Manager, Account Executive (AI)

Location: Tokyo, Japan; hybrid policy with staff expected to be in an office at least 25% of the time

Company

Anthropic develops reliable, interpretable, and steerable AI systems designed to be safe and beneficial for users and society.

What you will do

• Build, lead, coach, and mentor a high-performing team of Account Executives selling to enterprise customers across Japan.
• Develop sales strategies aligned with enterprise procurement cycles, budgeting processes, and revenue targets.
• Manage forecasts, pipelines, CRM reporting, and data integrity.
• Partner with Enablement to create training programs focused on Japanese enterprise buying cycles and decision-making.
• Collaborate with Applied AI Engineering, Product, GTM, and Marketing teams to demonstrate technical capabilities and optimize customer solutions.
• Identify new enterprise market opportunities and help teams navigate executives, IT departments, procurement offices, and other stakeholders.

Requirements

• 10 years of enterprise sales experience, preferably with SaaS or emerging technologies.
• At least 3 years of sales leadership experience in the Enterprise segment.
• Proven success building and leading sales teams, coaching Account Executives, and securing strategic enterprise deals.
• Experience scaling sales processes, tools, and methodologies in fast-growing organizations.
• Strong technical acumen, including the ability to support credible conversations about AI applications and responsible guardrails.
• Business-level Japanese is required; English proficiency is strongly preferred.

Nice to have

• Experience driving adoption of emerging technologies and partnering closely with technical teams throughout the customer journey.
• Experience navigating consensus-driven Japanese enterprise sales environments.
• Bachelor’s degree or equivalent education, training, or professional experience.

Culture & Benefits

• Collaborative environment focused on a small number of high-impact AI research efforts.
• Competitive compensation and benefits, including optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours and office collaboration.
• Visa sponsorship is available, with immigration lawyer support, although sponsorship cannot be guaranteed for every role and candidate.

Hiring process

• Candidate applications may involve evaluation of AI usage according to Anthropic’s candidate AI guidance.