Japan Regulatory Compliance & Money Laundering Reporting Officer (RC & MLRO)

Stripe is seeking a highly experienced and strategic Regulatory Compliance & Money Laundering Reporting Officer (RC & MLRO) to lead our regulatory compliance and financial crimes program in Japan. This role sits within the Affiliates pillar of the Financial Crime, Compliance & Risk Oversight (FinCRO) organization, and you will be reporting to the APAC Affiliates Lead. 

You will be the named RC & MLRO of Stripe Japan and will lead/assist in the registration of Stripe Japan as a Funds Transfer Business Operator (FTBO) with the Kanto Local Finance Bureau (KBF), under the oversight of the Japan Financial Services Agency (JFSA). In your role as the RC & MLRO, you will be the principal decision-maker and strategic lead on regulatory compliance and  financial crime risk management decisions, serving a critical role in ensuring Stripe’s continued safe growth and success in Japan.  You will also be the public face of FinCRO in Japan. The ideal candidate must have deep subject matter expertise and a proven track record building and evolving tech-forward regulatory compliance and financial crime programs (collectively, compliance programs). 

Key Responsibilities

• Strategic Leadership: Develop and implement a robust and effective compliance strategy for Japan, aligning with global FinCRO objectives and business goals, leveraging AI, data science and automation wherever possible. Provide regular reporting and updates to the Stripe Japan’s Board of Directors  regarding the health and effectiveness of the compliance programs.
• Regulatory Compliance and Financial Crimes Programs Oversight: Act as the RC & MLRO, owning and enhancing Stripe Japan's compliance programs, in particular, ensuring the financial crime program is designed to efficiently and effectively prevent, detect, and report money laundering, terrorist financing, and other financial crimes.
• Regulatory Management: Proactively engage with local regulators to shape the future of fintech oversight, advocating for tech-enabled compliance solutions. Serve as the primary point of contact for regulators and an ambassador for Stripe in Japan. 
• External influence: Act as a thought leader in the payments industry, representing Stripe in external forums and groups to help modernize regulatory expectations for the fintech era. 
• Partner and Relationship Management: Build and maintain trust and strong, collaborative relationships with key financial partners, including banks, payment networks, and other third-party providers. Educate partners on Stripe’s compliance programs and controls, and serve as the senior point of contact for escalations.
• Advisory and Consultation: Exercise oversight to ensure Stripe’s program and controls are fit for purpose. Provide expert advice to key stakeholders on product development to foster compliance by design.

Qualifications

• Experience: 10+ years of experience in financial crime, with a significant focus on financial services, fintech, or payments, and deep contacts - and influence - across the industry 
• Regulatory Knowledge: Deep and current knowledge of financial crimes and other relevant financial services laws and regulations across Japan.
• Communication: Exceptional communication skills, with the ability to articulate complex regulatory concepts to both technical and non-technical audiences.
• Strategic Mindset: Ability to think strategically and translate complex regulatory requirements into creative and practical solutions.
• Problem-Solving: Strong analytical and problem-solving skills, with a data-driven approach to decision making
• Resilience: Define and iterate on Stripe Japan’s risk appetite, ensuring a defensible stance as Stripe explores new, high-growth verticals and opportunities
• Data proficiency: High data literacy, ability to work closely with data teams to identify emerging financial crime patterns and validate the effectiveness of detection models

• Certifications: CAMS (Certified Anti-Money Laundering Specialist) or other relevant professional certifications are a plus.

Nice to Have

• Experience working in a global, matrixed organization.
• Deep competence navigating the regulatory guardrails amidst a high-growth environment 

This position offers an exciting opportunity to lead innovative compliance programs in Japan.

See yourself at Twilio

Join the team as our next New Business Account Executive in Japan

About the job

This position is to play a key role as part of the growth strategy of Twilio Japan by winning new customers. You will be responsible for developing a strategy to acquire new customers for Twilio, collaborate with internal stakeholders, such as demand generation marketing, digital sales, partner managers and system engineers.  Our customers are often application owners, product managers, line of business executives, CxO’s, Head’s of invitation, omni channel and digital strategy partners. Customer industries and segments are also spread from retail, financial services, manufacturing, transportation, public sectors, independent software vendors,  system integrators and fast moving technology startups

Responsibilities

In this role, you’ll:

• Develop and implement a comprehensive territory plan, winning strategy for target accounts, execute and adjust plan and priorities to maximize results of winning new customers and its business.
• Collaborate with internal stakeholders, align shared goals and strategy and obtain support from them
• Forecast the business, including sales funnel management, systematic follow up and discipline by utilizing SFDC and its supplement tools as source of truth for business and its pipelines.
• Be an active spokesperson for Twilio Mission, Vision and Value, Corporate Story to our customers, potential customers, and any external partners who collaborate.

Qualifications 

Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

*Required:

• 5+ years of combined experience in high-touch sales experience.
• Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships.
• Demonstrated track record of growth of  business, growth strategy development and execution.
• Challenger mindset with appetite to acquire new business and customers
• Record of delivering market driven results, especially to scale and enterprise customers
• Business-level proficiency in English (both spoken and written) is preferred to effectively collaborate with internal stakeholders.

Desired:

• Deep experience working with telecom companies, including SMS aggregators, carriers, or global communications platforms
• Software, SaaS, CPaaS or CCaaS experience
• Cloud Technology Sales - IaaS/PaaS, virtualization, security
• Experience working with/at System Integrators, Resell and Value-Added resellers to drive large and broad customer coverage with external partner organizations

Location

 This role will be remote, and based in Japan

Travel 

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 25% travel is anticipated to help you connect in-person in a meaningful way. 

What We Offer

Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

See yourself at Twilio

Join the team as Twilio’s next Principal Presales Engineer.

About the job

The Twilio Solutions Engineer is both highly technical and a skilled executive relationship builder. They are comfortable showing an engaging communications experience to a CEO or sketching out a flow on a whiteboard with technical decision makers.
This position is needed to deliver the technical win and product fit to our customers across APJ and in particular focusing on Mandarin speaking customers across the region. A Twilio Communications Solutions Engineer is an experienced pre-sales engineer who builds customer trust in Twilio’s Customer Engagement Platform, resulting in customer success at our largest, most strategic accounts. The Solutions Engineer leads the technical pre-sales relationship, proposes technical architectures, demonstrates the product, anticipates concerns, and provides creative solutions to our customers' most complex communications and customer engagement challenges and needs.

