Business Development Manager, Rokt Ads Japan

Rokt has built deep supply partnerships with leading Japanese eCommerce companies and now we are scaling the demand side of the network in Japan.  As a business development manager for Rokt Ads, you will own designated partnership deals in the Japanese market — such as referral programs — from identification through launch and growth, while building a qualified pipeline across the broader Japan Ads opportunity.  Rokt is a unique performance marketing channel helping advertisers diversify spend away from legacy platforms without compromising on performance.

You will drive outbound and inbound pipeline, qualify and progress opportunities, and independently close lower-complexity deals, partnering with senior BD team members on larger enterprise opportunities.  You will develop growing expertise in the Japanese digital advertising ecosystem and your feedback from the market will help shape our local GTM playbook.  Beyond your owned scope, responsibilities follow those of equivalent BD roles in other Rokt markets.  We are looking for someone deeply curious, who leads with conviction and thrives when things move fast and change often.

The Business Development team uses AI as an account intelligence partner to synthesize customer activity, assess account health, and turn customer goals into measurable success plans.

AI supports the more hands-on technical side of the role as well, helping teams troubleshoot issues such as faulted integrations and get clients to answers faster. And increasingly, AI isn't just how we work—it's part of what we bring to our clients. 

• Own designated partnership deals (e.g., referral programs) end-to-end: sourcing, structuring, negotiating, launching, and growing them
• Drive outbound prospecting and inbound qualification to build a healthy pipeline of Japanese advertisers for Rokt Ads
• Run discovery, work through objections, and negotiate and close entry-level and mid-complexity deals independently
• Identify key stakeholders within target accounts, multi-thread relationships, and loop in senior BD team members on complex enterprise opportunities
• Maintain an accurate forecast and manage your book of business in HubSpot with your manager
• Use AI tools daily for account research, outreach drafting, localization, meeting prep, and proposal creation
• Develop localized sales collateral and proposals that position Rokt's differentiated value for Japanese advertisers
• Continuously refine sales tactics and share best practices — we win as a team

• 3+ years of experience in sales, business development, partnerships, or performance marketing (digital advertising, agency, or adtech/martech experience preferred)
• Demonstrated ability to generate pipeline and progress deals: prospecting, qualification, and early-stage negotiation
• Working fluency in performance marketing concepts (ROAS/CPA, attribution, measurement) or a hunger and aptitude to build it fast
• Strong communication skills in Japanese business contexts; comfortable engaging stakeholders across levels
• Builder mindset: proactive, coachable, operationally disciplined, and energized by a fast-changing environment where priorities shift based on customer and business needs
• Willingness to be in the Tokyo office at least 4 days per week and to travel as needed
• Native-level Japanese and business-level English

We move fast and decide with incomplete information, because a good decision this week can lead to a perfect one next quarter. We work as one team, which means the best idea wins regardless of who raised it or what level they are. We hire people who are brilliant and humble and who are obsessed with making the customer successful.