Commercial Account Executive - Japan (AI/DevSecOps)

Location: Remote, Japan; candidates must be based in Japan and have full working rights in Japan

Company

An intelligent orchestration platform for DevSecOps that helps organizations improve developer productivity, operational efficiency, security, compliance, and software delivery.

What you will do

• Own a broad mid-market book of business in Japan, focusing on new-logo acquisition and expansion opportunities.
• Serve as the primary contact for prospective and existing customers, advising them on AI-powered DevSecOps solutions and business outcomes.
• Build and maintain pipeline through strategic prospecting, qualification, and structured sales methodologies including MEDDPICC and Command of the Message.
• Lead complex sales cycles by documenting buying criteria, decision processes, stakeholders, and next steps.
• Collaborate with sales development, customer success, renewals, marketing, technical teams, partners, and sales leadership to close and expand opportunities.
• Support product adoption, reduce churn and contraction, forecast quarterly results, plan territories, and share customer and win/loss insights.

Requirements

• 8+ years of digital-native or mid-market sales experience in Japan.
• Proven success acquiring net-new logos and self-generating pipeline through strategic outbound initiatives.
• Experience penetrating greenfield territories or untapped market segments and building local revenue from inception.
• Strategic territory prioritization, strong ownership, customer-outcome focus, and commercial acumen.
• Experience collaborating with cross-functional sales and technical partners.
• Native-level Japanese and business-level English; full working rights in Japan required.

Nice to have

• Interest in or experience with modern software development lifecycle innovations, including AI-powered DevSecOps.

Culture & Benefits

• Remote work with an asynchronous, distributed team.
• Flexible paid time off.
• Health, financial, and well-being benefits.
• Equity compensation and employee stock purchase plan.
• Growth and development fund.
• Parental leave and team member resource groups.