Enterprise Account Executive, Digital Native Business
Drives net-new adoption of Anthropic’s AI products among Japan’s digital-native technology companies, building a greenfield territory and managing the full sales cycle. Requires 8+ years of sales experience in Japan, strong outbound hunting ability, technical-buyer engagement, and Japanese and English fluency.
About the job
Responsibilities
- Own and exceed revenue targets by winning net-new customers across Japan’s digital-native companies, including internet services, gaming, e-commerce, SaaS, fintech, and media.
- Build a greenfield territory by developing account lists, self-sourcing outbound pipeline, and creating repeatable new-account plays.
- Run consultative sales cycles with founders, CTOs, CPOs, engineering leaders, and AI leaders, positioning Claude for AI-powered products and differentiation.
- Land new accounts and establish expansion opportunities in collaboration with technical buyers and developer teams.
- Coordinate Product, Engineering, Applied AI, and Partnerships teams to support technical evaluations and accelerate customer production deployments.
Requirements
- 8+ years of sales experience in Japan.
- Demonstrated success winning net-new logos and generating pipeline through outbound prospecting.
- Experience selling to digital-native, internet, or high-growth technology companies.
- Ability to engage technical buyers, including engineering and product leaders.
- Experience opening greenfield territories or segments and building revenue from zero.
- Track record of exceeding primarily new-business revenue targets.
- Ability to manage high-velocity sales cycles alongside larger strategic deals.
- Commercial understanding of usage-based and consumption models.
- Strategic, analytical territory and account prioritization skills.
- Strong communication skills in Japanese and English.
- Passion for or experience with advanced AI systems and responsible AI development.
- Bachelor’s degree or equivalent combination of education, training, and experience.
Nice-to-haves
- Experience selling AI technology or products to technical and developer audiences.
- Experience in startup-like, ambiguous environments.
Compensation and Benefits
- Competitive base salary and commission structure based on experience.
- Equity participation.
- Comprehensive benefits package.
- Hybrid work model with flexibility.
- Access to cutting-edge AI technology and research teams.
Skills
Outbound Prospecting, Enterprise Sales, Territory Planning, Pipeline Generation, Consultative Selling, New Business Development, Usage-Based Pricing, Consumption Models, Ai Systems, Technical Sales, Revenue Forecasting
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