Business Development Manager, Rokt Ads Japan

We are Rokt. We are the global leader in ecommerce, on a mission to make every transaction more relevant. We’ve built our business around the Transaction Moment™, the span from cart to confirmation where customer attention and intent peak, and where more than 90% of a business's ancillary revenue potential sits untapped.

The Rokt Brain leverages advanced machine learning to determine the next best action for every customer in real time across the Rokt Network, powering 13 billion transactions a year for brands like: Live Nation, Fanatics, Macy's, AMC Theatres, PayPal, Uber, Hulu, Albertsons and more. Since 2012 we've grown from a Sydney startup, to a $3.5B company with 700+ Rokt'stars across eight offices and 15 markets, sustaining a Compound Annual Growth Rate of 40%+ for over a decade.

At Rokt, we practice transparency in career paths and compensation, which is why we have a well-defined career ladder with clear compensation and career paths based on competency and ability.

Target total compensation ranges from ¥15,000,000 – ¥25,800,000JPY, including a fixed annual salary of ¥10,250,000 – ¥16,750,000JPY, variable quarterly compensation, an employee equity plan grant, and world-class benefits. This is the expected range for the role. Final compensation is determined by the level assessed through the interview process and based on how your experience and skills map to our career ladder.

Equity grants are issued in good faith, subject to company policies, board approval, and individual eligibility.

About the role:

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.

We are an AI-first company. We're a team of builders. That means the person who spots the problem is usually the person who fixes it, and "someone should build a tool for that" is treated as a volunteer sign-up sheet. We use AI and automation tools to move faster, and expect you to figure things out when the path isn’t obvious. If you prefer established processes and clearly defined lanes, you probably won’t like it here.

How your future team uses AI:

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.

How you will contribute:

• 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

Requirements

What you Bring:

• 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

Benefits

About Rokt’stars:

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.

About The Benefits:

• Subsidized Health Insurance
• Equity in a profitable, fast-growing company approaching $1 Billion in revenue
• Every employee has enterprise access to leading AI tools, building AI fluency as a core skill
• Monthly Wellness and Cell Phone Allowances
• Quarterly performance reviews for most roles, so feedback and promotion decisions don't wait
• Extra leave (bonus annual leave, sabbatical leave etc.)

We believe we’re better together. Most teams are in the office minimum 4 days per week.

At Rokt, we choose to create a company that is as diverse and inclusive as the world we live in by attracting, growing and keeping the best talent. Equal employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

If this sounds like a role you’d enjoy, apply here, and you’ll hear from our recruiting team.

Rokt only contacts candidates from @rokt.com addresses. We never request payment, bank details, or identity documents before a written offer, and we never interview solely over chat apps. Verify any role at rokt.com/careers if you're unsure.