Responsibilities

In this role, you’ll:

• • Work alongside Twilio Strategic and New business Account Executives, other Twilio Solutions Engineers, Professional Services and Twilio Partners as needed through the pre-sales process, to strategise and plan for deal success. 
  • Take part alongside Account Executives in qualification, discovery, demonstrations, Proof-of-Concept, RFP response, design documentation, technical presentations and enablement sessions during the sales cycle.
  • Develop subject matter expertise on the customer needs and requirements, and Twilio’s best in class communications technology. 
  • Lead technical discovery sessions with our customers to uncover their needs and challenges to articulate Twilio’s ability to enable their success and solve their challenges. 
  • Build and present powerful and complex presentations and product demos to help showcase the capabilities of Twilio Communications Products 
  • Support Key strategic Pilot and Proof-of-Concept implementations in our largest, most strategic Enterprise accounts across the APJ region

Qualifications 

Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

*Required:

• Native and business fluency in English & Japanese (speaking and writing) is desired to work with the English & Japanese speaking customers. 
• At least 3 years in a technical pre-sales role in CPaaS, SaaS or Telecom space
• Solid understanding and experience of the sales cycle and the role of a pre-sales engineer 
• Solid understanding of voice protocols (VoIP), SIP implementations or messaging APIs
• Creativity: you’ll need to be a problem solver, able to collaborate with others to drive success. 
• An engaging storyteller: you can gain audience confidence and communicate complex topics to multiple levels of technical and non-technical audience. 
• Ability to ask the right questions to build a deep understanding of a customer's needs and guide them to a technical solution using Twilio Communications products  
• Knowledge of public cloud platforms (Amazon Web Services, Google Cloud, Microsoft Azure) and cloud application architectures
• Experience writing code in one or more of the following areas, multiple areas of experience would be advantageous:
  • Backend (Java, C#, Node.js, Python or PHP)
  • Web (JS, React)
  • Experience with designing and consuming REST APIs

Desired:

• Hands on experience with with backend development (Java, C#, Node.js, Python, PHP, etc)
• Familiarity with Mobile development, especially for iOS and Android.
• Previous experience in Telecommunications, SIP, WebRTC, or Contact Centre in a technical role
• Experience with automation, cloud-native development and skills with a major cloud platform. 
• Experience with sales methodologies

Location

This role will be remote, and based in Japan.

Travel 

We prioritise connection and opportunities to build relationships with our customers and each other. For this role, approximately 35% travel is anticipated to help you connect in-person in a meaningful way.

What We Offer

Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

About the Role

As we continue to expand our presence across Japan, we’re hiring our Osaka based Account Executive. This is a unique opportunity to make a meaningful impact at a disruptive, fast-growing company as we build out a local team. 

Our mission is clear: to protect people and places in a privacy-sensitive way. Verkada’s cloud-based technology is transforming physical security across industries like retail, education, manufacturing, healthcare, and more. In this role, you’ll own the full sales cycle and work closely with both end customers and channel partners to win new business and grow existing accounts. If you have a strong background selling security solutions then we want to hear from you. 

• Work Location: Remote based out of Osaka (Japan) with some travel and time spent working at our office in Shibuya, as necessary for customer engagement/business purposes. 
• Probation Period: The probationary period is 6 months. There is no anticipated change in working conditions during probation.
• Work Hours: Standard working hours are from 9:00 AM to 6:00 PM, allowing 8 hours of work with a 60-minute lunch break. Working hours and break-time can be adjusted based on business needs.
• Holidays: Weekends and public holidays.
• Overtime: Deemed working hours scheme given the necessary time spent working outside the office.
• Measure Against Passive Smoking: Smoking is prohibited indoors.
• Employment Agreement Period: Permanent

What You'll Do

• Own the full sales cycle from prospecting to close, including outbound activity, online demos, proposals, and negotiations.
• Build and grow a strong pipeline of all industries across Western Japan.
• Work closely with local integrators, resellers, and channel partners.
• Develop a deep understanding of Verkada’s product suite and its relevance to the Japanese market and broader physical security ecosystem.
• Collaborate with Solutions Engineers to deliver tailored technical demos and ensure successful product rollouts.
• Provide feedback from the Japan market to help shape regional strategy and product improvements.
• Be a trusted advisor to customers, guiding them through the transition to cloud-managed physical security.
• Travel as needed for customer/prospect meetings and site visits, with occasional travel to the Tokyo office for team collaboration.
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration. 

What You Bring 

• At least 2 years of sales experience in a quota-carrying role (experience in Japan’s B2B market preferred).
• Native-level Japanese; intermediate to business-level English is a plus.
• Exceptional communication and relationship-building skills, including the ability to navigate and influence complex sales cycles.
• Strong presentation skills and the ability to educate and advise clients in Japan’s unique business culture.
• A proven track record of thriving in fast-paced, competitive, and dynamic environments.
• Bachelor’s degree preferred, but not required.
• Experience using Salesforce or other CRMs is a plus.
• Tenacity, self-motivation, and a strong desire to learn and grow.

Japan Employee Benefits

Verkada is committed to fostering a workplace environment that prioritises the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

About the Role

As we continue to expand our presence across Japan, we’re hiring a Tokyo-based Account Executive. This is a unique opportunity to make a meaningful impact at a disruptive, fast-growing global company as we continue to build out our local team. 

Our mission is clear: to protect people and places in a privacy-sensitive way. Verkada’s cloud-based technology is transforming physical security across industries like retail, education, manufacturing, healthcare, and more. In this role, you’ll own the full sales cycle and work closely with both end customers and channel partners to win new business and grow existing accounts. If you have a strong background selling solutions then we want to hear from you. 

• Work Location: Tokyo, Shibuya office - this is primarily an in-office role. Occasional travel may be required for customer engagement or business purposes. 
• Probation Period: The probationary period is 6 months. There is no anticipated change in working conditions during probation.
• Work Hours: Standard working hours are from 9:00 AM to 6:00 PM, allowing 8 hours of work with a 60-minute lunch break. Working hours and break-time can be adjusted based on business needs.
• Holidays: Weekends and public holidays.
• Overtime: Deemed working hours scheme given the necessary time spent working outside the office.
• Measure Against Passive Smoking: Smoking is prohibited indoors.
• Employment Agreement Period: Permanent

What You'll Do

• Own the full sales cycle from prospecting to close, including outbound activity, online demos, proposals, and negotiations.
• Build and grow a strong pipeline across all industries in the Tokyo region.
• Work closely with local integrators, resellers, and channel partners.
• Develop a deep understanding of Verkada’s product suite and its relevance to the Japanese market and broader physical security ecosystem.
• Collaborate with Solutions Engineers to deliver tailored technical demos and ensure successful product rollouts.
• Provide feedback from the Japan market to help shape regional strategy and product improvements.
• Be a trusted advisor to customers, guiding them through the transition to cloud-managed physical security.
• Travel as needed for customer/prospect meetings and site visits, with occasional travel outside Tokyo for team collaboration or other business needs.

What You Bring 

• At least 2 years of sales experience in a quota-carrying role (experience in Japan’s B2B market preferred).
• Native-level Japanese language skills; intermediate to business-level English is a plus.
• Exceptional communication and relationship-building skills, including the ability to navigate and influence complex sales cycles.
• Strong presentation skills and the ability to educate and advise clients in Japan’s unique business culture.
• A proven track record of thriving in fast-paced, competitive, and dynamic environments.
• Bachelor’s degree preferred, but not required.
• Experience using Salesforce or other CRMs is a plus.
• Tenacity, self-motivation, and a strong desire to learn and grow.

