Enterprise Account Executive (AI)

Location: Tokyo, Japan. Hybrid work model; staff are expected to work from one of the offices at least 25% of the time, with some roles requiring more office attendance.

Company

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

What you will do

• Drive revenue by winning new enterprise accounts and expanding existing relationships across Japan.
• Build territory plans and identify opportunities in financial services, healthcare, technology, and manufacturing.
• Lead consultative sales processes with C-suite and senior technical stakeholders, positioning AI as a strategic transformation driver.
• Coordinate Product, Engineering, Applied AI, and Partnerships teams to deliver customized solutions for complex enterprise requirements.
• Identify new use cases, contribute to Japan go-to-market strategy, and provide feedback for product and regional planning.
• Translate technical AI capabilities into business value propositions tailored to Japanese market needs.

Requirements

• 8+ years of enterprise sales experience in Japan focused on emerging technologies and consultative, solutions-oriented selling.
• Native-level Japanese fluency and business-level English are required.
• Experience managing complex sales cycles, securing strategic deals, understanding technical requirements, and crafting tailored solutions for Japanese enterprises.
• Ability to navigate Japanese enterprise stakeholder ecosystems, build consensus, and develop relationships across customer levels from individual contributors to C-level executives.
• Extensive experience negotiating complex, customized commercial agreements with multiple stakeholders in Japanese corporate environments.
• Proven ability to exceed revenue targets while managing an evolving pipeline and sales process in fast-paced organizations.
• Strategic and analytical approach to Japanese markets, with creative and tactical execution across key industries.
• Deep understanding of Japanese business culture, enterprise buying processes, and the regulatory landscape.
• Passion for or experience with advanced AI systems and commitment to their safe development.
• Bachelor’s degree or equivalent combination of education, training, and experience in a relevant field or demonstrated through relevant coursework, training, or professional experience.

Nice to have

• Experience selling AI/ML, cloud platforms, or data analytics to Japanese enterprises.
• Established relationships with senior executives at major Japanese corporations.
• Experience with Japanese procurement processes and system integrators.
• Understanding of AI/ML concepts and technical architectures.

Culture & Benefits

• Competitive base salary and commission structure, equity participation, and comprehensive benefits.
• Flexible hybrid work model with flexible working hours.
• Generous vacation and parental leave.
• Access to cutting-edge AI technology and collaboration with a world-class research team.
• Collaborative environment focused on high-impact, large-scale AI research and clear communication.
• Visa sponsorship may be available; Anthropic makes reasonable efforts to support visas and works with an immigration lawyer.