Head of Channel Sales Japan

The opportunity

We’re building our reseller channel in Japan from the ground up. We’re looking for a strategic leader to decide where to focus, turn market opportunities into a clear plan, and drive the changes needed to make that plan work.

You’ll roll up your sleeves, work across teams to shape our route to market, test ideas, remove barriers to growth, and build a channel that can scale. You’ll have the freedom to define the approach - and the responsibility to adapt it as you learn.

Strategy and Leadership

• Set the strategy for growing our reseller channel in Japan, including which customer segments, partner types, and opportunities to prioritize.
• Turn the strategy into focused initiatives with clear goals, owners, and measures of success.
• Assess market potential and performance to decide where to invest, what to change, and when to scale.
• Design the commercial approach, including the partner proposition, incentives, sales model, and measures of partner success.
• Lead cross-functional work across sales, product, marketing, operations, and other teams to remove barriers to growth.
• Build the processes and capabilities needed to take the channel from an early-stage effort to a repeatable business.
• Share a clear view of progress, risks, and recommendations with senior stakeholders.
• Build and lead a team as the channel develops.

Reseller channel

• Drive the development and execution of a holistic reseller strategy — from channel partners that drive new seller acquisition.
• Oversee Partner Managers in end-to-end partnership execution: business development, negotiation, launch, and ongoing management.
• Determine and prioritize the appropriate mix of partner benefits, incentives, and co-marketing/sales opportunities to secure high-value deals.
• Advocate for resellers while balancing Square's commercial goals and product roadmap.

What you’ll bring

• 15+ Years of experience developing commercial or go-to-market strategy and delivering measurable growth.
• Experience in fintech, payments, POS, or SaaS 
• A record of leading complex initiatives and bringing teams together to make change happen.
• Strong analytical and commercial judgment: you can size opportunities, make trade-offs, and adjust course based on results.
• Comfort building in ambiguity, without waiting for a fully defined playbook.
• The ability to move between big-picture strategy and the practical work required to deliver it.
• Analytical mindset — able to interpret performance data, model channel economics, and act strategically.
• Fluent Japanese and English
• Nice to have: Experience in reseller channels, partnerships, commercial sales, and our industry.