Head of Account Management and Sales, Japan (Securities Finance)

About Us
We are a leading global financial technology company transforming how the securities finance industry trades, settles, and analyzes data. Our award-winning Trading, Post-Trade, Data & Analytics, RegTech, and SaaS solutions power efficiency, transparency, and innovation for over 200 of the world’s top financial institutions. Every month, our platform supports over $2.4 trillion in executed transactions, a testament to our technology’s impact and reliability.

With offices across North America, UK&I, and APAC, we bring together diverse teams of technologists, data experts, and business professionals who thrive on solving complex challenges at scale. We are Great Place to Work Certified™ in the US, UK, Ireland, and India and have been recognized for Diversity & Inclusion excellence as well as for being the Best Post-Trade Service Provider and Best Market Data Provider Globally (Securities Finance Times Industry Excellence Awards, 2023).

Founded in 2001 by ten of the world’s leading financial institutions, we continue to shape the future of securities finance under the majority ownership of Welsh, Carson, Anderson & Stowe (WCAS) alongside founding shareholders and customers including Bank of America, Bank of New York, BlackRock, Goldman Sachs, Morgan Stanley, National Bank of Canada, State Street, UBS and Wells Fargo.

Join us and be part of a company where global impact, innovation, and collaboration define how we work and what we build.

About the role
We are looking for an Account Management & Sales professional to join us in Tokyo, playing a pivotal role in driving EquiLend’s commercial growth and strategic partnerships across the Japanese market.

In this role you will be responsible for building long-term, trusted relationships with key securities finance market participants, ensuring our clients derive maximum value from our solutions. You will lead a portfolio of high-value Japanese client accounts while also driving new business acquisition and market expansion.

This is an opportunity to take ownership of a strategically important market for EquiLend, balancing disciplined execution with relationship leadership and contributing meaningfully to our long-term growth in APAC.

What you’ll do

• Own and manage strategic relationships with a portfolio of high-value Japanese client accounts, acting as the primary commercial contact for senior stakeholders.

• Develop and execute structured account plans aligned to client objectives, regional priorities, and EquiLend’s global commercial strategy.

• Drive new logo acquisition in Japan through targeted business development, structured pipeline management, and disciplined execution.

• Identify, qualify, and deliver cross-sell and upsell opportunities across our trading, post-trade, data, analytics, regtech, and platform solutions.

• Lead the full sales lifecycle from opportunity qualification and solution positioning through commercial negotiation, contracting, and structured handover to account management.

• Conduct formal client business reviews, ensuring measurable outcomes, clear follow-ups, and alignment with service delivery and product roadmaps.

• Act as the senior escalation point for commercial and relationship issues, ensuring resolution within agreed governance, risk, and compliance frameworks.

• Provide structured market insight and client feedback to product, technology, and leadership teams to support roadmap prioritisation and regional growth initiatives.

• Represent EquiLend at industry forums, client events, and relevant regulatory or market discussions in Japan, in line with agreed messaging and brand standards.

• Ensure adherence to internal processes related to IT security, client cyber due diligence, procurement, contracting, and regulatory obligations.

• Contribute to regional planning, forecasting, and performance reporting with a strong focus on accuracy, transparency, and accountability.

What we’re looking for

• 10+ years in sales, account management, or commercial roles (such as product) within securities finance or capital market environments

• A proven track record of managing and growing high-value client relationships contributing to revenue growth and retention.

• Native or fluent Japanese language capability, enabling effective engagement with domestic clients and market participants.

• Professional-level English language skills, both written and spoken, sufficient for contractual negotiation and global collaboration.

• Ability to develop strategic account plans and managing complex, multi-product sales cycles.

• Sound commercial judgement with the ability to negotiate and close high-value, multi-year commercial agreements.

• Excellent stakeholder management skills with the ability to influence senior decision-makers without direct authority.

• Experience working within structured, process-driven environments with consistent adherence to governance and controls.

• Confidence using CRM platforms and sales management tools to ensure disciplined reporting and data integrity.

• The ability to work independently with a high degree of accountability while collaborating effectively across global teams.

• A clear and structured communication style, with the ability to present complex concepts concisely to senior audiences.

Why EquiLend
At EquiLend, our people play a central role in our success. We aim to provide benefits that support how you work, your wellbeing, and your long-term goals.

Our benefits are designed to offer flexibility, meaningful time away from work, and competitive rewards that recognise your contribution, supporting sustainable, long-term careers at EquiLend.

• Benefit from the flexibility to work remotely for up to 100 days each year.

• Be recognised for your contribution through a discretionary cash bonus linked to performance.

• Travel with confidence knowing comprehensive travel insurance is provided for business travel.

• Receive full statutory social security coverage, including pension, health insurance, and unemployment insurance.

• Enjoy a generous annual vacation allowance in addition to public holidays, supporting rest and wellbeing.

Diversity & Inclusion
At EquiLend, we are committed to fostering an inclusive and diverse workplace where everyone is respected and valued. We believe that a variety of perspectives drives innovation and strengthens our success. If you require any reasonable accommodations during the interview process, please let us know - we’re here to support you.

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