Enterprise Account Executive, Japan (Founding Team)

About the company

A global cybersecurity software company launching and scaling its business in Japan. The Japan sales organisation is being built from the ground up, and early hires will shape how the company goes to market.

The role

The Enterprise Account Executive is a foundational member of the Japan sales team, selling security solutions to enterprise accounts within a defined territory. The role is remote within Japan, with a preference for candidates based in Tokyo. It suits a hunter who is comfortable building pipeline and process in an early-stage environment.

Responsibilities

• Sell within a defined territory and exceed the new annual recurring revenue quota
• Manage enterprise accounts, defined as organisations with more than 3,000 mailboxes, from first conversation through contract and expansion
• Generate pipeline through personal prospecting, sales development, marketing, channel partners and customer referrals
• Work with Customer Success on renewals and expansion
• Keep disciplined records in the CRM and sales enablement tools, including mutual close plans
• Act as the voice of the customer to Sales Engineering, Product and Marketing

What you bring

• At least three years of direct (not overlay) enterprise selling, winning new logos and expansion in incumbent-heavy environments
• Experience negotiating and closing complex sales
• A record of consistent quota over-achievement and/or top 5% performance
• Working knowledge of security, email, cloud and AI
• Experience selling cybersecurity SaaS to CISOs
• Start-up experience, with the resilience and resourcefulness the stage requires
• Strong qualification, presentation and business case skills, and a data-driven approach
• Bachelor's degree or equivalent
• Professional proficiency in written and spoken English