Business Development Manager — Japan

ABOUT ALTA ARES Alta Ares is an air defense Neoprime. We build AI-guided interceptors to counter drones and cruise missiles, along with the software platform that powers them. Our customers are NATO-aligned militaries and defense institutions, and our systems are regularly deployed during live exercises and operational demonstrations across Europe, the Middle East, and Asia. Founded in 2024, we have grown to 90 people, raised over $60M, and increased revenue 40× this year. We are now entering a new phase of international expansion, industrial scaling, fundraising, and product development. ROLE & MISSION As Business Development Manager Japan, you will be Alta Ares' first dedicated presence in the Japanese market — responsible for building institutional and industrial relationships, developing the commercial pipeline, and establishing Alta Ares as a trusted defence AI partner within Japan's rapidly evolving defence ecosystem. Japan is investing heavily in defence modernisation, C-UAS, and autonomous systems. You will be on the ground at the right moment: opening doors with Japan MOD, the Self-Defense Forces, and leading Japanese defence primes, and converting those relationships into concrete partnerships and contracts. This is a builder role with high ownership. You will operate with significant autonomy while being tightly connected to the Paris leadership team — which makes your ability to bridge cultures, languages, and operational contexts absolutely central to success. INSTITUTIONAL BUSINESS DEVELOPMENT — JAPAN MOD & SELF-DEFENSE FORCES - Identify, qualify, and develop opportunities across Japan MOD (防衛省), ATLA (acquisition, technology & logistics agency), and the three branches of the Japan Self-Defense Forces (JGSDF, JASDF, JMSDF) - Build trusted relationships with programme officers, capability managers, and procurement officials within Japanese defence institutions - Map relevant capability gaps and procurement programmes aligned with Alta Ares' product suite: ISR, C-UAS, AI autonomy - Support the preparation of proposals, capability briefings, and demonstration requests for Japanese institutional clients - Monitor Japanese defence policy developments, budget cycles, and strategic priorities (including the 2022 National Security Strategy and 2% GDP defence commitment) INDUSTRIAL BUSINESS DEVELOPMENT — DEFENCE PRIMES & PARTNERS - Identify and engage Japanese defence primes and industrial partners as potential teaming, channel, or licensing partners: Mitsubishi Heavy Industries, Kawasaki Heavy Industries, NEC, Fujitsu Defence, IHI, and equivalent - Develop and manage relationships with Japanese systems integrators and technology companies operating in the defence space - Explore joint development, co-production, or distribution partnership structures suited to Japan's defence industrial policy - Represent Alta Ares at key Japanese defence events: DSEI Japan, Nico Tech, defence industry forums, and bilateral NATO-Japan exercises MARKET INTELLIGENCE & STRATEGY - Map the Japanese defence market: procurement cycles, budget allocation, regulatory environment (including export control and foreign vendor access rules), and competitive landscape - Track Japan's evolving defence posture and its implications for AI, C-UAS, and autonomous systems procurement - Provide regular market intelligence and strategic recommendations to the Paris leadership team - Support Alta Ares' compliance with Japanese regulations and any bilateral defence cooperation frameworks (Japan–NATO, Japan–France defence agreements) CROSS-CULTURAL COORDINATION & INTERNAL LIAISON - Act as the cultural and operational bridge between the Japan office and Alta Ares HQ in Paris - Translate not just language but context — ensuring Japanese partners' expectations and communication styles are understood at HQ, and that Alta Ares' positioning resonates locally - Coordinate demonstrations, field visits, and partner meetings end-to-end, working with Engineering and Operations in Paris - Prepare bilingual materials, meeting summaries, and partner-facing documentation in Japanese and English CANDIDATE PROFILE EXPERIENCE - 2–4 years of experience in business development, sales, partnerships, or institutional relations — ideally in defence, aerospace, deeptech, or government-adjacent sectors - Exposure to Japanese defence institutions, government agencies, or large industrial groups is a strong plus - Experience navigating Japanese business culture and building long-term institutional relationships - Prior experience in an international environment — startup, consulting, embassy, international organisation, or defence company SKILLS & QUALITIES - Native or near-native Japanese speaker — mandatory (日本語ネイティブレベル必須) - Fluent in English — mandatory: you will produce professional documents, proposals, and presentations daily - French is a meaningful plus — direct communication with Paris HQ is significantly smoother with French proficiency - Genuine interest in defence technology, security policy, and European-Japanese defence cooperation — you care about the mission - Organised, rigorous, and reliable — able to manage a pipeline, track follow-ups, and report clearly to leadership - Culturally agile: equally comfortable in a Japanese institutional meeting and a fast-moving European startup environment - Hunter mindset — proactive, persistent, and comfortable opening new relationships from scratch - Discreet and trustworthy — you will handle sensitive institutional and commercial information as a matter of course