A Snapshot

As Senior Director, Origination, reporting to the Vice President, Origination, you will act as the Deal Captain for material development opportunities in your market. You will lead each opportunity from formation through formal approval and execution of the deal, bringing together the right cross-functional team, establishing a clear execution pathway and ensuring that commercial, technical, financial, legal and delivery considerations are resolved early. You will be a trusted commercial leader who creates momentum, improves decision quality and keeps AirTrunk aligned through complexity and change.

You will make your mark in a number of ways:

• Own the end-to-end origination and execution pathway for material opportunities in your market, from initial formation through approval and execution of the deal, before handover to the strategic delivery team;
• Establish and lead the deal team, clarifying roles, decision rights, commercial parameters, critical path activities and governance cadence from the outset;
• Coordinate AirTrunk’s position across Customer Success, Site Selection, Energy, Strategic Delivery, Investment, Development, Design, Construction, Finance, Legal, Operations and other relevant functions;
• Build trusted relationships with shareholders, advisers, government stakeholders, partners and other external counterparties;
• Drive disciplined underwriting across customer teams, land strategy, capex, financing, target returns, risk structuring before commitments are made;
• Lead commercial negotiations, identify and resolve risks, and escalate material issues with a clear recommendation and decision pathway;
• Maintain accurate, concise reporting on opportunity status, economics, risks, decisions and next steps for the Vice President, Origination and senior stakeholders;
• Support a consistent Deal Captain model across markets by sharing lessons learned, improving processes and raising the standard of execution.

Your Day to Day

• Opportunity Leadership: Lead the formation and progression of material opportunities, ensuring each deal has a clear strategic rationale, owner, workplan, decision framework and path to approval.
• Commercial Strategy & Underwriting: Translate customer requirements, land opportunities, delivery constraints and capital considerations into a coherent commercial position and robust business case.
• Deal Governance: Run effective deal team meetings, maintain stage-gate discipline, prepare decision materials and keep actions, assumptions, risks and approvals visible and current.
• Negotiation & Stakeholder Management: Lead negotiations with counterparties and align internal stakeholders around a single AirTrunk position, balancing pace, value creation and risk management.
• Transition to Delivery: Ensure approved opportunities are handed over with clear commitments, assumptions, interfaces, risks and accountabilities to strategic delivery team
• Team Contribution & Continuous Improvement: Coach colleagues, strengthen cross-functional ways of working and contribute to a high-performing Origination team across APJ.

Requirements

• Fluent in both English and Japanese (N1).
• Ability to legally work in Japan.
• Significant experience originating, structuring and negotiating complex development, infrastructure, real estate or data centre opportunities, ideally across APJ markets.
• Demonstrated track record leading multi-disciplinary teams through ambiguous, high-value transactions or development opportunities from formation to approval or close.
• Strong commercial and financial acumen, including business case development, integrated underwriting, negotiation strategy and risk-adjusted return assessment.
• Excellent stakeholder management and communication skills, with the credibility to influence senior leaders, customers, landowners, governments, advisers and delivery partners.
• Sound judgement, resilience and operating discipline, with the ability to prioritise, make timely decisions and maintain momentum under pressure.
• A collaborative, low-ego leadership style and a commitment to AirTrunk’s values, safety, sustainability and high-performance culture.