Country Lead - Japan

Role Overview:

We are seeking an entrepreneurial and commercially driven Country Lead to build and lead our entry into the Japanese market. This is a high-impact leadership role with full ownership of the local business — from strategy and brand positioning to P&L management and operational execution. You will serve as the face of the company in Japan, driving growth, building key partnerships, and ensuring an exceptional experience for our restaurant partners.

Key Responsibilities:

Strategic Leadership & Business Ownership

1. Take full ownership of the Japan business: define market entry strategy, develop the go-to-market plan, and own the P&L to deliver sustainable growth.
2. Build the organizational blueprint — design the local team structure, operating rhythms, and talent strategy to achieve business objectives.
3. Continuously test, learn, and refine the operating model as the market evolves.

Team Building & Talent Development

1. Hire, coach, mentor, and inspire a world-class, high-performing team across sales, operations, and customer success.
2. Identify and bring in the right talent at the right time, ensuring the organization scales effectively with the business.

Data-Driven Decision Making

1. Make informed, logic-based decisions regarding resource allocation, pricing strategy, team structure, and overall business performance.
2. Leverage data and analytics to optimize operations and drive measurable outcomes.

Stakeholder & Partner Engagement

1. Build and nurture a strong external network — including restaurant owners, last-mile delivery providers (OFOs), vendors, and government/regulatory bodies.
2. Represent the company in key industry forums and cultivate strong relationships with regulators and local authorities.

Customer Leadership

1. Own and lead critical customer relationships, acting as the executive sponsor for key restaurant partners.
2. Actively engage with customers to understand their pain points, needs, and aspirations — serving as the voice of the customer to inform product and service roadmaps.
3. Identify upsell and cross-sell opportunities to deepen partnerships and drive revenue growth.

Operational Excellence & Innovation

1. Proactively identify opportunities to innovate and improve operations where support structures do not yet exist.
2. Lead rapid, iterative problem-solving to develop practical and scalable solutions for restaurant partners.

Key Qualifications:

1. Proven experience in a senior leadership or country-level management role, ideally within F&B, or a related high-growth sector.
2. Strong commercial acumen with experience owning P&L and driving business growth in Japan.
3. Deep understanding of the Japanese food service and delivery landscape, including regulatory environment, customer behaviors, and key industry players.
4. Track record of building and leading cross-functional teams (sales, operations, customer success) in a fast-paced, ambiguous environment.
5. Exceptional stakeholder management skills — ability to build trust with restaurant owners, delivery partners, and government officials.
6. Data-driven decision maker with strong analytical and problem-solving capabilities.
7. Fluent in Japanese (native/business level) and English (professional working proficiency).