Business Development Manager - Japan

Our Business Development Managers build long-term relationships with financial institutions and public sector organizations to help them prevent and investigate financial crime and address risk and compliance challenges. You’ll work with leading Japanese banks, securities firms, and other financial institutions to connect their business priorities with the company solutions across financial crime threat intelligence, anti-money laundering (AML), compliance, investigations, fraud prevention, and security.

This role focuses on a select group of priority institutions, building on existing relationships and opportunities rather than starting solely through outbound prospecting. You’ll help customers evaluate how the company can support their current needs and the responsible development of on-chain finance, including tokenized assets, digital payments, and custody services. While financial institutions are the primary focus, you’ll also support selected public sector opportunities where your expertise can help the Japan team address financial crime, compliance, and investigative needs.

You’ll work alongside Account Executives and specialists across the company to develop long-term account strategies, prepare proposals, and support customer evaluation, internal approvals, procurement, and implementation planning. Success means advancing strategic opportunities, expanding customer adoption, and contributing to the Japan team’s commercial results.

We are looking for a Business Development Manager to join our Japan team, reporting to the Country Manager, Japan. This is an individual contributor role with no people management responsibilities.

IN THIS ROLE, YOU'LL

• Develop and execute strategic business development plans for priority Japanese banks and financial institutions, building on existing relationships and opportunities.

• Build trusted relationships with executives and stakeholders across business strategy, financial crime, AML, compliance, risk, technology, and operations.

• Understand customers’ business plans, regulatory requirements, and onchain finance strategies, and translate their needs into clear proposals and practical roadmaps.

• Partner with Account Executives to advance strategic opportunities and support customers through evaluation, internal approvals, procurement, and contract execution.

• Help customer stakeholders evaluate options, build internal consensus, and reach informed decisions.

• Develop proposals that connect the company solutions across compliance, investigations, fraud prevention, security, and visibility into fund flows.

• Work with Solutions Architecture, Product, Global Services, Marketing, and Government Affairs to develop customer use cases, proof of value success criteria, and implementation plans.

• Collaborate with systems integrators and other partners on joint proposals, co-selling, solution integration, implementation, and customer training.

• Identify opportunities to expand the company adoption across customer business units, subsidiaries, and services as their needs grow.

• Work with Government Affairs to understand regulatory developments and support appropriate dialogue with regulators and industry associations.

• Partner with Account Executives and technical specialists to develop proposals and advance selected opportunities with regulators, government agencies, and law enforcement, supporting customer evaluation, procurement, and contract execution.

• Share customer and market insights with the Japan team to strengthen positioning, prioritize opportunities, and support commercial planning.

WE'RE LOOKING FOR CANDIDATES WHO HAVE

• Experience working with major Japanese financial institutions in business development, strategic account management, consulting, technology sales, or business transformation.

• A track record of building trusted relationships with executives and business leaders and helping stakeholders reach informed decisions.

• Experience advancing strategic opportunities involving multiple stakeholders, long buying cycles, and enterprise procurement processes.

• The ability to understand business, operational, regulatory, and risk challenges and translate them into practical proposals and customer outcomes.

• A strong understanding of Japanese financial services industry dynamics, internal approval processes, and budget cycles.

• Experience collaborating with sales teams and technical specialists to develop opportunities and deliver commercial results.

• Strong business communication and presentation skills in Japanese, with the ability to explain complex concepts clearly to executive audiences.

• The ability to collaborate with global colleagues in English.

• An interest in on-chain finance and a willingness to learn about emerging financial technologies, relevant regulation, and the company solutions. Prior blockchain expertise is not required.

• The ability to work independently, prioritize strategic opportunities, and bring colleagues and partners together around shared customer priorities.

NICE TO HAVE

• Experience in banking, securities, trust banking, payments, or another financial institution before moving into consulting, business development, or technology sales.

• Experience with financial crime threat intelligence, AML/CFT, KYC, sanctions, fraud prevention, transaction monitoring, investigations, or risk management.

• Experience selling or advising on enterprise software, data, RegTech, FinTech, or cybersecurity solutions.

• Experience partnering with systems integrators on joint proposals, co-selling, integration, implementation, or embedding technology into customer services.

• Familiarity with stablecoins, tokenized deposits, tokenized assets, digital securities, custody, or onchain and cross-border payments.

• Experience working with Japanese public sector organizations, including an understanding of their decision-making, procurement, and budget processes.

• Familiarity with structured enterprise sales methodologies such as MEDDPICC or Challenger.

• An established network of senior stakeholders across Japan’s financial services and technology sectors.

AI at the company

AI is not a feature at the company - it is a new way of working. One that turns instructions into work done, and helps us move faster than the threats we're built to counter, and we expect our employees to take ownership of the output and ensure quality. As the world's most trusted blockchain analytics platform, the company sits at a rare intersection of proprietary data, regulatory relationships and crypto expertise that makes it uniquely placed to shape and lead the next era of AI-driven intelligence - and we expect everyone here, regardless of role, to be an active part of it.

AI fluency is tied directly to how we measure performance and how we plan to win. There is no substitute for your own curiosity. We provide the tools, workflows, and space to experiment - but the expectation is that you develop these capabilities yourself, bring ideas, and collaborate across teams to reinvent the way work gets done. We are not using AI to do less. We are using it to do what was never possible before.

About the company

The company is the blockchain data platform, making it easy to connect the movement of digital assets to real-world services. Powered by deep blockchain data and AI, organizations can investigate illicit activity, manage risk exposure, and develop innovative market solutions built on the industry's most trusted blockchain intelligence. Our mission is to build trust in blockchains, blending safety and security with an unwavering commitment to growth and innovation.

You belong here.

At the company, we believe that diversity of experience and thought makes us stronger. With both customers and employees around the world, we are committed to ensuring our team reflects the unique communities around us. We’re ensuring we keep learning by committing to continually revisit and reevaluate our diversity culture.

We encourage applicants across any race, ethnicity, gender/gender expression, age, spirituality, ability, experience and more. If you need any accommodations to make our interview process more accessible to you due to a disability, don't hesitate to let us know. You can learn more here [link for members] We can’t wait to meet you.