Account Executive, Enterprise // 求人票

Job description

### **About Behavox** Behavox is a cloud-native AI company providing an integrated controls platform for global banks, asset managers, hedge funds, private equity firms, insurance businesses, and commodity firms. The platform unifies communications and trade surveillance, compliant archiving, policy management as well as front-office analytics on a single, AI-native technology stack, delivered as a globally scalable SaaS-based cloud service. At Behavox, our engineering culture is built around speed, experimentation, and technical excellence, following agile principles and rapid iteration. We constantly test and adopt the latest cloud technologies and AI tooling, optimising for fast feedback loops and execution. We look for people who can move fast, challenge conventional wisdom, and who want to work at the frontier of modern AI, SaaS platforms, and distributed systems. Behavox is a high-performance organisation with a strong bias toward delivery, ownership, and responsibility. We commit, and we execute. We are building systems that are complex, mission-critical, and global in scale; systems that many consider too large or too difficult. To do that, we seek the smartest, most technically capable engineers and technologists who take end-to-end responsibility and want to win by building what others cannot. Founded in 2014 and backed by SoftBank Vision Fund, Behavox is headquartered in London, with offices worldwide, including New York City, Montreal, Seattle, Singapore, and Tokyo. ### **Language** Native or business-level Japanese proficiency is required. This role is conducted primarily in Japanese — with clients, partners, and the local team. English is welcome and useful for global team collaboration, but is not a hiring requirement. Depth of market expertise and commercial skill take priority over bilingualism. ### **About the Role** You own new business acquisition across Japan's enterprise market: telcos, trading houses and conglomerates, insurance groups, and financial institutions. This is a 250+ institution addressable market with a combined TAM of ¥60M+. You do not wait for inbound. Your pipeline is yours to build through introductions, conference relationships, and systematic outreach into CxO and compliance officer networks. **Conduct surveillance and insider risk is the primary product focus for Japan.** You lead with this lens across every sector — not as a narrowly-framed financial services compliance tool. Japan's addressable market extends well beyond financial services, and the ability to articulate conduct and insider risk value to telcos, conglomerates, and trading houses is as important as doing so for banks and insurers. While the primary field product is Falcon, you will also have the opportunity to engage prospects across Behavox's broader product portfolio where relevant to a client's specific needs. Japan rewards patience and preparation. You navigate ringi approval chains and multi-layered IT security reviews without losing commercial momentum. You read the difference between a client who needs one more meeting and one who needs a peer reference call to unblock their internal champion. You engage Procurement, Legal, IT, and the CCO as distinct audiences, not a single buyer, and bring each of them to yes on a timeline that serves the deal. You carry a sourced new-logo quota. You are supported by Sales Engineering for technical depth, by Japan-based leadership for on-the-ground coordination, and by strategic channel partners for warm market access. The deal strategy is yours. You are 100% Japan-focused — no cross-market work, no global account spillover. ### **What You'll Bring** 1. **Conduct surveillance and insider risk product knowledge:** working knowledge of the primary product's capabilities, the regulatory framework that mandates communications monitoring in Japan's financial sector, and referenceable deployment patterns. Able to articulate conduct and insider risk value to audiences beyond compliance — including CIOs, COOs, and HR leaders — without defaulting to narrow financial services framing. Understanding that multiple products across Behavox's portfolio may be relevant to a client's needs. 