Business Development Manager

📋 Description

• • Own the entire partnership funnel for Japan’s digital-content ecosystem—from first handshake to signed contract—driving millions of dollars in annual recurring revenue for Coda’s global commerce platform.
• • Map and prioritize the Japanese publisher landscape (mobile games, streaming media, SaaS, e-learning, and emerging Web3 content) to build a living target-account list that aligns with quarterly OKRs and long-term regional strategy.
• • Run a disciplined, data-driven sales process: prospect via cold outreach, LinkedIn, events, and warm referrals; qualify opportunities using MEDDICC; craft bespoke value propositions that quantify uplift in payment conversion, ARPU, and global reach.
• • Deliver compelling, bilingual pitches to C-suite, product, and finance stakeholders—showcasing Codapay’s 300+ local payment methods, Custom Commerce storefronts, and Giftcloud’s rewards engine—then negotiate commercials, commercials, and technical integration timelines.
• • Orchestrate cross-functional squads (Solutions Engineers, Legal, Finance, Tax, Compliance, Marketing) to design deal structures that balance revenue share, implementation fees, and ongoing service commitments while meeting strict APAC regulatory standards.
• • Build and maintain a rolling 12-month pipeline forecast in Salesforce; report weekly on stage progression, risk mitigations, and expansion whitespace to APAC leadership and global GTM teams.
• • Co-create joint go-to-market plans with top-tier partners—bundling promotional campaigns, seasonal bundles, and influencer activations—to accelerate user acquisition and brand lift in Japan and adjacent markets.
• • Monitor competitor moves, pricing trends, and regulatory shifts (PSR, FSA, JCT) to refine battle cards, objection-handling scripts, and pricing models that keep Coda at least one step ahead.
• • Champion customer success post-signature: partner with Account Directors to ensure smooth technical onboarding, hit go-live dates, and identify upsell opportunities within 90 days of launch.
• • Mentor junior BDRs and interns; codify best practices into playbooks, pitch decks, and notion pages that scale knowledge across the Tokyo hub and global sales organization.
• • Represent Coda at industry events like Tokyo Game Show, BitSummit, and ad:tech—delivering thought-leadership keynotes, hosting roundtables, and nurturing executive relationships that convert into multi-year contracts.
• • Foster an inclusive, high-performance culture by living Coda’s values of respect, clarity, ownership, and collaboration—celebrating wins, sharing learnings from losses, and elevating diverse voices across 57 nationalities.