---
title: 'Business Development Manager - Japan at Xsolla'
canonical: 'https://feeny.ai/job/business-development-manager-japan-xsolla-tokyo-y6ts8hr2h9dz'
type: 'job'
last_seen: '2026-09-15'
---

# Business Development Manager - Japan at Xsolla

- **Company:** Xsolla
- **Location:** Tokyo, Japan
- **Employment:** full-time
- **Work type:** onsite
- **Posted:** 2025-12-22
- **Last confirmed live:** 2026-09-15
- **Apply:** https://jobs.lever.co/xsolla/c56675b9-5640-4d35-9d25-0e4752f557f1

## Job description

## ABOUT YOU

We are looking for a Business Development Manager who is strategically driven, relationship-focused, and deeply passionate about the gaming and payments landscape to join our Japan team. The best candidate will be someone who thrives in a fast-paced, highly collaborative, and exceptionally dynamic setting and is excited to identify and lead high-value partnerships, expand Xsolla's presence in the Japanese market, and serve as a trusted advisor to top-tier game studios and publishers. Strong negotiation skills and the ability to close complex, high-value deals are essential, along with experience in business development or strategic partnerships within the payments and/or gaming industry. The ability to manage multiple high-priority relationships, navigate cross-functional collaboration, and communicate effectively with stakeholders from C-level executives to technical counterparts will be key to your success in this role. If you're passionate about driving meaningful growth through strategic partnerships and innovative commerce solutions and love helping game developers in Japan and across APAC unlock new revenue opportunities and reach more players worldwide, we would love to hear from you!

## ABOUT US

Xsolla is a global commerce company with robust tools and services to help developers solve the inherent challenges of the video game industry. From indie to AAA, companies partner with Xsolla to help them fund, distribute, market, and monetize their games. Grounded in the belief in the future of video games, Xsolla is resolute in the mission to bring opportunities together, and continually make new resources available to creators. Headquartered and incorporated in Los Angeles, California, Xsolla operates as the merchant of record and has helped over 1,500+ game developers to reach more players and grow their businesses around the world. With more paths to profits and ways to win, developers have all the things needed to enjoy the game.

For more information, visit xsolla.com.

職務内容 / Responsibilities

- (English follows Japanese)
- 日本国内のゲーム開発者、パブリッシャー、決済パートナーとの 戦略的なビジネス機会を創出し、発展させ、主導する。
- トップクラスのゲームスタジオやパブリッシャーの主要意思決定者との強固な関係を構築・維持する。
- 専門的なソリューションと戦略的パートナーシップを通じて、日本市場における Xsolla のプレゼンスと売上成長 を推進する。
- パートナーの主要窓口となり、コンサルティングサポートを提供し、Xsolla エコシステムを活用して課題解決を支援する。
- 長期的なビジネス目標達成を見据えて、高額の案件交渉を主導する。
- プロダクト、リーガル、ファイナンス、マーケティングなど社内チームと連携し、パートナー戦略の円滑な実行を確保する。
- 市場動向、競合状況、パフォーマンスをモニタリングし、成長戦略を最適化し新たな機会を見出す。
- 日本および APAC 地域の主要業界イベントやカンファレンスで Xsolla を代表し、ネットワーキング活動を行う。
- C レベルから技術担当者まで、幅広いステークホルダーに対して Xsolla の価値提案を伝え、啓蒙する。
- Identify, develop, and lead strategic business opportunities with game developers, publishers, and payment partners in Japan.
- Cultivate and manage strong relationships with key decision-makers at top-tier game studios and publishers.
- Drive revenue growth and expand Xsolla’s footprint in the Japanese market through tailored solutions and strategic partnerships.
- Act as a primary liaison for partners, delivering consultative support and leveraging Xsolla’s ecosystem to solve client challenges.
- Lead negotiations for high-value deals, ensuring alignment with long-term business goals.
- Collaborate cross-functionally with internal teams including Product, Legal, Finance, and Marketing to ensure seamless execution of partner strategies.
- Monitor and analyze market trends, competitor activity, and partner performance to refine growth strategies and identify new opportunities.
- Represent Xsolla at major industry events, conferences, and networking forums in Japan and APAC.
- Articulate and evangelize Xsolla’s value proposition to a wide range of stakeholders, from C-level executives to technical counterparts.