2. **Japan enterprise market breadth:** understanding of the 250+ institution addressable universe beyond traditional financial services — telcos, energy and utility groups, trading houses, conglomerates, and large insurance companies. Ability to contextualise conduct and insider risk value propositions for each sector's specific regulatory and reputational exposure. 3. **Enterprise sales motion in Japan:** understanding of ringi, nemawashi, and how formal consensus-building affects deal velocity; ability to identify the decision committee vs. the sponsoring champion vs. the IT gate-keeper and manage each relationship differently. 4. **Competitive positioning:** familiarity with the incumbent surveillance vendors active in Japan and the arguments that have historically determined wins and losses in competitive evaluations — including the structural advantage incumbents hold through long-standing IT vendor relationships, not just product features. 5. **Channel partner engagement:** understanding of how strategic resellers operate in Japan's enterprise market, how co-sell motions work, and how to leverage channel relationships to access accounts and accelerate the sales cycle without undermining the direct commercial relationship. 6. **Reference and social proof mechanics:** understanding of how peer references accelerate purchase decisions in Japan's enterprise community, and the ability to identify, request, and orchestrate a reference call at the right moment in a deal cycle. ### **What You'll Do** 1. **Pipeline origination and qualification:** demonstrated ability to source net-new opportunities — including warm intros and cold outbound — and qualify them against ICP criteria before investing significant time or SE resources. 2. **Multi-threaded deal management:** skill at maintaining active relationships with five or more stakeholders per deal (champion, economic buyer, IT, compliance, procurement) and adapting communication style to each audience in Japanese. 3. **Discovery and value articulation:** ability to conduct structured discovery calls that surface specific regulatory risk exposure, map that exposure to Behavox capabilities, and quantify business value in terms the compliance officer and CFO both find credible. 4. **Forecast accuracy and CRM discipline:** consistent, documented pipeline hygiene in Salesforce — stage advancement criteria, next-step clarity, and close date accuracy sufficient to support regional forecast calls without manual correction from leadership. 5. **Executive engagement:** ability to prepare and participate in CEO-to-CCO or CRO-to-CISO executive alignment meetings, including briefing leadership on the account context, drafting the agenda, and following up with action items. ### **What We Offer** - The opportunity to work on a global, mission-critical AI platform alongside the best engineers and technologists across multiple geographies. - A role with real ownership and impact, building complex systems at scale in an environment that values speed, experimentation, and technical excellence. - A highly attractive benefits package, including competitive cash compensation, and an equity award aligned with long-term value creation. - Modern, comfortable offices all over the