY)
- Full-time, Permanent Position
- Monday to Friday, 10:00 AM – 6:00 PM
- Office-based position in Tokyo
- Opportunity to help shape a future performance-based hybrid work model
- Full social insurance in accordance with Japanese labor regulations
- Paid annual leave and public holidays
- Direct reporting line to the Founder & CEO
- High level of autonomy and decision-making authority
- Opportunity to grow into General Manager / Head of Japan
- Work with an international team across Japan and Hong Kong
- Annual company offsite and team-building events
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