Job Description

Director, Commercial & Country Representative – Japan

Location: Tokyo, Japan
Reporting To: VP, Maritime Freight & Business Operations (MFBO) and VP, APAC Employment Type: Full-Time

About Veson Nautical

Veson Nautical is the leading provider of maritime technology solutions, trusted by the world's top shipping companies, commodity traders, energy majors, and financial institutions to manage and optimize their maritime commercial operations. Our portfolio — including the IMOS Platform, VesselsValue, Oceanbolt, Q88, and Shipfix — powers the full lifecycle of maritime freight, from voyage management and analytics to market intelligence and chartering communications. With a growing global footprint and a client base that spans enterprise operators to capital markets participants, Veson is at the center of the maritime industry's digital transformation.

The Opportunity

Veson Nautical is seeking a Director, Commercial & Country Representative to lead our commercial presence in Japan — one of the company's most strategically significant markets. This is a senior leadership role for a seasoned commercial professional who combines deep expertise in the Japanese maritime and commodities landscape with the drive to both protect and grow a substantial enterprise client portfolio.

This role is the commercial anchor for Veson's Japan business. You will own the full revenue lifecycle for our enterprise segment — managing executive relationships with existing clients while actively developing new business across Maritime Freight, Banking, Energy, and Commodities. In addition to your commercial mandate, you will serve as a senior representative of Veson's Japanese legal entity, supporting select site management and administrative responsibilities in partnership with our broader operations team.

This is a matrixed role, reporting to both the VP, Maritime Freight & Business Operations and the VP, APAC, and requires a leader who thrives in a collaborative, cross-functional environment. Success in this position depends as much on the ability to align stakeholders, navigate organizational complexity, and build internal partnerships as it does on external commercial results. This is a high-visibility role with direct access to global leadership and meaningful influence over how Veson evolves its Japan go-to-market strategy.

Core Responsibilities

Commercial Leadership & Revenue Growth

• Own and grow Veson's enterprise revenue base in Japan, with accountability for both net new bookings and net revenue retention across the portfolio
• Develop and execute a Japan market strategy that reflects the specific commercial dynamics of Maritime Freight, Commodity Trading, Energy, and Banking sectors
• Identify, qualify, and close new enterprise accounts, building multi-stakeholder relationships at the C-suite and senior operational level
• Drive expansion revenue within existing accounts by identifying cross-sell and upsell opportunities across Veson's full product portfolio

Client Retention & Relationship Management

• Serve as the most senior commercial point of escalation for Japan-based enterprise clients, ensuring long-term satisfaction, contract renewals, and strategic alignment
• Build deep, trust-based relationships with key decision-makers across trading desks, technology, operations, and the C-suite
• Partner with Customer Success and Product teams to ensure clients are deriving maximum value from Veson solutions and are informed of product developments relevant to their business
• Lead executive business reviews and participate in strategic account planning for top-tier clients
• Serve as the internal ambassador for the Japan market within Veson, giving voice to client needs, market-specific requirements, and the priorities of the Japan Veson Users Group (JVUG) — ensuring that the perspectives of Japan's most sophisticated maritime operators are represented in global product, strategy, and roadmap conversations

Market Development & Industry Presence

• Represent Veson Nautical at industry events, associations, and forums relevant to Japanese maritime commerce and commodity markets
• Contribute regional market intelligence to inform global product roadmap and go-to-market decisions
• Build and maintain a network that positions Veson as the preferred technology partner across Japan's maritime and trading ecosystem

Global Collaboration & Internal Advocacy

• Work closely with senior leaders across Veson's global commercial, product, customer success, and operations functions to ensure Japan-based clients and initiatives are well-supported and appropriately prioritized
• Act as a connector between the Japan market and global functional teams — translating local market dynamics into actionable input for product development, pricing, and go-to-market strategy
• Participate actively in global commercial leadership forums, contributing regional perspective while remaining aligned to company-wide objectives and priorities
• Represent the voice of the Japanese market internally with the same conviction and professionalism brought to external client relationships

Site & Legal Entity Support

• In coordination with global operations, provide senior oversight and administrative support for Veson's Japanese legal entity requirements
• Act as a senior point of contact for matters requiring local leadership presence, ensuring compliance with applicable local requirements while maintaining alignment with global standards

Required Qualifications

• 15+ years of progressive commercial experience in enterprise sales, account management, or business development, with a demonstrable track record of achieving and exceeding revenue targets
• Deep knowledge of the Japanese maritime industry, including bulk shipping, commodity trading, or energy markets — with established relationships across key industry participants
• Proven experience selling or managing complex, multi-stakeholder SaaS or enterprise technology solutions with long sales cycles
• Strong command of both paper and physical trading dynamics, including voyage economics, freight derivatives, and commodity trade flows
• Native or near-native Japanese language proficiencyrequired; strong professional English fluency essential for global collaboration
• Demonstrated ability to manage the full commercial cycle — from prospecting and qualification through negotiation, close, and long-term retention

Preferred Qualifications

• Direct experience with maritime technology platforms (voyage management, chartering, port intelligence, or market data)
• Background in or strong familiarity with Banking and capital markets participants active in maritime finance or commodity lending
• Experience working within a global organization with a matrixed reporting structure
• Exposure to Energy and Commodities trading firms, including oil majors, trading houses, or commodity-focused financial institutions
• Familiarity with EU ETS, FuelEU Maritime, or other decarbonization frameworks that are reshaping commercial maritime operations

Leadership Attributes

The ideal candidate brings more than a strong commercial record — they lead from the front. We are looking for a Director who:

• Operates with the urgency and ownership of a builder, not a caretaker
• Earns trust with clients and colleagues through expertise, consistency, and integrity
• Communicates with clarity and confidence across cultural and organizational contexts
• Balances strategic thinking with hands-on execution — comfortable in a boardroom and equally effective in a deal review
• Contributes positively to the culture of a high-performing global commercial team

Why Veson, Why Now

Japan represents one of Veson Nautical's most established and strategically important markets. The Director, Commercial role is being created at a pivotal moment — as the company scales globally, deepens its product portfolio, and enters a new phase of enterprise growth. The person in this role will have the opportunity to shape how one of the world's most sophisticated maritime markets interacts with the technology platform that is becoming the industry standard.

This is not a maintenance role. It is an opportunity to leave a lasting mark on Veson's trajectory in Japan and across Asia.

Veson Nautical is an equal opportunity employer. We celebrate diverse perspectives and are committed to building an inclusive environment where every team member can do their best work.