Country Manager, Japan
Airbnb’s story in Japan began with a proposal, “If you are ever interested in launching in Japan, we’d love to introduce you to a few prospective leaders who would be great for you”.
Fast forward a few weeks, Airbnb’s plans to hire a dedicated General Manager for Japan were solidified and we were engaged on an exclusive basis.
The Challenge.
While we had an existing network of qualified leaders, Airbnb needed more than experience. They needed a pioneer to establish an industry and scale their disruptive service in Japan. The mandate was clear, identify a leader with a proven track record of growing successful businesses, someone who could also serve as the face of Airbnb in the country; inspire and build high-performing teams, and skillfully navigate complex regulatory landscapes.
There was no formal job description, only a bold vision from leadership. This search demanded deep market insight, extensive networking, and sharp intuition to identify a once-in-a-generation leader. Someone who could thrive in ambiguity, align global strategy with local execution, and build the cross-functional foundation that would define the future of travel in Japan.
The Approach.
We began by holding in-depth intake sessions to understand Airbnb’s ambitions in Japan and to define the ideal profile for their future General Manager. The role required a rare combination of entrepreneurial skill, global perspective, and strong leadership. Once aligned on Airbnb’s employer value proposition, we launched a targeted outreach campaign to spark interest among high-caliber passive candidates. We facilitated exploratory conversations between Airbnb and prospects, while also providing hands-on logistical support, including the use of our office as a local base for candidate meetings.
The Outcome.
We successfully completed Airbnb’s Country Manager search where the candidate has worked for over twelve years. Japan is Airbnb’s second largest market outside of the United States with over 50,000 private listings and over 20,000 hotels listed on the platform.
Airbnb has also invested more than US$30 million in a series of initiatives aimed to help grow their community and promote responsible and sustainable tourism. Airbnb also partners with more than 117 companies as a part of their Airbnb Partners programme working together to build the alternative accommodations industry in Japan.