Partner Operations And Systems Lead in Tokyo

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! As a Technical Account Manager (TAM), you will serve as a trusted technical advisor to some of Figma’s largest enterprise customers. You will help organizations successfully adopt, integrate, and scale Figma across complex technical environments. This role sits at the intersection of customer success, enterprise architecture, and developer workflows. You will work closely with customer enablement, sales, and product teams to guide customers through sophisticated implementations involving identity systems, APIs, integrations, governance, and extensibility. Your goal is to reduce technical risk, accelerate adoption, and ensure customers are set up for long-term success. This is a full-time position based in our Tokyo hub; professional fluency in both English and Japanese is required for success. What you’ll do at Figma: Serve as a strategic technical advisor for enterprise customers, helping them adopt and scale Figma in alignment with their business and technical goals Lead structured technical engagements that assess customers’ current environments, identify risks or gaps, and provide clear, prescriptive guidance for successful implementation Guide customers through enterprise API usage and system integrations, helping them extend Figma’s capabilities within their broader technology ecosystems Partner with developer teams to improve design-to-code workflows, including Dev Mode adoption, extensibility initiatives and other emerging platform capabilities (Code to Canvas) Deliver technical workshop

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for a driven Sales Enablement Manager to support our growing sales function in Japan. This role will help shape and scale regional enablement strategy and roadmap, partnering closely with Japan Sales leadership and cross-functional stakeholders to identify market-specific needs and deliver impactful programs. You’ll adapt global onboarding and enablement initiatives for Japan, ensuring they reflect local buyer expectations, sales motions, and cultural nuance. You’ll build practical tools and content that improve seller productivity, strengthen pipeline generation and deal progression, and drive consistent execution across the region. This is a full-time hybrid role based out of our Japan hub. What you’ll do at Figma: Partner closely with Global Sales Enablement and Japan Sales Leadership to design, build, and execute enablement programs for Japan Diagnose where reps and managers need the most support across pipeline generation, deal progression, and deal execution Adapt and regionalize global programs, content, and frameworks for the Japan market, balancing consistency with local relevance Build repeatable sales motions, processes, playbooks, and manager-facing tools that help the field execute more effectively Produce, curate, and maintain enablement content and assets that reflect regional priorities and market nuance Program manage ongoing sales trainings and enablement initiatives across Japan Facilitate effective in-person and virtual training sessions, workshops, and deal-ba

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! Our team of Customer Experience Managers (CEMs) work closely with some of Figma’s largest customers to drive engagement, adoption, and value realization. Now, we’re looking for an experienced and passionate leader to help scale this function in Japan. As the Manager, Customer Enablement, you will lead a team of CEMs who partner deeply with select Mid-Market, Enterprise, and Strategic customers. You’ll help shape the strategy of the CEM team, coach and develop individual contributors, and contribute to the broader goals of Figma’s Customer Experience organization. We're seeking someone who has helped scale post-sales functions in high-growth SaaS environments and is deeply motivated by helping customers succeed and realize business value by using our platform. If you’re energized by enabling and developing customer-facing teams, and you have a background in SaaS and/or product design and development tools, we’d love to hear from you. This is a full time role based out of our Tokyo hub. What you’ll do at Figma: Lead, manage, and grow a team of high-performing CEMs Set clear goals and expectations, provide mentorship and coaching, and support career development Partner with Sales, Support, Product, and Marketing to ensure customer needs are met and exceeded&

About the Team OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this. In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible. About the Role Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value-driven strategy. You’ll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure. You’ll work with researchers, engineers, and solution strategists to help customers evolve their industry with AI. This role is based in Tokyo, Japan. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. In this role, you will: Manage ~dozen key accounts in the Financial Services Industry, developing and executing strategies for a comprehensive account plan. Lead our enterprise prospects’ journeys from consideration to successful deployment. Partner with solutions and research engineering to build and execute complex customer programs and projects. Own a consumption revenue target. Manage consumption revenue forecasts. Analyze key account metrics to create reports and provide insights to internal and external stakeholders. Closely monitor the industry landscape (people, competitors, partners, etc.) to contribute to product roadmap and other corporate strategies. Collaborate with solutions, marketing, communications, business

