Japan Growth Lead

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Own end-to-end partnership development with enterprise accounts, government agencies, and public sector institutions in Japan
Identify, prospect, and close strategic partnerships with large Japanese enterprises across technology, finance, manufacturing, retail, and more
Navigate complex, multi-stakeholder procurement processes typical of Japanese enterprise and government accounts
Build long-term relationships with key decision-makers, executives, and procurement leads

Identify, recruit, and activate resellers, system integrators, and channel partners who can distribute Replit's products in Japan
Develop enablement programs, co-selling motions, and joint go-to-market strategies with channel partners
Negotiate partnership agreements, reseller terms, and co-marketing arrangements
Monitor partner performance and iterate on programs to maximize channel revenue

Build partnerships with Japanese universities, coding bootcamps, and educational institutions to drive adoption of Replit in learning environments
Work with Ministries of Education and government digital transformation initiatives to position Replit as the platform for coding education
Design programs that give educational partners meaningful access to Replit's tools, curriculum resources, and credits

Drive bottom-up adoption among Japanese builders through community engagement, developer relations, and PLG initiatives
Partner with Replit's Product, Marketing, and Community teams to surface Japan-specific use cases and advocate for localization features
Build and nurture a community of Replit power users and advocates in Japan

Represent Replit at major Japanese technology conferences, trade shows, and industry events (e.g., SusHi Tech, Japan Tech Week)
Build and manage a robust deal pipeline, tracking opportunities from prospecting through close
Report on partnership and growth metrics, ensuring activities convert to measurable business impact
Collaborate with Replit's global Partnerships team on cross-functional initiatives across enterprise, education, and international expansion

8+ years of experience in partnerships, business development, enterprise sales, or growth, ideally in a technology or SaaS environment
Native or business-level Japanese fluency and deep cultural familiarity with Japan's business environment
Proven track record sourcing, structuring, and closing enterprise or government partnerships in Japan
Experience working with or selling to Japanese public sector institutions, large enterprises, or through channel/reseller networks
Strong communicator who can adapt messaging for technical developers, non-technical operators, C-suite executives, and government stakeholders alike
Self-starter with a bias for action; comfortable with ambiguity and excited to build market presence from the ground up
Data-driven mindset — you measure what matters and use insights to iterate quickly
Genuine passion for the future of software creation and democratizing access to building software

Background in developer tools, coding education, SaaS platforms, or digital transformation consulting
Existing enterprise, government, or channel partner relationships in Japan you'd bring to the role
Experience managing or building partner programs at scale, including reseller programs with tiered incentives
Familiarity with Japanese government digital initiatives such as DX (Digital Transformation) mandates or e-Gov platforms
Business-level English fluency for collaboration with Replit's global team