Business Development Manager - Japan

Responsibilities

Develop and execute strategic business development plans for priority Japanese financial institutions to expand the adoption of Chainalysis solutions. Collaborate with internal teams and partners to manage complex sales cycles, build executive relationships, and deliver practical roadmaps for compliance and risk management.

Requirements

Requires extensive experience in business development or strategic account management within the Japanese financial services sector. Candidates must possess strong communication skills in both Japanese and English, with the ability to navigate complex enterprise procurement and regulatory environments.

Skills

• Business Development
• Strategic Account Management
• Financial Services
• Compliance
• Anti-Money Laundering
• Risk Management
• Blockchain Analytics
• Enterprise Sales
• Stakeholder Management
• Consulting
• Technology Sales
• Regulatory Knowledge
• Presentation Skills
• Financial Crime Prevention
• Proposal Development
• Cross-functional Collaboration

About this role

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 Chainalysis 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 Chainalysis 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 Chainalysis 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 Chainalysis 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 Chainalysis 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 Chainalysis 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 netwo...

About Chainalysis

Software Development · 501-1,000 employees · headquartered in New York, New York