Japan Employee Benefits

Verkada is committed to fostering a workplace environment that prioritises the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

About the Role

As we continue to expand our presence across Japan, we’re hiring an Enterprise Account Executive based in Tokyo. This is a unique opportunity to make a meaningful impact at a disruptive, fast-growing company as we build out a local team. 

Our mission is clear: to protect people and places in a privacy-sensitive way. Verkada’s cloud-based technology is transforming physical security across industries like retail, education, manufacturing, healthcare, and more. In this role, you’ll own the full sales cycle and work closely with both end customers and channel partners to win new business and grow existing accounts. If you have a strong background selling security solutions then we want to hear from you. 

• Work Location: Based in Tokyo, with some travel and time spent working at our Shibuya office as needed for customer engagement and team collaboration.
• Probation Period: The probationary period is 6 months. There is no anticipated change in working conditions during probation.
• Work Hours: Standard working hours are from 9:00 AM to 6:00 PM, allowing 8 hours of work with a 60-minute lunch break. Working hours and break-time can be adjusted based on business needs.
• Holidays: Weekends and public holidays.
• Overtime: Deemed working hours scheme given the necessary time spent working outside the office.
• Measure Against Passive Smoking: Smoking is prohibited indoors.
• Employment Agreement Period: Permanent

What You'll Do

• Own the full sales cycle from prospecting to close, including outbound activity, online demos, proposals, and negotiations.
• Build and grow a strong pipeline of enterprise accounts across Japan.
• Work closely with local integrators, resellers, and channel partners.
• Develop a deep understanding of Verkada’s product suite and its relevance to the Japanese market and broader physical security ecosystem.
• Collaborate with Solutions Engineers to deliver tailored technical demos and ensure successful product rollouts.
• Provide feedback from the Japan market to help shape regional strategy and product improvements.
• Be a trusted advisor to customers, guiding them through the transition to cloud-managed physical security.
• Travel regularly for customer meetings, site visits, and occasional trips outside Tokyo as needed.
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration. 

What You Bring 

• At least 4 years of Enterprise sales experience in a quota-carrying role (experience in Japan’s B2B market preferred).
• Native or fluent Japanese language skills are essential; business-level English is a plus.
• Exceptional communication and relationship-building skills, including the ability to navigate and influence complex sales cycles.
• Strong presentation skills and the ability to educate and advise clients in Japan’s unique business culture.
• A proven track record of thriving in fast-paced, competitive, and dynamic environments.
• Bachelor’s degree preferred, but not required.
• Experience using Salesforce or other CRMs is a plus.
• Tenacity, self-motivation, and a strong desire to learn and grow.

Japan Employee Benefits

Verkada is committed to fostering a workplace environment that prioritises the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs
• Paid parental leave policy & fertility benefits
• Time off to relax and recharge through our paid holidays, firm-wide extended holidays, flexible PTO and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

About the Role

Anduril is expanding into Japan at a pivotal moment for the Indo-Pacific. As regional security dynamics evolve, Japan is taking historic steps to modernize its defense posture and strengthen deterrence. In response, Anduril established a Tokyo office in late 2025 and is deepening its partnership with one of America’s closest allies—signaling a long-term commitment to Japan’s security and industrial future.

Anduril is seeking a Communications Manager to support and execute communications efforts in Japan. This role is focused on strong day-to-day execution—developing content, supporting media engagement, and helping translate Anduril’s capabilities into clear, locally relevant messaging.

You will work closely with global communications, business development, and policy teams to ensure consistent and effective messaging in a key allied market. This role reports to the Director, APAC Communications.

What You’ll Do

• Execute communications plans and campaigns in Japan
• Draft and localize press materials, statements, blog posts, and executive communications
• Support media outreach and maintain relationships with key journalists
• Prepare briefing materials and talking points for leadership engagements
• Monitor Japanese media and policy developments; provide summaries and insights
• Coordinate with internal stakeholders to support announcements and events
• Manage translation workflows and ensure accuracy and tone

Required Qualifications

• 5–8 years of experience in communications, PR, or public affairs
• Fluency in Japanese and professional English (written and spoken)
• Strong writing and editing skills across both languages
• Familiarity with Japan’s media landscape
• Ability to manage multiple projects and deadlines

Preferred Qualifications

• Experience in technology, defense, or government-related communications
• Experience working with international teams
• Media relations experience in Japan

ABOUT THE TEAM:

The Connected Warfare division provides the joint, time-sensitive, multi-domain, ubiquitous, connected mesh ecosystem built from hardware, software, and partners to solve mission command problems. This mesh powers applications and unifies Anduril capabilities that provide mission command to the warfighter and facilitate real-time decisions at the tactical, operational, and strategic level of war. This ecosystem enables disproportionate impact by connecting every robot, human, and sensor in every domain, bringing together hundreds of thousands of endpoints across the planet. It transforms the way militaries close kill chains and leverage mission autonomy, and it enables developers to build experiences in a connected mesh ecosystem.

ABOUT THE JOB:

As a Program Manager (PM), you will orchestrate the development and delivery of complex software and hardware products, ensuring alignment with client needs and company growth strategies. This role requires a unique blend of technical expertise, program management experience, and an understanding of the defense sector. You will work closely with engineering, product, business, and government stakeholders to deliver innovative solutions that meet the needs of our customers and partners.

RESPONSIBILITIES:

• Serve as the local customer interface to ensure Anduril’s Connected Warfare capabilities are well represented and aligned to Japan’s Ministry of Defense challenges and opportunities, working in partnership with Anduril’s in-region Growth team
• Provide Project Management and Contract Lead roles working directly with Japan Ministry of Defense customers and partners to develop and deploy Anduril C2 integrated hardware-software products to meet customer and operational needs
• Own the delivery of contract deliverables to include developing and implementing measures of performance and effectiveness, writing technical reports, and creating user engagement roadmaps
• Responsible for monitoring Anduril C2 product connectivity, function, and integration with customers
• Design and implement user feedback loops to gather, triage, and prioritize requirements, feedback, and issues found through the employment of Anduril Connected Warfare products during customer training, exercises, and normal use
• Develop and contribute to a streamlined user feedback and engagement system, which could include issue tracking, training sessions, refreshers, and focused preparation for exercises and events
• Provide input to program and engineering teams to drive the development of product features and configurations that enhance or greatly improve efficiency of user workflows and employment of Anduril Connected Warfare products
• Support engagements with Australia Department of Defence customers and key alliance partners to integrate and accelerate Anduril product adoption across INDOPACOM

REQUIRED QUALIFICATIONS:

• Proven customer-facing technical program management experience, preferably in the defense, national security, or aerospace domains. With the ability to create and maintain professional relationships with senior level Japanese customers and partners.
• Solid technical aptitude and an ability to understand technical designs, software development lifecycle, challenges and risks; ability to work closely and effectively with engineering teams.
• Ability to work with internal and external stakeholders, across a wide range of technical comfort
• Experience in translating and decomposing highly technical concepts into operational requirements and performance specifications
• Authorization to work and reside in Japan
• “Onsite" candidates only
• Fluent in Japanese and English. Fluency in Japanese culture, customs and language
• Ability to travel to meet with customers and support activities with the willingness to travel 50%