Who We Are Notion is the collaborative AI workspace where teams and agents think together . We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. About The Role: We’re looking for an experienced Go-To-Market (GTM) Recruiter in Tokyo to partner closely with our Japan leadership team to attract, engage, and close top talent from an array of backgrounds. In this role, you’ll help build our Japan organization in a high-ownership, high-growth environment. We will look to you to advise and consult with hiring managers and interviewers, proactively source and engage future Notinos, and design a rigorous hiring processes while ensuring a delightful candidate experience. What You'll Achieve: Own the Japan recruiting process for GTM roles, primarily for Solutions Consultants (direct sales) and other GTM roles. Operate autonomously across the end-to-end cycle, from direct sourcing and screening through close, while ensuring a thoughtful candidate experience at every step. Run role kick-off meetings, define profiles, and align interview plans and scorecards to drive consistent, high-quality decisions. Utilize internal hiring metrics and external market data to proactively propose recommendations and solutions to leaders. Drive our diversity and inclusion strategy forward, with a heavy emp

Who We Are Notion is the collaborative AI workspace where teams and agents think together . We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. About The Role Notion is reimagining how enterprise software is sold and the Solutions Consultant is the cornerstone of that model. As a SC, you’ll own the full customer journey: from first meeting through workflow design, commercial close, workflow implementation, expansion & renewal planning. You are the single owner of your accounts, accountable for ensuring what you sell actually gets realized. You’ll build live in front of customers, translate workflow designs into commercial outcomes, and be a trusted partner with genuine continuity across the entire relationship. If you’re a builder who loves to sell—and you want to work at the intersection of AI, productivity, and enterprise—this is the role. What You'll Achieve Own the full customer lifecycle—new logo, expansion, and renewal—as the single account owner for your book of business, with responsibility for ensuring credits sold translate into credits consumed Design and build workflow solutions live with customers: the discovery is the demo, not the slide deck—you’ll run discovery, design current-to-future-state workflow architecture, and co-build in Notion with the customer

Who We Are Notion is the collaborative AI workspace where teams and agents think together . We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. About The Role: We are seeking a marketing professional who combines strategy and execution, owning demand gen programs and campaigns for the SMB sales segment and startups in Japan. You will partner closely with cross-functional stakeholders—including the Japan sales org, Japan and global marketing teams, and external agencies—to plan and deliver programs that drive results. In addition, this role supports growth of Notion’s startup program by building awareness and driving trial acquisition, partnering with the Global/APAC startup team to execute marketing activities and recruit partners. You may also support other marketing initiatives to unlock the full potential of the business in Japan. What You'll Achieve: Develop a strong understanding of the Notion product and the SMB user/buyer journey to identify the highest-impact plays for the segment. Partner with SMB Sales leadership to set program priorities, define target audiences and goals, and align on campaign plans—proactively communicating progress, results, and learnings to stakeholders. Own end-to-end execution of events and webinars —from planning and logistics through day-o

Who We Are Notion is the collaborative AI workspace where teams and agents think together . We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. About The Role Notion is rebuilding its go-to-market motion around a workflow-first, builder-led model—and the BDR is at the front of it. As a Business Development Rep, you'll be the force that turns the right accounts into the right conversations. You'll partner closely with Solutions Consultants to identify and target companies that are ready to rethink how they work—and your job is to get them in the room. This isn't generic pipeline work: you're qualifying for workflow-first, build-ready opportunities that set SCs up to win. If you're competitive, curious, and energized by outbound that actually means something, this is the role for you. What You'll Achieve Generate qualified, workflow-first pipeline by identifying and targeting high-potential accounts in your assigned book, partnering with your sellers on account and outbound strategy Run multi-channel outbound campaigns—email, phone, LinkedIn, and events—to create urgency and secure first meetings with the right decision-makers Conduct initial qualification to ensure meetings handed to sellers are "ready to build," not just "ready to talk"—validating ICP, intent, and workflow f

