Enterprise Account Executive - Public Sector (AI)

Location: Tokyo, Japan

Company

Databricks provides a unified Data and AI Platform used by organizations worldwide to build and scale data, analytics, AI applications, and agents.

What you will do

• Own and exceed revenue targets by winning public sector customers across Japan, including ministries, local governments, agencies, and public institutions.
• Develop territory and account strategies to identify, prioritize, and win high-potential government accounts.
• Drive expansion from initial projects into broad data and AI platform deployments.
• Identify new AI and data use cases in government operations and contribute insights to Japan’s public sector go-to-market strategy.
• Lead value-based sales processes that connect Databricks solutions to measurable outcomes for public services and citizens.
• Coordinate internal teams and SI, cloud, and consulting partners to win deals and support successful customer outcomes.

Requirements

• 8+ years of SaaS, cloud, AI, or big data sales experience in Japan.
• Meaningful experience selling to public sector accounts and driving adoption of new technologies through consultative, solutions-oriented sales.
• Strong understanding of Japanese government priorities, procurement, budget cycles, tenders, RFPs, evaluation criteria, compliance, and security frameworks.
• Experience navigating complex stakeholder ecosystems and building consensus across departments, budget owners, and approval layers.
• Experience selling usage-based PaaS/SaaS or data, AI, and ML solutions.
• Experience with structured sales methodologies such as account planning, MEDDPICC, value selling, or Command of the Message, plus partner strategy and strategic account expansion.

Culture & Benefits

• Comprehensive benefits and perks tailored to regional employee needs.
• Inclusive workplace committed to equal employment opportunity and diversity.
• Collaboration with a global organization operating across 30+ offices.