Senior Business Development Specialist, US Market - Mercari Crossborder

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Senior Business Development Specialist, US Market - Mercari CrossborderAbout Mercari
Circulate all forms of value to unleash the potential in all people
"What can I do to help society thrive with the finite resources we have?" The Mercari marketplace app was born in 2013 out of this thought by our founder Shintaro Yamada as he traveled the world. We believe that by circulating all forms of value, not just physical things and money, we can create opportunities for anyone to realize their dreams and contribute to society and the people around them. Mercari aims to use technology to connect people all over the world and create a world where anyone can unleash their potential. For more information about Mercari Group’s mission, see Mercari’s Culture Doc
Organization/Team Mission
Mercari Marketplace is strengthening its business development and growth execution capabilities in the US market to further accelerate the growth of its Cross Border (XB) business.
The US is one of the most important markets for XB, with significant business growth and profitability expected toward FY29. At the same time, due to factors such as time zone differences, physical distance, local market and user understanding, as well as legal, employment, and tax considerations, there are limits to driving the business solely through the existing Japan-side structure. We need a structure that can drive the business from PMF validation to scale with a perspective closer to the local market.
In this role, you will serve as a core talent leading Mercari XB US business growth. You will lead strategy development and execution in the US market, including alliances, local partner development, service design, identification of user needs, and collaboration with Product, Engineering, Marketing, Legal, and other teams to drive the growth of Mercari’s Cross Border business.
See here for more information about our mission and values.
Work Responsibilities
As a leader driving Mercari XB US business growth, you will design and execute the growth strategy, priorities, and execution plans for the Cross Border business in the US market.
Develop and execute Business Development / Growth strategies based on the competitive landscape, consumer behavior, legal and regulatory environment, and partner ecosystem in the US market
Identify, evaluate, build relationships with, and design collaboration schemes with local partners, vendors, and alliance candidates
Validate and drive growth initiatives, localization, and other new business opportunities to acquire, retain, and activate US users
Structure business issues and prioritize opportunities based on market research, competitive analysis, user insights, and quantitative data
Define service and operational requirements for the US market in collaboration with Product, Engineering, Marketing, CS, Legal, Risk, Tax, Accounting, and other relevant teams
Measure the impact of initiatives, synthesize learnings, design improvement actions, and report to management and stakeholders
Unique Challenges
You will lead the end-to-end design and execution of business growth in the US, one of the most important markets for Mercari’s Cross Border business. You will own the full cycle from identifying business opportunities to prioritization, investment decision support, execution, and impact measurement, based on the market, users, competitors, legal and regulatory environment, and partner ecosystem.
Rather than extending an existing business model, this role offers the challenge of creating the next growth model in the US market through PMF validation, growth initiatives, localization, and partner strategy.
You will work across Japan-side stakeholders, stakeholders involved in the US market, and external partners to build the decision-making, role definition, and operating model required to scale the business globally. Looking ahead to further business expansion in the US market, you will help build a critical business foundation for Mercari’s global growth.
Qualifications
Required Experience/Skills
Strong alignment with Mercari Group’s mission and values
Experience in business development, growth, marketing, partner development, or business operations for the US market, with a strong understanding of US consumer behavior, business practices, and partner ecosystems
Experience structuring business issues and driving strategy through execution in C2C marketplace, e-commerce, or consumer app businesses
Ability to identify and prioritize business opportunities by integrating multiple perspectives, including market, users, competitors, partners, and legal / regulatory considerations
Experience driving projects by involving multiple functions such as Product, Engineering, Marketing, CS, Legal, Risk, and Finance
Ability to clarify issues, drive decision-making, and move execution forward in ambiguous and highly uncertain environments
Experience of going beyond the limits of your current role and abilities by proactively acquiring new skills and knowledge, thereby expanding your capabilities and impact.
Preferred Experience/Skills
Experience in retail, offline activation, community marketing, or partnership marketing
Experience working with Legal, Risk, Tax, Compliance, or related functions to address contractual and regulatory issues in overseas businesses
Experience using SQL, BI tools, spreadsheets, or similar tools (including AI-assisted analytics / AI tooling) for business analysis and impact measurement
Language
Japanese:Independent(CEFR – B2) preferred
English: Proficient(CEFR – C1) required
For details about CEFR, see here.
Learn More About Mercari Group
Careers site: https://careers.mercari.com/en/
Mercan: https://mercan.mercari.com/en/
“Leverage AI for Hypergrowth” — Mercari Announces New Slogan for FY27.6
Balancing Respect and Transformation—New CHRO @kimuras Outlines the Creation of an AI-Native Organization
Press release
Accelerating Crossborder Business by Expanding into the US Market, #2 in Both Value and Number of Crossborder Transactions on Mercari
メルカリ越境取引事業15倍伸長の舞台裏——50カ国展開を支える「AI時代の決済インフラ」
Recruiting at Mercari
At Mercari Group, we value empathizing with and embodying the mission and values ​​of the Group and each company. To promote the creation of an organization that maximizes the total amount of value exhibited by all members, we would like to understand the experience and skills of each candidate as accurately as possible.
Recruiting cycle at Mercari Group
Application screening
Interview: The number of interviews may vary depending on the position.
Reference check: We will ask for online references around the timing of the final interview.
Offer: Offers will be determined carefully in consideration of the final interview and the reference check.
Learn more about our recruiting process here.
Equal Opportunity Hiring
Here at Mercari, we work to realize a world in which no one’s potential is limited by their background and everyone has the opportunity to freely create value. We also firmly believe that a mindset of Inclusion & Diversity is essential for us to achieve our mission.
This, of course, extends to our hiring practices as well. Mercari is committed to eliminating discrimination based on age, gender, sexual orientation, race, religion, physical disability, and other such factors so that anyone who shares our mission and values can join us, regardless of their background. For more details, please read our I&D statement.
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Work arrangement
No