Country Manager, Japan

At Playlist, life's richest moments happen when people step away from screens to move, connect, explore, and play. We're building the definitive platform for intentional living, connecting people with inspiring experiences in fitness, wellness, and beyond. With popular brands like Mindbody and ClassPass, Playlist empowers businesses and individuals, making it effortless for aspirations to become actions. Join us in reshaping technology's role to foster meaningful, real-world connections.

ClassPass offers thousands of fitness and wellness experiences worldwide, helping people lead active, balanced lifestyles. Our platform makes discovering and enjoying activities simple, personalized, and joyful—whether it's fitness classes, self-care sessions, a healthy lunch, or a new adventure. Join us in shaping healthier, more vibrant communities around the globe.

JOB FAMILY SUMMARY:

The Corporate Sales organization is focused on providing companies across the globe with access to a top tier Corporate Wellness solution through the ClassPass product. The ClassPass Corporate product allows Companies to offer employees a wellness solution that is flexible, engaging and easy to use.

JOB SUMMARY:

As Country Manager, Japan, you’ll be the founding leader of ClassPass Corporate in Japan. You’ll own the full sales cycle, building and leading the SDR, Account Executive and Account Management teams from the ground up, and defining our go-to-market strategy for Corporate in the Japanese market. Working within an agreed budget and headcount plan, you’ll hire and develop a high-performing team, set ambitious goals, and create the processes and culture that let the business scale. You bring deep knowledge of the Japanese HR and employee benefits landscape, you lead from the front in key customer conversations and negotiations, and you make decisions grounded in data. Above all, you know how to build a team from scratch, foster strong camaraderie, motivate and empower individuals to do their best work, and drive everyone towards a collective goal.

MINIMUM QUALIFICATIONS AND REQUIREMENTS:

- 7+ years of experience across go-to-market functions such as sales, account management, marketing and strategy, including significant time in senior leadership or general management roles in Japan

- Fluent Japanese and business-fluent English, both written and spoken

- Proven experience leading teams across the full sales cycle: SDR/business development, new business sales (Account Executives) and account management

- A track record of building teams from the ground up, including hiring, onboarding and developing talent against an agreed headcount plan

- Experience in the Japanese HR, employee benefits or HR technology space, with an established network of HR and People decision-makers

- Demonstrated enterprise sales experience with a track record of relentlessly high standards and top performance

- Experience defining and executing a go-to-market strategy in Japan; market-entry, launch or start-up experience is a strong plus

- Experience managing a budget and making data-driven decisions on resourcing and spend

- Expert experience in CRM systems (Salesforce), including building pipeline reports and forecasts

- Strong knowledge of Excel, Word, PowerPoint, Notion, etc.

- Outstanding presentation skills, with the ability to communicate clearly to local customers and to regional and global leadership

- Right to work in Japan

PRINCIPAL DUTIES AND RESPONSIBILITIES:

- Define and own the go-to-market strategy for ClassPass Corporate in Japan, including target segments, ideal customer profile, pricing approach and sales motion

- Build the Japan team from the ground up, hiring SDRs, Account Executives and Account Managers within the agreed budget and headcount plan

- Lead the full sales cycle, from pipeline generation and new business closing through to onboarding, retention and expansion

- Set targets, KPIs and operating rhythms for each team, and hold th