必須要件 / Qualifications - Required

- 決済業界またはゲーム業界での 3年以上のビジネスデベロップメントまたは戦略的パートナーシップ経験
- 複雑かつ高額なディールのクロージング経験を含む優れた交渉スキル
- 優れた対人能力および日本語・英語での高いコミュニケーション能力
- 組織における高い職務遂行能力とチームワーキングスキル、およびスピード感ある環境でのマルチタスク能力
- ゲーム、デジタルコマース、革新的テクノロジーへの情熱
- 日本国内および海外への出張が可能な方（最大 30%）
- 3+ years of experience in business development or strategic partnerships in the payments and/or gaming industry.
- Excellent negotiation skills and experience closing complex, high-value deals.
- Exceptional interpersonal and communication skills in both Japanese and English.
- Strong organizational capabilities and ability to thrive in a dynamic, fast-paced environment.
- Passion for gaming, digital commerce, and innovative technologies.
- Willingness to travel within Japan and internationally (up to 30%).

歓迎要件 / Qualifications - Preferred

- Salesforce、Jira、Confluence などの CRM / プロジェクト管理ツールの経験
- 国際決済基盤やコンプライアンスの知識
- グローバル志向を持つスタートアップ環境または高成長環境での経験
- KPI の設計、データを活用した意思決定・業績改善の実務能力
- 戦略的思考と問題解決力、そして迅速に行動する姿勢
- 日本のデジタル決済、ローカル市場動向、マネタイズ戦略に関する深い理解
- ゲーム業界およびフィンテック・エコシステムにおける強力なネットワーク
- Hands-on experience with tools such as Salesforce, Jira, Confluence, and other CRM or project management platforms.
- Familiarity with cross-border payment infrastructure and compliance frameworks.
- Experience in high-growth or start-up environments, preferably with a global focus.
- Ability to define KPIs and use data to drive decision-making and business performance.
- Strategic mindset with problem-solving capabilities and a bias for action.
- Deep understanding of digital payments, local market dynamics, and monetization strategies in Japan
- Strong industry network across gaming and fintech ecosystems

The duties and responsibilities of this position may evolve over time to support the organization's goals and individual growth. This job description is intended to outline the general nature and level of work being performed and is not intended to be an exhaustive list of all duties, responsibilities, and qualifications required. By submitting your application, you consent to Xsolla conducting background checks, where permitted by law, after the final interview stage. All checks will comply with local regulations, and your information will be handled confidentially.Xsolla takes your privacy seriously and will not sell or externally distribute any personal data received during the hiring process. In accordance with applicable data protection laws including the Act on the Protection of Personal Information (APPI), Xsolla is committed to protecting your personal information and respecting your privacy. For any inquiries related to data privacy, please contact: careers@xsolla.com

Explore more opportunities at: https://xsolla.com/careers

## About Xsolla

## Company Overview
- **One-liner**: Xsolla is a global commerce and financial technology company that provides a comprehensive suite of tools and services for video game developers and publishers, including payments, distribution, marketing, and monetization solutions.
- **Entity Type**: Private (Privately Held)
- **Headquarters**: Sherman Oaks (Los Angeles), California, United States
- **Founded**: 2005
- **Founders**: Aleksandr Agapitov (Founder & CEO)

## Core Business
- **Industries**: Video game commerce, financial technology, payment processing, distribution, and capital markets for interactive entertainment.
- **Target Customers**: B2B – game developers and publishers of all sizes, from indie studios to AAA enterprises.
- **Mission**: "We bring opportunities together for the video game industry" – helping creators fund, launch, distribute, and monetize games globally.

## Products & Services
- **Xsolla Payment Solutions**: Global payment orchestration supporting 1000+ payment methods, 130+ currencies, and 200+ geographies. Operates as the merchant of record.
- **Xsolla Web Shop**: White-label direct-to-consumer storefronts that allow developers to sell games and in-game items with higher margins.
- **Xsolla Launcher & Distribution**: Cross-platform game distribution tools and launcher solutions for PC and mobile.
- **Xsolla Partnership Network**: Marketing and audience acquisition services.
- **Xsolla Capital Markets Group (CMG)**: Institutional capital platform providing debt, credit, and special situations financing for game studios, supported by proprietary market intelligence and an LP/investor network.
- **Xsolla Storefront** (in development): White-label Android game store designed for large-file distribution, download management, and multi-tenant theming.
- **Xsolla Anti-Fraud & Compliance**: Risk management and compliance tools tailored to digital gaming transactions.

