Overview
Director, Commerce Partnerships – Tokyo, Japan Jobs in Tokyo, Japan at Glance
Title: Director, Commerce Partnerships – Tokyo, Japan
Company: Glance
Location: Tokyo, Japan
Glance AI is an AI commerce platform shaping the next wave of e-commerce with inspiration-led shopping, less about searching for what you want and more about discovering who you could be. Operating in 140 countries, Glance AI transforms every screen into a stage for instant, personal, and joyful discovery, where inspiration becomes something you can explore, feel, and shop in the moment.
Its proprietary models, seamlessly integrated with Google’s most advanced AI platforms, Gemini and Imagen on Vertex AI, deliver hyper-realistic, deeply personal shopping experiences across categories such as fashion, beauty, travel, accessories, home décor, pets, and more. Designed to seamlessly integrate into everyday consumer technology, Glance AI reimagines the future of e-commerce with inspiration-led discovery and shopping.
With an open architecture built for effortless adoption across hardware and software ecosystems, Glance AI is creating a platform that can become a staple in everyday consumer technology. It partners with the world’s leading smartphone makers, connected TV manufacturers, telecom providers, and global brands — meeting people where they are: on mobile, smart TVs, and brand websites.
Through Glance AI’s rich first-party data and unparalleled consumer access, it harnesses InMobi’s global scale, insights, and targeting capabilities to create high-impact, performance-driven shopping journeys for brands worldwide. Part of the InMobi Group, a global technology and advertising leader reaching over 2 billion devices and serving more than 30,000 enterprise brands worldwide, Glance AI is backed by Google, Jio Platforms, and Mithril Capital.
What will you be doing?
- Partner strategy and prioritization across the full commerce stack – marketplace anchors (Rakuten, Mercari, Yahoo!/ZOZO, Amazon JP), super-app commerce (LINE, PayPay), wallet/points rails, vertical D2C (beauty, apparel, lifestyle), konbini, live commerce, and creator-economy platforms
- Deal architecture – pricing models, revenue share structures, exclusivity terms, data-sharing frameworks, and integration depth (from promotional placements to deep checkout integrations)
- Mobile + TV commerce sequencing – TV builds consideration loops, mobile closes transactions; you shape how the pipeline tilts and where handoff mechanics are built
- Team leadership — manage and develop a high-performing team, set quarterly deal targets, run pipeline reviews, build commercial muscle in the org
- Leadership reporting – represent the commerce vector to JP leadership with structured updates on pipeline, deal economics, and risks
What is expected out of you?
60 Days Plan: Three to five anchor partnerships signed or at term-sheet stage across marketplace, points/wallet, and D2C categories. Commerce pipeline mapped to 30+ named partners with deal economics documented.
180 Days Plan: Live commerce flow through Glance surfaces with measurable GMV. Points/wallet integration with at least one of PayPay, Rakuten Points, d-Points, or au PAY. Team scaled and operating against quarterly deal targets. Established as Glance’s senior external face in Japan commerce.
Key Requirements:
- 12+ years in commerce, partnerships, or BD in Japan, with at least 4 years leading partner-facing teams
- Track record signing and operating large commercial deals with Japanese marketplaces, super-apps, payment/points ecosystems, or major D2C brands
- Fluency in the structural realities of Japanese commerce: points/poikatsu, the LINE/Yahoo/Rakuten/PayPay ecosystem, konbini distribution, and the role of TV and physical retail in driving consideration
- Comfort operating from a Tokyo-based country team with significant autonomy — this is not a regional satellite role
- Business-level Japanese (native or near-native preferred); working English for internal collaboration
- High tolerance for ambiguity — several assumptions in Glance’s JP commerce thesis are still being validated through consumer research, and you will need to operate confidently while pressure-testing them
- Prior experience at a marketplace, super-app, carrier commerce arm, or major Japanese platform company
- Experience launching new commerce surfaces (widgets, agent-driven commerce, TV commerce, live commerce)
- Familiarity with IP/character licensing structures in Japan (kawaii, kyara, oshikatsu economics)
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