PREFERRED QUALIFICATIONS:

• Familiarity with doctrinal, functional, and technical command and control concepts, principles, and processes
• Experience with defence ICT systems (secret system preferred), tactical data links, and defence C4 systems strongly preferred
• Technical expertise and demonstrated performance in one or more of the following areas: networking, cloud technologies, and/or application development

We are hiring a Senior Software Engineer to lead the design and implementation of Anduril’s flagship hardware and software products in support of customer missions. You will:

• Lead and work with a diverse team of engineers around the world, with opportunities to grow a local team
• Work with multiple internal and external partners to ensure customers receive best-in-class products
• Build and integrate various external software and hardware products into Anduril products
• Derive and communicate requirements from multiple customers and partners, operating in complex and challenging environments

REQUIRED QUALIFICATIONS

• Strong engineering background from industry or school, ideally in areas/fields such as Computer Science, Software Engineering, Mathematics, or Physics.
• High ownership and autonomy across the end-to-end lifecycle of software development. Strong technical acumen to deliver high-quality code in a disconnected environment.
• A deep, demonstrated understanding of how computers and networks work, from a single desktop to a multi-cluster cloud node.
• At least 7+ years working with a variety of programming languages such as Go, Rust, C++, Java, Python, JavaScript/TypeScript, etc.
• Experience with customer-oriented UI/UX development.
• Experience building scalable backend software systems with various data storage and processing requirements.
• Experience with industry standard cloud platforms (ideally GCP, OCI), CI/CD tools, and software infrastructure fundamentals (networking, security, distributed systems).
• Experience leading small teams of cross functional engineers to design, build, and deploy software systems.
• Ability to quickly understand and navigate complex systems and established code bases.
• Able to work across multiple timezones, primarily JST and Pacific
• Authorization to work and reside in Japan
• Ability to obtain and hold a local government security clearance

ABOUT THE TEAM
The Business Development (BD) team at Anduril identifies, shapes, captures, and grows new opportunities. The team seeks to deeply understand user problems, how current solutions fail to solve them, and how Anduril capabilities and products can address these gaps to deliver more effective mission outcomes. BD is the bridge between customers and the broader Anduril team - we convey customer perspectives internally while serving as an ambassador for Anduril externally. We have ambitious objectives, but create actionable pathways and take calculated risks to achieve them, while measuring progress against clear interim milestones. We are intellectually curious about technology, mission problems, and our customers, to include their organizational dynamics and acquisition processes. We partner with Anduril’s Business Lines to ensure our products exceed customer expectations and mission demands, and continuously improve to adapt to ever-changing operating environments.

ABOUT THE JOB
Anduril Japan seeks a Business Development Director to support the expansion of our defense capabilities. This role is critical to Anduril's growth in Japan. As BD Director, you will partner with the Head of Anduril Japan to drive on-the-ground customer engagement. You will possess a comprehensive understanding of, and ability to engage with, Japanese government ministries, Self-Defense Forces, the Diet, and other relevant government entities. This includes a detailed understanding of Japanese government procurement and budget cycles, trading company roles, and domestic industry dynamics.

Intimately familiar with Japanese Security and Defense policy doctrine – including the National Security Strategy, National Defense Strategy, and Defense Buildup Program – your analytical thinking and technological awareness will identify gaps and opportunities to enhance Japan's security and defense with Anduril products. Using strong, bilingual communication skills (English and Japanese), you will work closely with customers at all levels to effectively advance Anduril opportunities through the procurement cycle.

WHAT YOU’LL DO

• Drive Growth & New Business: Support Anduril’s Global Defense organization and country team in developing, adapting, and executing our growth strategy in Japan. Identify, generate, and capture new business opportunities by deeply understanding Japan's security and defense requirements, technical roadmaps, and competitive landscape. Inform capture strategies, revenue forecasts, and product development.
• Expand Existing Business: Partner with our Mission Operations teams, which executes existing contracts, to grow business with current customers and explore new opportunities. Build deep, trusted relationships with customers and B2B partners to enhance resilience and performance.
• Strategic Communication & Product Advocacy: Leverage technical product understanding to translate customer needs to internal teams, craft compelling presentations and proposals, manage critical external events, and provide clear internal communications to inform strategic decision-making.
• Champion Anduril's Value: Represent Anduril to customers, partners, and the public, embodying our ethos and effectively communicating our innovative approach to next-generation defense technology and competitive advantages.

REQUIRED QUALIFICATIONS

• Ability to travel up to 50%
• Professional fluency in English and Japanese
• Familiarity with Japanese culture
• Experience working with the Japanese Ministry of Defense or other Japanese government ministries
• Robust knowledge of Japan’s government procurement processes and U.S. Foreign Military Sales and Direct Commercial Sales processes
• Ability to create and maintain professional relationships with senior level Japanese customers and partners
• At least 10-years’ experience working with Japanese government and industry
• Must be able to work effectively as part of an integrated, international team
• Authorization to work and reside in Japan
• “On site” candidates only

PREFERRED QUALIFICATIONS

• Experience with complex systems involving hardware and software
• Technical acumen and deep familiarity with AI and autonomous systems
• Extensive experience working with the Japanese Coast Guard and/or Ministry of Economy, Trade, and Industry
• Experience managing technical government projects
• Ability to obtain and hold a local government security clearance

Overview:

The Strategic Research team is the backbone of Guidepoint’s success. The team is responsible for efficiently delivering Guidepoint’s services to our clients around the world. We work to understand each client’s unique business questions and help them gain critical insights to stay informed and make better business decisions.

As an Associate on the Strategic Research team you will focus on making the right connections between our global clients and local Advisors across numerous industries. Your role will focus on researching industries relevant to client project requests and recruiting elite subject matter experts into our network to ensure the right connection is made. After you master these core skills of recruiting and connecting Advisors with clients, you will gain additional exposure to more complex project and client relationship management as you grow your career here and move into Research Manager and Project Manager roles.

