Enterprise Account Executive, Digital Native Business (AI)

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

Company

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

What you will do

• Own and exceed revenue targets by winning net-new customers across Japan’s internet services, gaming, e-commerce, SaaS, fintech, and media sectors.
• Build a greenfield territory from scratch by creating account lists, sourcing outbound pipeline, and developing repeatable new-business sales plays.
• Lead consultative sales cycles with founders, CTOs, CPOs, engineering leaders, product leaders, and Heads of AI.
• Position Claude as a foundation for AI-powered products and help customers evaluate and adopt the technology.
• Land new accounts and establish expansion opportunities with technical buyers and developer teams.
• Coordinate Product, Engineering, Applied AI, and Partnerships teams to win technical evaluations and accelerate production deployment.

Requirements

• 8+ years of sales experience in Japan with a consistent record of winning net-new logos and self-sourcing pipeline through outbound prospecting.
• Experience selling to digital-native, internet, or high-growth technology companies and engaging technical buyers.
• Experience opening greenfield territories or segments, building pipeline, and closing revenue from zero.
• Proven success exceeding primarily new-business revenue targets while managing both high-velocity sales cycles and larger strategic deals.
• Strong commercial understanding of usage-based and consumption models.
• Excellent communication skills in both Japanese and English.

Nice to have

• Passion for or experience with advanced AI systems and their safe, responsible development.
• Experience working in ambiguous, startup-like environments.
• Strategic and analytical experience with territory and account prioritization.

Culture & Benefits

• Competitive base salary and commission structure, equity participation, and a comprehensive benefits package.
• Access to cutting-edge AI technology and a world-class research team.
• Flexible hybrid work model and working hours.
• Generous vacation and parental leave.
• Visa sponsorship may be provided, with immigration-lawyer support, depending on the role and candidate.
• Collaborative research environment focused on trustworthy and steerable AI.