world. - A generous time-off policy of 30 days annually, plus public holidays and sick leave, recognising the importance of sustained high performance. ### **About Our Process** We take Talent very seriously and we are building a community of extraordinary individuals working together in very high performing teams. We also know that the best Talent always has options so we believe that the process has to be a two way assessment - the company AND the candidate assessing the business needs alignment, the career next step alignment, and the cultural alignment. During the process we will begin by exploring the core factors regarding salary and location along with core experience and skills and values alignment. We will then deep dive explore the critical technical competencies we have identified for the role, and then we will deep dive in behavioral competencies. The most aligned candidate will then be asked to do a practical work task simulation activity so we can make sure that you will enjoy the kind of work the role requires, and this task will typically be presented and discussed with a group of colleagues and managers. Finally we will ask you to meet with a number of our senior leaders to make sure that you are making the most informed call possible. ### **Please note that:** - We want to get to know you and have a genuine conversation, so the use of AI tools or assistance during live interviews is strictly prohibited and will result in immediate disqualification from the process - Interviews may be recorded for internal review purposes to ensure fairness and enable collaborative hiring discussions within the team. **レベル** BCL 3 — ミッドシニア個人貢献者 **職務内容** 日本の大企業市場における新規法人開拓を担う。対象は通信事業者、総合商社・コングロマリット、保険グループ、金融機関など250社以上にわたる幅広い業種。ターゲット市場の合計TAMは6,000万ドル超。インバウンドを待つのではなく、紹介・カンファレンスリレーション・CxOへのアウトバウンドを通じて、自力でパイプラインを創出する。 **コンダクト・サーベイランスおよびインサイダーリスクが主力製品の焦点。**このレンズをあらゆるセクターに向けて提案する。「金融サービスのコンプライアンス製品」という位置づけは日本の市場規模を過度に狭め、通信・商社・コングロマリット分野の機会を閉ざす。Falconを中心とした営業活動が基本だが、クライアントのニーズに応じてBehavoxのより広い製品ポートフォリオについても提案機会がある。 日本市場では、準備と忍耐が商談を前進させる。稟議・多層的なITセキュリティ審査を乗り越えながら、商業的な勢いを維持する。「もう一度打ち合わせが必要なクライアント」と「同業他社の参照コールで社内チャンピオンの動きを解放できるクライアント」の違いを見極め、調達・法務・IT・CCOそれぞれを独立した意思決定者として適切に関与する。 新規ロゴの受注クォータを持つ。Sales Engineeringが技術的サポートを、日本在籍のリーダーシップが現地調整を、戦略的チャネルパートナーが市場アクセスを支援する。ディール戦略の主導権は自身にある。担当は**日本専任** — クロスマーケットの業務、グローバルアカウントへの兼任支援は原則なし。 **求められる知識** - **コンダクト・サーベイランスおよびインサイダーリスク製品の理解：**主力製品の機能、日本の金融分野における通信モニタリング規制の枠組み、および導入事例パターンの実務的知識。CIO・COO・HR責任者に向けて「コンプライアンス製品」の枠を超えた価値を訴求できること。顧客のニーズに応じてBehavoxのより広い製品ポートフォリオを理解していること。 - **日本の大企業市場の幅広い理解：**金融サービスに限らない250社超の対象市場を把握していること。通信事業者、エネルギー・電力会社、総合商社・コングロマリット、大手保険グループなど、各業種の規制環境・レピュテーションリスク観点からコンダクトリスクの価値を説明できる能力。 - **日本における法人営業のメカニズム：**稟議・根回しへの理解、および意思決定委員会・スポンサーチャンピオン・ITゲートキーパーをそれぞれ異なる関係者として管理する能力。 - **競合ポジショニング：**日本国内で活動する主要サーベイランスベンダーの把握と、競合評価で勝敗を分けた背景の理解。特にITベンダーとの長期関係が製品優位性を上回るリスクへの意識。 - **チャネルパートナー連携：**日本の大企業市場における戦略的リセラーの役割理解、コーセル体制の運用、直接商業関係を損なわずにチャネルを活用する能力。 - **リファレンス活用の知見：**日本市場において同業他社事例が購買判断を加速させる仕組みの理解、および適切なタイミングでの参照コール設定能力。 **テクニカルコンピテンシー** - **パイプラインの自力創出と初期選別：**温かい紹介からコールドアウトバウンドまで、新規商談を自らソーシングし、SEリソースを投入する前にICPの基準で適切に選別できる実績。 - **マルチスレッド型ディール管理：**1つの案件で5名以上のステークホルダー（チャンピオン・意思決定者・IT・コンプライアンス・調達）と同時に関係を維持し、日英両言語でそれぞれの聴衆に合わせたコミュニケーションができる能力。 - **ディスカバリーと価値訴求：**構造的なディスカバリーによって規制上のリスクを明確化し、それをBehavoxの機能にマッピングし、コンプライアンス責任者とCFOの双方にとって説得力あるビジネス価値として定量化できる能力。 - **フォーキャスト精度とCRM規律：**ステージ進捗基準・ネクストステップ・クローズ予定日の精度を含む、Salesforceにおける継続的かつ正確なパイプライン管理。リーダーシップの手動修正なしにフォーキャストコールをサポートできる水準。 - **エグゼクティブエンゲージメント：**CEO-CCO間またはCRO-CISO間のアライメント会議の準備・参加能力。アカウントコンテキストのブリーフィング、アジェンダ作成、日英双方向のフォローアップを含む。 言語要件 日本語（母語またはビジネスレベル）が必須。本ポジションはクライアント・パートナー・社内チームとの業務を含め、主に日本語で遂行される。英語でのグローバルチームとのコラボレーションは歓迎するが、採用要件ではない。市場への深い理解と営業力を、英語力よりも優先して評価する。 必須要件 金融サービスまたはエンタープライズSaaSにおける法人営業経験3年以上。