At Playlist, life's richest moments happen when people step away from screens to move, connect, explore, and play. We're building the definitive platform for intentional living, connecting people with inspiring experiences in fitness, wellness, and beyond. With popular brands like Mindbody and ClassPass, Playlist empowers businesses and individuals, making it effortless for aspirations to become actions. Join us in reshaping technology's role to foster meaningful, real-world connections.

ClassPass offers thousands of fitness and wellness experiences worldwide, helping people lead active, balanced lifestyles. Our platform makes discovering and enjoying activities simple, personalized, and joyful—whether it's fitness classes, self-care sessions, a healthy lunch, or a new adventure. Join us in shaping healthier, more vibrant communities around the globe.

The Role You’ll Play

As the Country Manager of Japan, you will shape the future of ClassPass in one of our most exciting countries. You will drive strategy, inspire a talented team, and strengthen partnerships that bring movement, wellness, and joy to more people every day.

Based in Tokyo, this role partners closely with the Regional Director of Asia, to grow the business and lead our regional strategy.

• Own Japan market performance end-to-end, including growth strategy, revenue targets, and operating cadence across supply, demand, and partnerships.

• Develop and execute the Japan expansion strategy, including partner segmentation, pipeline metrics and localized growth initiatives.

• Lead the market’s new business and partnership growth, building a robust pipeline and consistently closing high-impact deals that expand inventory and improve unit economics.

• Drive commercial outcomes and negotiate complex agreements with senior decision-makers, balancing partner value with ClassPass business needs.

• Monitor competitive and consumer trends in Japan, translating insights into actionable strategies that strengthen market position and accelerate growth.

• Build and maintain deep, relationship-driven partnerships with top fitness/wellness operators and strategic allies, positioning ClassPass as a preferred growth partner.

• Represent ClassPass with executive presence externally (C-suite partners, industry stakeholders) and internally (global leadership), providing clear updates, insights, and recommendations.

• Build, coach, and manage a high-performing local team, setting clear goals, developing talent, and creating a culture of accountability and collaboration.• Partner with Marketing and relevant agencies to localize campaigns, launch new markets, and manage budgets effectively.

• Collaborate with regional teams to align on initiatives and deliver consistent business results.

• Use data and insights to inform strategy, track performance and optimize operations.

• Champion a culture of inclusion, curiosity, and collaboration that reflects the spirit of ClassPass.

Experience You Bring

Commercial & Strategic Acumen

• Demonstrated strong commercial acumen with a track record of driving revenue growth, margin, and market expansion

• Able to set and execute a Japan market strategy (supply growth, demand growth, partnerships)

• Fluent in P&L thinking: forecasting, budgeting, ROI decisions, and prioritization across channels

• Strong analytical approach to performance management (pipeline metrics, retention, unit economics)

Sales, Negotiation & Partnerships

• Proven sales leadership experience (B2B partnerships, enterprise, platform/ marketplace sales, or similar)

• Excellent negotiation skills: builds win-win outcomes while protecting business economics and long-term value

• Relationship-first approach with the ability to open doors, build trust quickly, and maintain long-term partnerships

• Strong deal craft: prospecting strategy, pipeline ownership, closing discipline, and post-close account growth

• Deep understanding of what drives success in Japan: partner expectations, consumer behavior, and local competitive dynamics

Executive Presence & Leadership

• Clear executive presence: confident communicator who can influence senior stakeholders internally and externally• Represents ClassPass credibly with C-level partners, large enterprise accounts, and key strategic partners

• Strong judgment, structured thinking, and ability to make high-velocity decisions in ambiguous environments

Team Management & Operational Excellence

• Experience building, leading, and coaching teams (sales/partnerships, account management)

• Able to create a high-performance culture: hiring, onboarding, goal-setting, feedback, accountability

• Strong cross-functional operator: collaborates effectively with Product, Marketing,

Finance, Legal, and Global leadership

• Comfortable balancing hands-on execution with strategic leadership

• Strong stakeholder management across a diverse ecosystem (studios/gyms/wellness

partners, brands, enterprise)

• Relationship-driven and culturally fluent in building credibility and trust in-market

Bonus Criteria (Nice-to-have)

• Existing network / strong industry connections in Japan (fitness, wellness, beauty, hospitality, lifestyle, marketplaces, or relevant platform ecosystems)

• Experience scaling a product/business from 0→1 (launching a new market, category, or building supply/demand from scratch)

• Background in high-growth tech, marketplaces, subscriptions, or multi-sided platforms

• Experience navigating complex partnership structures and long sales cycles (enterprise, strategic alliances)