Lead Solutions Consultant | APJ
DeepL · Tokyo, Japan · 29d ago
Meet DeepL
DeepL is a global AI product and research company focused on building secure, intelligent solutions to complex business problems. Over 200,000 business customers and millions of individuals across 228 global markets today trust DeepL's Language AI platform for human-like translation, improved writing and real-time voice translation.
Founded in 2017 by CEO Jaroslaw “Jarek” Kutylowski, DeepL now has around 1,000 passionate employees and is supported by world-renowned investors including Benchmark, IVP, and Index Ventures.
Our goal is to become the global leader in trusted, intelligent AI technology, building products that drive better communication, foster connections, and create a meaningful impact. To achieve this, we need talented people like you to join our journey. If you’re ready to shape the future of AI and grow your career in a fast-moving, purpose-driven environment, DeepL is your next destination.
What sets us apart
What sets us apart is our blend of cutting-edge AI technology, meaningful work, and a culture where people truly thrive. We’re a team of innovators, researchers, and creators driven by a shared purpose to unlock human potential by making work simpler, smarter, and more connected.
When we share what it’s like to work at DeepL, the reactions are overwhelmingly positive. This might be because of our technology that helps millions of people and businesses communicate and work better every day, or because of the trust, curiosity, and care that shape our culture.
What we know for sure is this: being part of DeepL means joining a team dedicated to innovation, growth, and well-being. Discover more about life at DeepL onLinkedIn,Instagram, and our Blog.
About The Role
As the Lead Solutions Consultant for APJ, you will be a senior technical voice for DeepL's full product range across the region. Based in Japan, you will spend most of your time working with Japanese enterprise customers, while also leading and supporting strategic opportunities elsewhere across APJ. This spans AI translation, Language AI workflows, APIs, and DeepL Voice for real-time multilingual communication.
This is a hands-on role. You will work directly with the product, building demos, prototypes, and proof-of-value environments, not only producing materials about it.
You will sit at the intersection of enterprise strategy, solution architecture, and complex deal execution, engaging directly with enterprise customers, partners, and key stakeholders from day one. Working in close partnership with Account Executives, Marketing, Product, and Customer Success, you will deliver tailored solutions that meet the needs of clients across the region.
This is a small team, which means the scope for individual impact is unusually large. The team has built a foundation to work from, and there is still plenty that no one has had the capacity to build yet. We are looking for someone who can create what is missing and improve what already exists, taking a leading role in the playbooks, standard demo assets, and discovery frameworks the whole team relies on. Widening the conversation from individual use cases to enterprise workflows and business outcomes is also a core part of the role.
Your Responsibilities
• Partner with Account Executives on account and opportunity strategy for our most strategic and complex customers, understanding each opportunity in the context of the wider account landscape and positioning other DeepL products where they fit.
• Influence stakeholders across Sales, Product, and Engineering to unblock deals and resolve misalignment.
• Act as a trusted technical advisor, mapping DeepL's Language AI platform to customer business goals and integration needs, and building relationships across multiple departments including executive stakeholders.
• Lead technical discovery, and design and deliver highly tailored demos, presentations, prototypes, POCs, and proof-of-value engagements across the full platform, including translation, APIs, and Voice. Demonstrate, rather than simply describe, how DeepL fits into complex enterprise workflows.
• Provide expert guidance throughout complex sales cycles on APIs, SSO (SAML, OAuth, OpenID Connect), real-time streaming, and enterprise security and compliance requirements.
• Create and drive adoption of scalable frameworks and assets that raise the wider team's performance, including demo environments, ROI and value models, pitch materials, discovery frameworks, and best-practice guides. The emphasis is on reusable assets that improve the quality, consistency, and speed of future engagements, rather than collateral produced for a single deal.
• Lead retrospectives on both won and lost opportunities. Identify the root causes of what is not working, own the improvements that follow, and define new processes where gaps exist. Drive their adoption across the team.
• Act as a go-to advisor and mentor for other Solutions Consultants on discovery, demos, stakeholder management, and complex deal strategy. Shape onboarding and skill-development content for the wider team, and mentor colleagues beyond Solutions Consulting, including Sales and Customer Success, where relevant.
