Lead Account Executive
A senior sales role for a global AI platform company, owning new business, account expansion and renewals within a designated territory in Japan. The position leads the full enterprise sales cycle, including large deals, and builds long-term strategic relationships with customers.
About the company
A global AI platform company serving large enterprises. Its platform and applications integrate into core business processes, so teams can develop, deliver and govern AI at scale. Practitioners use it to deliver predictive and generative AI, and leaders use it to secure their AI assets.
The role
The Lead Account Executive is responsible for revenue growth within a designated territory in Japan: acquiring new customers, expanding existing accounts and securing contract renewals. The mission is to articulate the value of the platform, help customers solve business challenges and build long-term strategic partnerships.
Performance is measured on quota attainment, large enterprise deals, pipeline generation, new customer acquisition, upsell and cross-sell revenue, renewal rate (gross and net revenue retention), sales cycle length and pipeline health.
Responsibilities
- Lead the full sales cycle, from prospecting and relationship building to pipeline creation, deal execution and closing
- Understand the business needs of assigned customers and propose new use cases or departmental expansions to drive upsell and cross-sell
- Manage renewals, ensuring customer satisfaction and maximising the value delivered
- Position the platform against customer business problems, working with pre-sales and post-sales teams to develop and present solutions
- Work closely with marketing, pre-sales, post-sales, technical support and product teams on customer success and a cohesive go-to-market approach
- Maintain accurate forecasts and manage all sales activity in the CRM
What you bring
- 10+ years of experience in enterprise software or SaaS sales
- Fundamental knowledge of AI, machine learning, data analytics and cloud technologies
- A proven track record across the sales cycle, from new business development to renewals
- The ability to engage a wide range of stakeholders, including C-level executives
- Strong problem-solving skills and a deep understanding of customer business needs
- Account, opportunity and forecast management in a CRM using the MEDDICC methodology
- Presentation and demonstration skills for business meetings
- Industry experience in manufacturing, telecom/utilities or healthcare
- A high degree of autonomy and a commitment to meeting and exceeding targets
- Japanese and English language skills
Interested in this role?
Client names are shared once we have spoken. Send your resume and we will be in touch.