Japan Growth Lead

Responsibilities

Enterprise & Government Partnerships

• 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 other sectors.
• 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.

Channel & Reseller Activation

• Identify, recruit, and activate resellers, system integrators, and channel partners that 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.

Education Partnerships

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

Product-Led Growth & Community

• Drive bottom-up adoption among Japanese builders through community engagement, developer relations, and product-led growth initiatives.
• Partner with 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.

Market Representation & Pipeline Development

• Represent Replit at major Japanese technology conferences, trade shows, and industry events.
• Build and manage a deal pipeline, tracking opportunities from prospecting through close.
• Report on partnership and growth metrics, ensuring activities convert to measurable business impact.
• Collaborate with the global Partnerships team on cross-functional initiatives across enterprise, education, and international expansion.

Requirements

• 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 channel/reseller networks.
• Strong communication skills with the ability to adapt messaging for technical developers, non-technical operators, C-suite executives, and government stakeholders.
• Self-starter with a bias for action; comfortable with ambiguity and motivated to build market presence from the ground up.
• Data-driven mindset with the ability to measure performance and iterate quickly.
• Passion for the future of software creation and democratizing access to building software.

Nice-to-Haves

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

Compensation & Benefits

• Competitive salary and equity.
• 401(k) program with a 4% match (US only).
• Health, dental, vision, and life insurance.
• Short-term and long-term disability coverage.
• Paid parental, medical, and caregiver leave.
• Flexible Time Off (FTO) and holidays.
• Commuter benefits (in-office and US only).
• Monthly wellness stipend.
• Autonomous work environment.
• In-office setup reimbursement (in-office only).
• Quarterly team gatherings.
• In-office amenities (in-office only).