• Act as a thought leader with customers, speaking confidently about industry trends, customer stories, and how other organisations have implemented DeepL, and serve as the voice of the customer internally by surfacing structured field insight to Product and Engineering to help shape roadmap priorities.
What You Bring
• Native-level Japanese and business-level English are required. Native-level English is not required. Additional language proficiency is an advantage.
• 7+ years of client-facing technical experience in Solutions Consulting, Solutions Engineering, or Pre-Sales, ideally in enterprise SaaS, AI, CCaaS, language technology, or a comparable environment.
• A proven track record of designing customer solutions, building technical credibility with prospects, and materially influencing deal outcomes.
• A hands-on track record of personally building or configuring customer-facing demos, prototypes, POCs, or proof-of-value environments.
• Evidence of impact beyond your own deals, such as creating frameworks that others adopted, mentoring colleagues across teams, or leading improvements that changed how the wider team operates.
• A strong technical foundation: you are comfortable talking about REST APIs, authentication and SSO frameworks (SAML, OAuth, OpenID Connect, Azure AD), and common SaaS integration patterns. You do not need to write code day to day.
• A workflow transformation mindset: you think in before-and-after states, can map a complex enterprise workflow, and know how to make the case for changing something an organisation has relied on for years.
• Strong enterprise instincts: you have navigated programme managers, IT architects, and C-level buyers in the same deal. You simplify complexity and make platform transformation feel achievable.
• Security and compliance fluency: you are comfortable discussing data residency, security posture, and governance frameworks with IT and legal audiences.
• Advanced presentation, facilitation, and public speaking skills.
What we offer
Diverse and internationally distributed team: joining our team means becoming part of a large, global community with people of more than 90 nationalities. We're more than just colleagues; we're a group of professionals with a shared mission to connect diverse cultures. Our global presence is growing–we've doubled in size nearly every year, with our employees based in the UK, Germany, the Netherlands, Poland, the US, and Japan, and we continue to expand our network.
Open communication, regular feedback: as a language-focused company, we value the importance of clear, honest communication. We value smooth collaboration, direct and actionable feedback, and believe that leading with empathy and growth mindset makes us better together.
Hybrid work, flexible hours: we offer a hybrid work schedule, with team members coming into the office twice a week. This allows you to engage directly with your team and experience the unique energy of our workspace, while still enjoying the flexibility and comfort of working from home. With flexible working hours and trust in your productivity, we are in sync with your team's general locations and time zones to foster effective and seamless collaboration.
Virtual Shares - An ownership mindset in every role. We believe everyone should share in our success, and that's why every employee receives Virtual Shares, linking your contribution directly to DeepL's growth and rewarding you with a stake in our future.
Regular in-person team events: we bond over vibrant events that are as unique as our team, from local team and business unit gatherings, to new-joiner onboardings, to company-wide events that bring us all together–literally.
Monthly full-day hacking sessions: every month, we have Hack Fridays, where you can spend your time diving into a project you're passionate about and get the opportunity to work with other teams–we value your initiatives, impact, and creativity.
20 days of annual leave: we value your peace of mind. With 20 days off (excluding public holidays) and access to mental health resources, we make sure you're as strong mentally as you are professionally.
Competitive benefits: just as our team spans the globe, so does our benefits package. We've crafted it to reflect the diversity of our team and tailored it to align with your unique location, to ensure you feel supported every step of the way.
If this role and our mission resonate with you, but you're hesitant because you don't check all the boxes, don't let that hold you back. At DeepL, it's all about the value you bring and the growth we can foster together. Go ahead, apply—let's discover your potential together. We can't wait to meet you!
#LI-MN1
We are an equal opportunity employer
You are welcome at DeepL for who you are - we appreciate authenticity here. Our product is for everyone, and so is our workplace. The more voices we have represented and amplified in our business, the more we will all succeed, contribute, and think forward! So bring us your personal experience, your perspectives, and your background. It’s in our diversity that we will find the power to break down language barriers in the world.