Sr. Account Executive

About the Company

Our client is a global enterprise software company that helps organizations accelerate digital transformation by building and modernizing business-critical applications. As they scale their high-growth enterprise segment in Japan, they are looking for a strategic, top-performing Senior Account Executive to join their Tokyo office.

Key Responsibilities

As a Senior Account Executive, you will run the full sales cycle, from initial discovery and complex consensus-building (ringisho) through to close.

• New Logo Acquisition: Proactively find, qualify, and win new enterprise opportunities within your assigned territory and target account list.
• C-Suite Relationships: Build trusted, long-term relationships with C-level executives (CIO, CTO, CDO) across both business and IT divisions in strategic named accounts.
• Partner Co-Selling: Work closely with major global and local system integrators (SIers), channel, and alliance partners to build a scalable sell-with and sell-through ecosystem.
• Value-Based Selling: Articulate the platform's value proposition clearly, using ROI and TCO frameworks to connect platform capabilities to the customer's strategic business outcomes.
• Complex Deal Management: Lead a rigorous sales process that validates technical and business requirements, handles objections, and negotiates high-value enterprise contracts.
• Territory & Account Planning: Build and execute quarterly and annual territory plans to deliver consistent quota attainment and sustainable pipeline growth.

Qualifications & Requirements

We are looking for a self-driven, consultative sales professional with a strong network and a proven track record in the Japanese software market.

• Enterprise Sales Experience: 10+ years of direct enterprise software sales, with a track record of exceeding quota in the Japanese market.
• Domain Expertise: 3+ years selling SaaS, PaaS, or advanced cloud platforms.
• Partner Ecosystem: Proven success co-selling and building pipeline with major local and global SIers.
• Strategic Mindset: Strong technical sales background, able to manage complex multi-stakeholder sales cycles and translate technical architecture into executive-level business value.
• Network & Autonomy: Highly self-motivated and able to work independently, using an existing professional network to uncover enterprise opportunities.
• Education: Bachelor's degree or equivalent professional experience.
• Languages:
  • Japanese: Native or bilingual (written and spoken), with a strong command of business keigo for managing enterprise accounts and negotiating with C-level stakeholders.

What We Offer

• Highly competitive base salary with an uncapped commission (OTE) structure
• Full social insurance (health insurance, employees' pension, employment insurance, workers' accident compensation insurance)
• Flexible benefits allowance
• Generous annual paid leave
• Ongoing learning and professional development
• A modern, global corporate culture