Account Executive

Job description

## **HRS AS A COMPANY** HRS, the pioneer in business travel, aims to elevate every stay through innovative technology. With over 50 years of experience we reinvent how companies and travelers Stay, Work, and Pay. The lodging and meeting management market is sizable and growing rapidly - yet it’s still underserved by technology players. That’s where HRS comes in. We challenge legacy structures and cut through complexity. Our Copilot and Connect platform applications seamlessly plug into any of our customer’s tech stacks. They are powered by our AI-enabled platform, which turns fragmented data from the entire ecosystem into enriched level 3 data. Built on proprietary large and small language models, our technology delivers real-time actionable insights and automation that works. The result: A competitive edge customers won’t want to miss – cost savings, higher traveler satisfaction and increase in compliance. Our business model is equally compelling. Strong customer lock-in, clear expansion plans into adjacent use-cases and in-destination experiences, and a SaaS model with recurring revenues and high margins drive a long-term growth pathway and high profitability. At HRS, we make business life better by reinventing how companies work and stay. That’s why HRS's exponential growth since 1972 serves over 35% of the global Fortune 500 and leading hotel chains. ## **BUSINESS UNIT** At HRS, we are redefining the way we work within our Business Unit Enterprise Solutions by organizing our business around industry-specific verticals. This structure enables us to deliver deeper value to our clients, foster closer relationships, and drive scalable, innovative solutions globally - from acquisition through to delivery. By aligning teams around key industries such as Automotive, Manufacturing, Energy, or Financial Services, we combine deep sector expertise with functional excellence. This approach empowers our people to make smarter decisions, learn faster, and collaborate more effectively — all while staying laser-focused on delivering outcomes tailored to our customers’ unique need ## **POSITION** **Mission** As an Account Executive at HRS, you are responsible for acquiring new enterprise customers and driving sustainable revenue growth through new logo acquisition. You act as a strategic sales advisor who can identify the economic buyer, position complex solutions at executive level, and close high-value enterprise deals **Impact** You fuel HRS’s growth by acquiring new enterprise customers and successfully closing complex sales cycles. By positioning HRS’s AI-native Copilot and Connect Platform to C-level stakeholders, you help organizations optimize cost, compliance, and payment processes — while consistently achieving and exceeding revenue targets. ## **CHALLENGE** New Business Acquisition - Identify, target, and acquire high-value enterprise customers through a consultative, value-driven sales approach. - Own the end-to-end new business sales cycle — from prospecting and qualification to negotiation and contract signature. - Identify and engage the economic buyer and senior decision-makers. Position HRS solutions with clear business value and ROI. Sales Excellence & Market Insight - Apply best-practice sales methodologies (e.g. MEDDPICC) to qualify opportunities and drive predictable outcomes. - Act as a market expert by tracking competitor activity, customer trends, and industry developments. - Develop strong ROI cases and executive-level pitches that clearly articulate customer value. Collaboration & Account Ownership - Serve as the primary commercial contact for prospects and new customers, coordinating internal experts as needed. - Collaborate closely with solution, delivery, and operational teams to ensure a seamless customer experience. - Maintain accurate and up-to-date CRM data to support forecasting, reporting, and analytics. ## **FOR THIS EXCITING MISSION YOU ARE EQUIPPED WITH...** - Several years of experience in consultative sales or business development within SaaS or complex solutions. - Proven track record of acquiring new enterprise customers and consistently exceeding sales targets. - Strong consultative selling, negotiation, and closing skills with senior decision-makers. - Experience building and maintaining executive stakeholder networks within complex customer organizations, procurement-driven organization is a plus. - Analytical mindset with the ability to derive strategic actions from data and insights. - High level of self-motivation, resilience, and ownership in fast-paced, high-performance environments. - Entrepreneurial mindset with a strong drive for continuous improvement and problem-solving. - Fluent **Japanese** (spoken and written) is mandatory. - Fluent English (spoken and written) is required for global collaboration. ## **PERSPECTIVE** Access to a global network of a globally united and mutually responsible “Tribe of Intrapreneurs” that is passionately dedicated to renew the travel industry and while doing so reinvent the ways how businesses stay, work and pay. Our entrepreneurial driven environment of full ownership and execution focus offers you the playground to contribute to a greater mission, while growing personally and professionally throughout this unique journey. You will continuously learn from a radical culture of retrospectives and continuous improvement and actively contribute to making business life better, smarter and more sustainable. ## **LOCATION, MOBILITY, INCENTIVE** The role is based in Tokyo. The attractive remuneration is in line with the market and, in addition to a fixed monthly salary, all necessary work equipment and mobility, will also include a strong commission plan.