Who We Are Notion is the collaborative AI workspace where teams and agents think together . We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. About The Role We’re looking for an experienced Localization Project Manager — Japan Training Quality to support localization for Customer Education, helping ensure Notion training content feels accurate, clear, culturally relevant, and ready to use for learners across the globe. You’ll work at the intersection of localization quality, training implementation, and program management , collaborating with Localization, Partner Enablement, Customer Education, vendors, and language specialists. You’ll help turn translation feedback, learner experience issues, and regional quality needs into practical improvements across training content, quizzes, LMS setup, and repeatable localization workflows. The ideal candidate combines native-level Japanese language expertise with a deep understanding of what effective education looks like in the Japanese market. What You'll Achieve Own and apply Japanese localization QA standards across training content, including checking for accuracy, clarity, tone, terminology, and cultural nuance Support development of glossaries, style guides, QA checklists, review processes, and localization assets Become a g

Who We Are Notion is the collaborative AI workspace where teams and agents think together . We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. What You'll Achieve Own the full customer lifecycle—new logo, expansion, and renewal—as the single account owner for your book of business, with responsibility for ensuring credits sold translate into credits consumed Design and build workflow solutions live with customers: the discovery is the demo, not the slide deck—you’ll run discovery, design current-to-future-state workflow architecture, and co-build in Notion with the customer Partner with BDRs on target account planning and co-own the outbound motion for your book, running direct outreach to priority stakeholders alongside BDR-sourced pipeline Navigate commercial sizing, proposal construction, procurement, legal, and security review to close deals with the right scope, credits, and implementation path Guide customers through early implementation with a clear adoption plan and handoff to Outcomes Architects for ongoing multi-workflow expansion Partner with Outcomes Architects (OA) on onboarding, adoption plans, expansion strategies, and renewal execution—owning the commercial arc while OAs drive day-to-day workflow adoption Skills You'll Need to Bring Experience in selling tec

Who We Are Notion is the collaborative AI workspace where teams and agents think together . We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. About The Role Notion is reimagining how enterprise software is sold and the Solutions Consultant is the cornerstone of that model. As a SC, you’ll own the full customer journey: from first meeting through workflow design, commercial close, workflow implementation, expansion & renewal planning. You are the single owner of your accounts, accountable for ensuring what you sell actually gets realized. You’ll build live in front of customers, translate workflow designs into commercial outcomes, and be a trusted partner with genuine continuity across the entire relationship. If you’re a builder who loves to sell—and you want to work at the intersection of AI, productivity, and enterprise—this is the role. What You'll Achieve Own the full customer lifecycle—new logo, expansion, and renewal—as the single account owner for your book of business, with responsibility for ensuring credits sold translate into credits consumed Design and build workflow solutions live with customers: the discovery is the demo, not the slide deck—you’ll run discovery, design current-to-future-state workflow architecture, and co-build in Notion with the customer

About the Team The AI Architect team partners with organizations to turn OpenAI's most capable models into meaningful, real-world impact. We work with customers across industries and digital-native businesses to identify where AI can create value, design secure and scalable solutions, and help those solutions move from early exploration into sustained production adoption. The team brings together technical strategy, customer partnership, and practical deployment expertise, working closely with Sales, Product, Engineering, Research, and specialist delivery teams. About the Role As an AI Architect, you will be the senior technical owner for a named portfolio of customers and the primary technical counterpart to their leadership teams. You will act as the “CTO of your book of business”, shaping each customer's AI strategy and guiding their journey from pre-sales discovery and solution evaluation through deployment, adoption, and measurable business impact. You will own the technical account plan across ChatGPT Enterprise, the OpenAI API, Codex, and other agentic AI solutions. In partnership with the Account Director, you will translate business priorities into a focused use-case portfolio, an actionable adoption roadmap, and a clear path to durable customer value and growth. The Account Director owns commercial strategy; you own the technical strategy, customer journey, and path to production value. You will remain accountable for the technical outcome while bringing in the right specialists across deployment, implementation, enablement, security, product, and partners to provide deeper expertise and execute work where needed. This role calls for strong industry fluency, sound architectural judgment, and the ability to move confidently between executive strategy and hands-on technical conversations. In this role, you will: Serve as the primary technical advisor and long-term technical relationship owner for a named portfolio of existing customers and pre-sales prospect

