Enterprise Account Executive - Japan

# Enterprise Account Executive - Japan

**Location:** Remote - Japan
**ID:** Enterprise R-101191

## About the Role

Abnormal AI is looking for an Enterprise Account Executive to play a pivotal role on our foundational sales team as we launch and scale in Japan. This team sells our security solutions to Enterprise level accounts within a defined territory.

The ideal candidate for the role will be local to the Tokyo area and have the following skillset:

* Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.
* Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.
* Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.
* Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality.
* Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.
* Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.
* Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.
* Internal guide, adept at navigating and supporting internal buying processes.
* Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS.

## What you will do

* Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
* Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they're a customer.
* Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets.
* Work with Customer success to ensure a timely renewal and expansion sale opportunities
* Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)
* Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

## Must Haves

* Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.
* Skill in negotiating with large organizations and closing complex sales
* Proven performer with consistent over quota performance and/or top 5% of sales org
* Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
* Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
* Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
* BS/BA degree or equivalent work experience
* Proficiency in English, both written and verbal

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