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About the Role

You will be building Heidi's commercial presence in Japan, leading the effort to scale adoption of Heidi's AI Care Partner among Japanese clinicians. This involves identifying and activating distribution partners, converting bottom-up product adoption into formal agreements, and refining the go-to-market strategy. You will operate with significant autonomy while collaborating with the global sales team, and your decisions will significantly influence Heidi's growth in Japan.

Responsibilities

• Build and manage Heidi's channel operations in Japan by identifying, signing, and activating distribution partners.
• Manage the complete commercial relationship with channel partners, including onboarding, enablement, pipeline tracking, and accountability for joint targets.
• Convert product-led growth (PLG) signals into enterprise sales opportunities by identifying adoption trends and engaging decision-makers.
• Collaborate with the sales team to define the Japan go-to-market strategy, including target audiences, positioning for Japanese clinical workflows, and strategic partnerships.
• Represent Heidi at key industry events and within clinical communities to build trust and brand presence.
• Provide market intelligence to the product team regarding Japanese clinician needs, product gaps, and requirements for market success.

Requirements

• 10+ years of B2B SaaS sales experience in Japan, with proven success closing deals through channel or distribution partners.
• Fluency in both Japanese and English.
• Understanding of how PLG motions integrate with enterprise sales, including analyzing product usage data and identifying expansion opportunities.
• Experience navigating Japanese enterprise sales cycles and multi-stakeholder consensus.
• Demonstrated ability to build partner programs from an early stage.
• Comfort working independently as a remote operator within a globally distributed team.

Skills

• B2B SaaS sales
• Channel sales
• Distribution partnerships
• Enterprise sales
• Product-led growth (PLG)
• Market intelligence
• Relationship building
• Negotiation
• Strategic planning

Location

• Japan

Work Type

• Remote
• Full-time

Experience Level

• 10+ years

Benefits

• Open-source benefits hub

About the Company

• Heidi is building the future of healthcare with an AI Care Partner designed to support clinicians and improve patient care.
• Our AI products have processed data from 73 million patient visits and support over 2.5 million patient sessions weekly in over 190 countries.
• We aim to double global healthcare capacity and enhance the human connection in medicine.
• Our mission is driven by the need to address the administrative burden on clinicians and the erosion of the patient-provider connection.
• We have achieved product-market fit with a successful freemium medical scribe and are now expanding our offerings.
• We are seeking individuals who are driven by challenges and want to build something impactful.
• Our company culture emphasizes building for the long term, proactive problem-solving, evidence-based decision-making, end-to-end ownership, rapid iteration, and understanding the realities of clinical practice.
• We prioritize real-world impact, sustainable performance, and mental health, offering trust and flexibility in scheduling.
• We operate on an outcomes-driven approach, valuing practical contributions over process adherence.
• We hold ourselves to high standards, recognizing the critical nature of healthcare.
• We believe in shaping the future of AI in healthcare.