About the team OpenAI’s Forward Deployed Engineering team partners with customers to turn research breakthroughs into production systems. We operate at the intersection of customer delivery and core platform development. About the role Forward Deployed Engineers (FDEs) lead complex end-to-end deployments of frontier models in production alongside our most strategic customers. You will own discovery, technical scoping, system design, build, and production rollout, partnering directly with customer engineering and domain teams. You will measure success through production adoption, measurable workflow impact, and eval-driven feedback that changes product and model roadmaps. You’ll work closely with our Product, Research, Partnerships, GRC, Security, and GTM teams. This role is based in Tokyo. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. Travel is expected in this role, mainly within Japan. To succeed in this position you must be bilingual—fluent in both Japanese and English (spoken and written). Please note that your resume must be submitted in English, and the interview process will include conversations in both languages. In this role you will Own technical delivery across multiple deployments from first prototype to stable production Build full-stack systems that deliver customer value and sharpen how we learn Embed closely with customer teams, understand their needs, and guide adoption of what you build Scope work, sequence delivery, and remove blockers early Make trade-offs between scope, speed, and quality; adjust plans to protect delivery Contribute directly in the code when progress or clarity depends on it Codify working patterns into tools, playbooks, or building blocks that others can use Share field feedback that helps Research and Product understand where the models succeed and where they can improve Keep teams moving through clarity and follow-through You might thrive in this role if you Bri

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Field Marketing Team As a member of Japan Field Marketing in Okta Japan, you will be responsible for the marketing planning and execution for Japan business success. The Japan Field Marketing Specialist will work closely with the Head of Japan Field Marketing to execute strategic programs with cross-functional teams to build pipelines across Japan. These plans will align closely with the Regional Sales Directors, Sales Development Representatives (SDRs), Channel Sales and the broader Go-to-Market team. You will help drive execution of regional field events, programs and campaigns; and work with our partners to drive business value. This role will report directly to the Head of Japan Field Marketing. You will serve as one of the primary liaisons between the SDR team, the Field Sales team and Marketing. This role will generate awareness and create demand using a variety of marketing vehicles and tactics including, but not limited to, account-targeted programs, regional and national tradeshows, conferences, targeted field events, demand campaigns and assets, direct mail, webinars and workshops. Their primary objective is to move accounts through the sales pipeline and accelerate the sales cycle for prospects. You are a results-oriented marketer that gets things done and a roll up your sleeves type of person. The role will require shown ability to effectively work harmoniously with cross-functional internal teams and external vendors. What you’ll be doing T

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Account Executive at Okta is responsible for all aspects of new customer acquisition and growth including management of the sales process for small to medium prospective customers as well as expansion within existing accounts. The Account Executive will focus on the Japan market, to develop and execute strategies and tactics in the following key areas: territory planning, prospecting, relationship development, running sales cycles, pricing presentation and delivery, negotiations, and closing. Account Executives at Okta strive to understand the specific challenges that both prospects and customers are faced with and map Okta’s solutions accordingly to achieve the desired positive business outcomes. They will need to cultivate positive relationships with customers and key partners while maintaining a solid knowledge of Okta’s evolving technology as well as contending differentiators. In this high-velocity role, you’ll focus on small to mid-sized businesses, presenting both on-site and remotely. Expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners. It is imperative that you demonstrate leadership qualities, ethical behavior, excellent work ethic and a focus on collaboration with both internal counterparts as well as customers. Job Duties and Responsibilities: Build and execute against a comprehensive territory plan Prospect, build and maintain a robust sales pipeline Work with pa