What you will own:

• Work in cross-cultural teams with our Project Managers from offices globally in order to deliver the best possible service for our global clients
• Review and analyze client research requests and use a range of resources to domestically identify the most relevant subject matter experts across geographies, industries, and topics for each project
• Utilize the phone, LinkedIn, and outreach to recruit new Advisors in Japan to join the Guidepoint network by effectively communicating why their expertise is a good match for the specific project you’re working on
• Screen experts for their suitability for specific client projects and create professional profiles for client consideration
• Operate with a teamwork mentality that leads to building and maintaining strong relationships with other Guidepoint employees, offices, and Advisors
• Gain expertise on the various industries our clients work in order to make sure Guidepoint always finds the right experts for a given project

Experience you will bring:

• Bachelor’s degree with a strong academic record
• High level fluency in Japanese and English, both written and verbal

Skills you will bring:

• Outgoing personality with the ability to speak with people at all professional levels
• Intellectual curiosity and desire to learn
• Excellent written and verbal communication skills
• Effective time management and organizational skills
• Demonstrated ability to work both individually and as part of a team
• Ability to work in a fast-paced entrepreneurial environment

What we offer:

• Hybrid work environment, work from home two days a week 
• 15 PTO Days and 10 sick days
• Development opportunities through the LinkedIn Learning platform
• Free snacks in the office, Happy Drink (twice a month), monthly office birthday celebrations
• Casual work environment, team building, and other social events
• Annual health checkup, partial flu vaccination support
• Dinner support (if applicable)
• Gym membership fee discount (if applicable)
• Central office location in Otemachi near Otemachi and Tokyo stations 

About Guidepoint: 

Guidepoint is a leading research enablement platform designed to advance understanding and empower our clients’ decision-making process. Powered by innovative technology, real-time data, and hard-to-source expertise, we help our clients to turn answers into action. 

Backed by a network of nearly 1.75 million experts and Guidepoint’s 1,600 employees worldwide, we inform leading organizations’ research by delivering on-demand intelligence and research on request. With Guidepoint, companies and investors can better navigate the abundance of information available today, making it both more useful and more powerful. 

At Guidepoint, our success relies on the diversity of our employees, advisors, and client base, which allows us to create connections that offer a wealth of perspectives. We are committed to upholding policies that contribute to an equitable and welcoming environment for our community, regardless of background, identity, or experience. 

Join Ivanti and accelerate your career!

Are you ready to shape how cutting-edge IT solutions reach the market? As our Sales Engineer, you will be responsible for the technical selling of Ivanti Solutions with a focus on Endpoint Management and Security in Japan.

Why this role matters

As a technical Pre-Sales Consultant / Solutions Engineer, you will play an essential role in showcasing the value of Ivanti solutions to prospective customers. Leveraging your expertise in Unified Endpoint Management (UEM), security, and enterprise IT, you’ll help organizations solve complex challenges and modernize their IT environments. Your ability to translate technical capabilities into business outcomes will have a direct impact on our growth and customer satisfaction in your region.

What you’ll do

• Collaborate closely with regional Account Managers and Sales Specialists from the sales teams to identify and drive projects towards successful closing. The focus is on technical consulting and technical closure.
• Drive both business and technical conversations addressed by our products, including key regulations, business drivers, and evolving customer needs.
• Act as a single point of contact for all technical and business stakeholders from customer or partner side, with a focus on service management and asset management.
• Prepare and attend customer meetings, tailoring communications to address the business needs of potential clients as part of the pre-sales process.
• Deliver effective product demonstrations to customers and prospects, tailored for individual requirements.
• Prepare, conduct, and summarize technical Proof-of-Concept (PoC) or pilot installations of our solutions.
• Assist in preparing and answering RFIs/RFPs.
• Prepare and assist at public events such as trade shows, partner events, roadshows, and user group meetings, including acting as a speaker in front of larger audiences.
• Collaborate with other specialists as necessary to drive presales projects, ensuring appropriate handover to Professional Services and partners.
• Provide feedback from the market to Product Management and Development.
• Stay current on competitive analyses and understand differentiators between Ivanti and our competitors.

What you will bring

• 5+ years of extensive working experience as a Sales Engineer, System Integrator, or similar role within a sales environment for a software vendor or an IT provider.
• Minimum 3 years’ experience in enterprise software solutions.
• Knowledge of UEM systems and mobile operating systems such as Android, iOS, MacOS, and/or Windows10/11.
• Previous presales experience with solutions such as Microsoft Endpoint Manager, Intune, Omnissa, or endpoint security solutions such as Microsoft Defender, McAfee, Tenable, etc. is preferred.
• Extensive experience in creating and delivering presentations to large and diverse audiences.
• Strong problem-solving skills with the ability to analyze complex issues and use a systematic approach for quick resolution.
• Ability to create written documents to assist potential customers regarding presales projects.
• Demonstrated communication skills—clear articulation of technical information for both technical and non-technical audiences.
• Team player with proven project management skills, able to bring together needed resources to drive project success.
• Able to travel and work effectively throughout the assigned territory.
• Japanese/English

Why Ivanti?

• Friendly, flexible working model: Empower excellence whether you’re at home or in the office and support work-life balance.
• Competitive compensation & total rewards: Health, wellness, and financial benefits for you and your family.
• Global, diverse teams: Collaborate with talented people from over 23 countries.
• Learning & development: Access to best-in-class learning tools and programs.
• Equity & belonging: We value every voice. Your story helps inform our solutions for a changing world.

What drives us

Ivanti’s mission is to elevate human potential within organizations by managing, protecting, and automating technology for continuous innovation.

We are committed to building a diverse team and fostering an inclusive environment where everyone belongs.

Need adjustments during the process? Reach out to talent@ivanti.com—We’re happy to help.

#LI-VG1

About the Role

As a key member of the pre-sales team, you partner closely with your sales counterpart, prospects and Vectra customers in the assigned region. The Security Engineer leads customers and partners through demos and guides on all things Vectra in a clear and concise manner. You drive all pre-sales related activities for our prospects leading them all the way through to closing of the deal (and who doesn't love closing a deal!). And because we love our customers, you might step into some collaboration with customers periodically after the deal is closed to further make valuable contributions to the relationship.

At a Glance

• Pre-sales technical account management together with the Regional Sales Managers.
• Explore and maintain knowledge of Vectra's key competitors.
• Partner with the Product Management and R&D departments to develop features critical to Vectra's success.
• Develop and maintain an in-depth technical knowledge of the Vectra product line.
• Identify new opportunities by creating and developing strong technical relationships with customers and channel partners.
• Maintain knowledge at a technical level of the current security landscape.
• Collaborate with Customers on technology reviews, product findings, and integrations with other technologies they may have.
• Collaborate with other Vectra Engineers on high-level projects to deliver Vectra technologies to our customers.
• Participate in POC, RFP/RFI, deployment review and forecast calls etc
• Travel as needed within region.

What Will Impress Us

• Startup DNA - willing and able to go above and beyond, motivated to find solutions.
• Customer-first behaviour
• Extensive experience in a similar capacity as technical or pre-sales.
• Large account management is required.
• Business proficiency in English.

Technical Qualifications

• Deep understanding of security-focused product lines (CASB, EDR, SIEM or forensics-type platforms) with the ability to translate into security standard processes.
• Proven understanding in networking and ability to understand L2 to L7 OSI layers.
• String written (RFP) and verbal communications (Pre-sales presentations and conferences) are a must.
• Solid understanding of an attacker progression (Red Team or Pentest).
• Good understanding of SOC workflows, Incident Response methodologies.
• Proven understanding of security concepts around cloud security, cloud detection and response, CSPM, CNAPP, CASB, purple teaming in the cloud, ITDR etc
• Validated knowledge of Security Processes and methodologies and certifications such as CISSP, CCSP, AWS Certified Security - Speciality, SC 200, AZ 104, AZ500, CCSK, OSCP, CRTA, CRTP, CRTO etc are a plus.