## Market Standing
- **Valuation**: Not publicly available.
- **Annual Revenue**: ~$100 million (source: LinkedIn data).
- **Total Funding**: Not disclosed (private, bootstrapped/growth equity?).
- **Notable Partners & Clients**: Valve, Twitch, Epic Games, PUBG Corporation, and thousands of other game developers (1,500+ mentioned on careers page).
- **Growth Signals**:
  - 1,079 full-time employees (as of 2025; up ~22% YoY based on earlier LinkedIn data).
  - 16 global offices across Los Angeles, London, Berlin, Dubai, Kuala Lumpur, Tokyo, Beijing, and more.
  - 3,000+ direct-to-consumer web shops launched.
  - 258,343,632 Pay Station visits in 2024.
  - 180.5 million average daily developer API calls.
  - 99.98% platform uptime over the past 12 months.
  - Active expansion of Capital Markets Group with hires in New York, Middle East, and Singapore.

## Competitive Advantages
- **Exclusive video game focus** – All products and services are built specifically for the games industry, unlike generic payment processors.
- **Global merchant of record** – Handles tax, compliance, and fraud in 200+ territories, reducing friction for developers.
- **Relationships with major platforms** – Deep integrations with Steam, Twitch, Epic Games Store, etc.
- **Scale and reliability** – Proven ability to handle hundreds of millions of transactions annually with near-perfect uptime.
- **Capital and investment arm** – Unique ability to provide financing to studios, creating stickiness and aligning incentives.

## Strategic Focus
- Scaling the **Capital Markets Group** as an independent institutional platform serving the interactive entertainment ecosystem (debt, special situations, principal investments).
- Building a **white-label Android game store** to capture mobile distribution and compete with traditional app stores.
- Deepening **AI integration** across QA, testing, and hiring processes (Director of QA role explicitly mentions AI-assisted testing; AI used in recruitment).
- Expanding presence in high-growth markets: **Japan** (CMO/VP Marketing role), Middle East, and Southeast Asia.

## Why Work Here
- **Culture**: "We build from the inside out" – competitive salary, flexible time off, hybrid/remote options, health insurance, retirement programs, family leave, generous in-office amenities, disability and life insurance.
- **Work Model**: Hybrid and remote available across global offices.
- **Engineering Culture**: High ownership, modern stack (Android/Kotlin, large-file distribution, multi-tenant theming, CI/CD, cloud infrastructure). Engineers work on greenfield projects like the white-label game store.
- **Growth Opportunities**: New hires in the Capital Markets group have "executive sponsorship, meaningful ownership, and the mandate to build a durable franchise." Rapidly scaling company with expanding teams.
- **Global, diverse team**: Employees from 52+ countries; offices in 12 countries.

## Sources
1. [Xsolla Careers](https://xsolla.com/careers)
2. [LinkedIn – Xsolla Company Profile](https://linkedin.com/company/xsolla)
3. [Xsolla About Us](https://xsolla.com/about-us)
4. [Xsolla Culture & Values](https://xsolla.com/our-culture-and-values)
5. [Xsolla Jobs on Lever](https://jobs.lever.co/xsolla)

## Other roles at Xsolla

- [Partner Success Manager, China & APAC](https://feeny.ai/job/partner-success-manager-china-apac-xsolla-shanghai-bjnmr2rxt189) — Shanghai, China
- [Xsolla School – Student Application](https://feeny.ai/job/xsolla-school-student-application-xsolla-los-angeles-hx261fdht5gw) — Los Angeles, CA
- [Technical Animator / Senior Technical Animator — Quadrupeds, Unreal Engine](https://feeny.ai/job/technical-animator-senior-technical-animator-quadrupeds-unreal-engine-xsolla-bwqqe106tq3n) — Serbia
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