Sounds like this could be a match? We are looking forward to receiving your application!

Keeper is hiring a talented Human Resources Generalist dedicated to our APAC region to join our People Team! Candidates must be able to work from our Tokyo, Japan office for eligibility.

Keeper’s cybersecurity software is trusted by millions of people and thousands of organizations, globally. Keeper is published in 23 languages and is sold in over 150 countries. Join one of the fastest-growing cybersecurity companies and play a critical role in supporting our employees and managers as we continue to scale the organization.

About Keeper

Keeper Security is a leading cybersecurity software company that protects thousands of organizations and millions of people in more than 150 countries. Keeper delivers a powerful zero-trust and zero-knowledge solution built to meet the stringent requirements of public sector IT environments. Its flagship offering, KeeperPAM®, is an AI-enabled, cloud-native platform that protects users, devices and critical infrastructure from cyber attacks. Recognized in the Gartner® Magic QuadrantTM for Privileged Access Management (PAM), Keeper combines robust compliance with unmatched visibility and control. With industry-leading certifications, Keeper provides the security assurance public sector organizations require. Learn why agencies trust Keeper to defend against today’s sophisticated adversaries at KeeperSecurity.com.

About the Role

The APAC Human Resources Generalist will report to our Senior Director of Global Human Resources and play a key role in supporting the full employee lifecycle. This role will be responsible for supporting the larger global people team and the organization by implementing and administering local APAC HR programs and policies. This opportunity involves applying a mix of people and technical skills in facilitating processes across HR, payroll, benefits and compliance. This individual will serve as a liaison between employees and management, providing guidance and support on various HR-related matters. 

The ideal candidate works well both independently and as part of a larger global team, autonomously performs routine tasks and applies creative problem solving skills to continuously improve efficiency.

Responsibilities

Human Resources

• Collaborate cross-functionally to facilitate and support people processes and initiatives with a focus on continual improvement and a positive employee experience
• Ensure full compliance with Japanese labor laws and local employment regulations - by implementing, monitoring, and continuously updating HR policies, procedures/practices
• Provide guidance to managers and employees on statutory requirements, mitigate compliance risks, and partner with Internal and external Legal counsel to address regulatory changes and audits
• Own and manage the APAC new hire onboarding process including generating offer letters, initiating pre-employment screening, organizing and conducting new hire orientation, continually refreshing the HR onboarding content, administering onboarding surveys and supporting managers in facilitating onboarding check-ins
• Coordinate with the larger HR team to roll out the APAC portion of the monthly performance management process including launching the process in the human resource information system (HRIS), monitoring and managing progress and preparing compensation planning spreadsheets
• Process APAC employee changes such as promotions, transfers, and terminations and maintain accurate employee data in the HRIS
• Prepare reports on HR metrics, such as turnover and headcount, and fulfill ad hoc reporting requests
• Various general HR activities, such as separation conversions/offboarding, exit interviews and employee relocations
• Interact with employees and managers to provide basic employee relations support and manager coaching
• Promote a positive work environment through employee engagement initiatives and communication strategies
• Assist with HR projects and initiatives as assigned
• Potentially assist with covering General HR matters and Payroll for other APAC regional EoR (Employer of Record) set ups, including Australia, as we grow
• Communicate with Japanese and English speaking employees, vendors, and stakeholders, both verbal and written

Payroll

• Support Japan payroll processes by entering payroll changes, ensuring timesheet completion & accuracy, conducting payroll audits and providing an initial review of the payroll preview
• Prepare data input for anniversary, promotion and compensation changes
• Facilitate the ongoing tracking and management of PTO usage
• Assist in disseminating sales incentive plans and commissions statements
• Document and notify employees and managers of promotion and compensation changes
• Assist with payroll tax, unemployment reporting and other tracking requirements 

Benefits

• Provide general APAC benefits support including fielding first-level employee benefits questions, maintaining benefits marketing materials and compliance
• Coordinate employee communications, monitoring active enrollments and providing reporting support
• Assist with annual Health Check tracking, payment processing and facilitation

Compliance

• Assist with regular updating of APAC related HR policies, process documentation and maintenance of employee files
• Work as a trusted advisor on all Japanese related HR and Employment law matters (and when necessary, a liaison with outside legal counsel)
• Maintain employee records and in compliance with applicable local laws and regulations
• Serve as the APAC HR liaison with the information security team to facilitate the implementation of compliance best practices and track the completion ongoing compliance training
• Assist with all compliance and audit-related reporting requests

Recruitment

• Support full-cycle recruitment for Japan and APAC roles in partnership with the global recruiting team, coordinating hiring processes (interview scheduling, communicating with internal stakeholders, etc.) and ensuring a seamless, locally relevant candidate experience
• Collaborate with the global Talent Acquisition team to leverage relevant Japan and APAC recruiting channels (e.g., agencies, job boards, referrals) and strengthen a regional talent pipeline aligned with global hiring strategies
• Ensure compliance with Japanese labor laws and company policies while providing local market insights and tracking hiring metrics to inform global hiring efforts

Job Requirements

• 2-5 years experience in HR roles, with a focus on payroll, benefits and legal compliance
• General knowledge of Japanese HR laws, regulations, and best practices
• Must be bilingual in Japanese with English proficiency for business purposes, with excellent verbal and written communication skills
• Ability to maintain confidentiality and handle sensitive information with discretion
• Proficiency in HRIS (Human Resources Information Systems) 
• Baseline knowledge of Excel and GSuite
• Strong problem-solving skills and attention to detail
• Exceptional organizational and time management skills
• Ability to multitask and prioritize tasks in a fast-paced environment
• Team player with a collaborative and proactive approach
• General flexibility and adaptability to change
• Flexible schedule (occasionally required to flex hours to accommodate US time zone aligned meetings) 
• Ability to go into our Tokyo office headquarters 5 days a week

Preferred Requirements

• Bachelor’s degree in human resources, business administration, psychology, or related field
• GHR-P, CHRP, SPHRi, HRIP, JHRS, HRAI or any other applicable HR Certification (any level)
• Experience working with ATS (Applicant Tracking Systems) and LinkedIn Recruiter
• Strong MS Office skills (Excel/Word in particular)
• Experience with Japanese Labor and Employment Law litigation support 

Keeper Security, Inc. is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Classification: Salary, non-managerial

Associate (APAC – Japan) 

Overview: Work with public and private organizations supporting governments and partners in implementing innovative initiatives that improve public health and community wellbeing—from preventing childhood obesity to designing dementia-friendly cities. Your role involves project implementation, building capabilities for delivering priority initiatives and contributing to data-driven decision-making.  

As an Associate working across APAC, you will collaborate with partners to generate insights through robust data analysis, build the capacity of public and social sector practitioners, and support the implementation of strategies that deliver tangible results for communities. 

This role is ideal for someone motivated to work at the intersection of public policy, data-driven implementation, and social impact. 

About Delivery Associates (DA): Delivery Associates (DA) is a global social impact consultancy specializing in transforming the public sector. With over a decade of experience and a foundation in Deliverology®, DA guides leaders through every phase of implementation—delivery-oriented strategy formulation, execution, and evaluation. DA partners with governments, philanthropies, and international organizations, employing actionable strategies to achieve sustainable, lasting outcomes. In every one of our services, you will find a throughline back to this focus on helping our partners to deliver better results through better implementation. We are a small but global remote organization focused on scaling impact around the world. 

We believe our work is only possible through a commitment to honouring and centering a diverse range of people, experiences, and ideas, and fostering an environment that is inclusive, equitable, and empowering. A diverse team of individuals that can bring their whole self to work will perform better, help us to be stronger partners, and allow us to drive more equitable impact for people around the world. 

Job Description: We are currently seeking a motivated professional to join our growing consulting team in Japan as an Associate. In a multinational public health project across six countries, you will support the delivery of outcomes related to childhood obesity prevention, working jointly with the client, partners, and local governments to plan delivery, monitor progress, and solve implementation challenges. 

In parallel, you will support a Japanese city in piloting and implementing an innovative approach to building a dementia-friendly ecosystem as part of a global project involving more than 20 cities. 

The ideal candidate will be proactive, rigorous, resilient, and impact-driven. You will be skilled at efficiently managing the project, developing high quality outputs, and planning and facilitating the engagement with a large number of partners. You should have good written and verbal communication skills in both English and Japanese to ensure smooth collaboration and communication across all stakeholders. 

This role is offered as a fixed-term employee position (~8 months) inclusive of requisite employee benefits. Ideally, the role will be full-time; however, part-time arrangements may be considered depending on availability. 

Key Responsibilities: 

• Help drive partner organizations in implementing initiatives (to prevent childhood obesity or to build a dementia-friendly city), offering expert advice and coaching for achieving tangible results and impact. 

• Support the client in accelerating implementation by managing project coordination and planning. 

• Plan and support the execution of meetings and stakeholder workshops, ensuring the smooth flow of information. 

• Contribute to the development of client presentation, reports, and comms materials. 

• Participate in facilitating relationship-building, problem-solving, collaboration, and knowledge management with partners and with other country teams. 

• Foster a culture of learning, collaboration, and continuous improvement. 

Skill sets: We work closely in diverse, global teams, leaning on each other’s strengths. We don’t expect any one person to do all these things perfectly. Our teams are made up of people who can: 

• Manage fast-moving projects: Organize and prioritize tasks to ensure efficient project execution, bringing clear structure and planning to day-to-day work. 

• Be curious and open-minded 

• Write and communicate clearly: Turn complex problems or insights into clear notes and well-structured slides; speak clearly and concisely in remote and in-person settings.  

• Build relationships: Cultivate trust and influence among diverse stakeholders.  

• Solve problems: Break down issues to identify root causes and develop solutions. 

• Track output data and visualize insights: Collect, manage, and analyze raw data to extract actionable insights and recommendations and visualize it for decision making. 

• Stay focused: Navigate complexity, especially in policy and program implementation, consistently steering large coalitions back to a single-minded focus on priority outcomes. 

Mindset: We work well with people who are: 

• Accountable: We are a remote team. We work collaboratively but self-sufficiently; oversight is often minimal, while proactivity is essential. 

• Rigorous: Ability to carry out tasks accurately, methodically and consistently, striving to achieve the highest standards of quality, avoiding costly mistakes and maintaining personal discipline in carrying out responsibilities. 

• Driven: Committed to delivering high-impact work. 

• Curious: Eager to learn from clients, colleagues, and partners. 

• Analytical: Skilled in dissecting and solving complex problems. 

• Resilient: Stay on track and persevere through challenges. 

• Collaborative: Team players who value diverse perspectives.  

Required Skills/Experiences: 

• Educational background: Bachelor's degree in a relevant field (public policy, government administration, economics, public health, etc.). Requisite years of professional experience and/or apprenticeship pathways will also be considered in lieu of formal education. 

• Technical proficiency: Familiarity working in the standard business suite (analysing data in spreadsheets, creating presentations, etc.). 

• Communication skills: Excellent written and verbal communication in both Japanese and English 

• Authorization + location requirements: The person should be based in Japan. Must have existing work authorization in Japan. Delivery Associates will not sponsor applicants for work visas. 

Preferred Skills/Experience:  

• Project management: Experience with project management, particularly on multi-stakeholder projects and engagements. 

• Stakeholder management: Strong stakeholder management skills with a history of deepening client relationships. 

What we offer: 

• Impactful work: Opportunities to engage with senior leaders and work on impactful projects. 

• Excellent colleagues: We strive to be as talent-dense and diverse as possible, so we are always learning from each other. 

• Growth environment: Everyone’s career pathway is unique-be part of a growing organization committed to continuous improvement. 

• Flexibility: Remote working environment with opportunities for global collaboration. 

Our Values: 

These values serve as an anchor, enabling us to stay true to who we are and what we stand for. 

• Passion: It is all about impact. 

• Excellence: Delivering to the highest standards. 

• Humility: Pride without ego. 

For more information, visit deliveryassociates.com/our-work or contact our talent team at talent@deliveryassociates.com. 

#LI-AF1 #LI-REMOTE

The Community You Will Join: 

The Airbnb Hotels is a fast-growing business which will see you leading Airbnb’s expansion into the hotel sector in the region. Operating with an entrepreneurial spirit within the Japan team, this team combines the simplicity, product excellence, and guest-centered ethos that define Airbnb.

This team’s mission is to grow and expand our  the smoothest, most intuitive hotel booking experience for guests; while providing hotels an opportunity to drive high-quality incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.

The Difference You Will Make:

As a Market Manager, your role will entail ensuring the health and expansion of our supply in Japan. This will involve managing Hotels and acquiring high-quality inventory. Your focus will be to enhance Airbnb's market presence in your designated region through collaboration with other teams, leveraging your expertise on the local market. With a deep understanding of Airbnb's mission and values, you will oversee all aspects of supply acquisition and market success. This includes developing acquisition strategies, generating and converting Hotel leads, and managing relationships with strategic partners, including the creation of new partnerships. You will also be tasked with developing and refining scalable, localized supply management strategies for both established, competitive markets and emerging, untapped markets, aiming to secure our long-term success in these regions.

A Typical Day: 

• Build, manage and expand partner relationships within your territory, aiming to surpass quarterly sales targets with Hotels.
• Conduct regular optimization calls and business reviews with partners to develop strong, enduring partnerships providing exceptional, timely service to hosts, including in-person support as needed.
• Implement strategies to effectively manage and optimize the long tail of thousands of Hotels in your region.
• Prospect and onboard new, high-quality supply within your assigned geography.
• Educate clients on all significant product updates and cascade feedback on product and public policy to the relevant internal stakeholders.
• Leverage data to identify and pursue strategic growth opportunities, demonstrating an ability to navigate operational complexities and efficiently allocate resources.
• Use an entrepreneurial approach to develop and implement unique engagement projects, fostering innovation within your territory.
• Work cross-functionally with teams such as product, communications, public policy, legal, tax and customer support to ensure Airbnb's long-term market success.
• Acquire comprehensive knowledge of local market trends to inform both internal and external stakeholders.
• Understand the technical aspects of software partnerships to offer comprehensive support, ensuring a seamless experience for hosts and guests.
• Represent Airbnb in external meetings with Hotels and at industry conferences in your market, solidifying the brand's presence and commitment.

Your Expertise:

• 8+ years of experience in new sales, account management, and partner support, showcasing a deep understanding and capability in fostering business relationships.
• 2+ years of tech/travel industry experience is a plus, highlighting the value of sector-specific knowledge.
• Proven track record of being able to effectively work a leads pipeline and a book of business, demonstrating expertise in nurturing and converting potential opportunities.
• Proficient quantitative skills and proven ability to interpret and apply data throughout your day-to-day work, emphasizing the importance of data-driven decision-making.
• The ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments, highlighting adaptability and strategic foresight.
• Proven experience working cross-functionally, ensuring the ability to collaborate effectively with various teams to drive collective success.
• Excellent communication and presentation skills and the ability to communicate effectively with clients via phone, email, and in-person, underscoring the importance of strong interpersonal skills.
• Charismatic self-starter who is resourceful and self-sufficient, paired with strong time management and prioritization skills, showcasing the initiative and organizational capabilities required for the role.
• Highly proficient in using CRM software, specifically in working with leads, opportunities, and other core objects - Salesforce experience is a plus, indicating the technical tools proficiency needed for effective relationship management.
• Ability to speak fluently in Japanese is required
• Fluency in English is a big plus
• Based in Tokyo and must be willing to regularly travel to your assigned territory, such as Osaka and Kyoto 
• Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus, culminating the profile with a personal alignment and enthusiasm for the company's mission and sector.

Our Commitment To Inclusion & Belonging:

Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply.

About Tripadvisor 

The Tripadvisor Group connects people to experiences worth sharing, and aims to be the world’s most trusted source for travel and experiences. We leverage our brands, technology, and capabilities to connect our global audience with partners through rich content, travel guidance, and two-sided marketplaces for experiences, accommodations, restaurants, and other travel categories. The subsidiaries of Tripadvisor, Inc. (Nasdaq: TRIP), include a portfolio of travel brands and businesses, including Tripadvisor, Viator, and TheFork.

We are looking for an experienced sales professional to join our Key Accounts team within the Global Partner Solutions business. Our team builds exceptional, strategic, and long-term relationships with the largest and most valuable hotel companies across the globe.  We find ways to solve our clients’ many business challenges with a variety of Tripadvisor solutions, thereby supporting our customers and driving revenue for Tripadvisor.  We work across multiple internal and external stakeholders to ensure we find the right strategy for each of our partners.

As a Senior Key Account Executive at Tripadvisor, you will be in a hybrid role which is the perfect balance of customer retention & new customer acquisition. You will work with both existing and new customers, engage in a consultative sales approach, demonstrate our business value and ultimately sell Tripadvisor solutions to our clients.  You will have access to training, processes and tools to support success in this role. The ideal candidate will have strong sales DNA, be results-driven, execution-focused and customer-oriented. 

You are the right person for this role if you are proactive, motivated, strategic, organized, and able to work well in a fast-paced, highly-driven and entrepreneurial environment. This role requires excellent sales and communications skills as well as effective relationship-building talents.  Beyond that, we are seeking sales experience in e-commerce, SAS, and other digital platforms along with demonstrated success with exceeding sales targets.  

Job Location Singapore (Hybrid), Japan ( Remote)

What You’ll Do:

• You will own a book of business, constituted by our existing clients who use our business subscription and our Advertising solutions. You will nurture, manage and retain this book of business and carry associated quota/targets.
• You will also work on the whitespace/greenfield in your assigned territory and execute net-new customer acquisition deals from this segment of your market.
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives (cross-sell / upsell)
• Work with key stakeholders from the customer organizations and provide in-depth product demonstrations along with the ability to negotiate commercials and close new business.
• Achieve and exceed agreed sales targets monthly and quarterly on KPIs like revenue-growth, customer retention, number of new customers acquired & other related KPIs.
• Serve as the link of communication between key customers and internal teams and work towards a faster issue-resolution.
  
  

Skills and Experience:

• Minimum 3 years sales experience, preferably owning the entire sales cycle end-to-end.
• Demonstrated ability to use AI tools to improve efficiency, quality, and decision-making in day-to-day work.
• Proven ability to operate effectively with a global-first mindset
• Bachelor’s Degree from a reputed University.
• Relevant experience in Inside Sales or Field Sales. Preferably in Acquisition or Business Development
• Bi-lingual (Fluent in Japanese & English ) 
• Excellent written and oral communication in the relevant language/s of the country covered
• Demonstrated sales aptitude (negotiation & closing) with relentlessly high standards
• Not intimidated by technical interaction, co-browsing with customers on video calls.
• Target driven and proven self-starter with ability to deliver on initiatives without constant supervision
• Territory and pipeline management experience using a CRM (Salesforce/Hubspot)
• Coachability, openness to feedback and dedication to consistent self-improvement
  
  

What We Offer:

• Flexible activity-based working fostered collaboration and productivity
• Inclusive global travelers community welcoming diverse perspectives
• Competitive salary package including performance bonuses
• Development programs, managerial courses, and learning series
• Health insurance covers medical, dental, and vision for families (varies by country)
• Lifestyle Reimbursement Benefit for personal travel, and physical, mental, and financial wellness
• Several paid time off programs, including time to bond with new children and care for family members. Paid public holidays, and year-end office shutdown
• Employee assistance program for short-term counseling and free Calm app subscription
• State-of-the-art offices: dining, coffee points, and leisure areas

Our Cultural Pillars:

Traveler first

We exist to create value for our customer, the traveler. We enable our suppliers and partners to unlock this value. Their collective behaviors and insights are what drives us. 

Execution is our edge

We act fast, experiment, learn from failure, iterate, and improve the solutions of tomorrow across every aspect of our business. Our execution is agile, data-driven, prioritised, and built to scale. We assume no problem is someone else’s problem and finish what can be done today, knowing tomorrow will bring fresh challenges. 

We succeed together

The best outcomes are driven by empathic, humble, and diverse subject matter experts working toward shared goals. We collaborate relentlessly, challenge assumptions, give actionable feedback, and set each other up for success through empowered teams with a clear charter. We transparently take ownership of our growth, individually and as a team. We celebrate the quality of our effort, our learnings, and our collective achievements.

We strive to create an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or the recruiting process, please make sure to reach out to your individual recruiter or our team at AccessibleRecruiting@tripadvisor.com.

If you have any additional questions about careers at Tripadvisor you can email us at recruitment@tripadvisor.com. We have all the answers!