Enterprise Account Executive, APAC - Tokyo

Job description

THE MARKET MOMENT The way the world accounts for, trades, and acts on environmental impact is being rebuilt from the ground up — and Patch is the platform scaling unified climate action at the center of it. We move hundreds of millions of dollars annually to the world's most credible climate and environmental projects. Our platform connects Fortune 500 sustainability commitments to the projects and commodities that fulfill them: carbon removal, nature-based solutions, sustainable aviation fuel, renewable energy certificates, and more. Think Bloomberg for environmental markets. Think Stripe for climate finance. That's the category we're building. If you've been watching AI-native companies redefine how markets work and want to do the same thing in climate — Patch is that bet. Our enterprise customers are receiving value in cost savings, risk mitigation, and program effectiveness. There are more use cases to build and more customers to earn, plus the equity story still has its best chapters ahead. WHY THIS ROLE, WHY NOW Environmental markets are entering their most consequential decade, and APAC — Japan in particular — is one of its most important and fastest-moving frontiers. Regulatory momentum (Japan's GX League and emerging compliance schemes, regional carbon pricing, and tightening corporate disclosure), surging power demand, net-zero commitments from the region's largest corporates, and growing supply constraints for high-integrity environmental commodities are creating structural, durable enterprise demand — not a trend cycle. We're hiring our first Enterprise Account Executive in APAC to plant Patch's flag in the region. It's a 0-to-1, category-creation, market-making role. You'll own a revenue number and be measured on closed business, while building the market that generates it. You'll be the Patch ambassador on the ground, working hand-in-hand with the APAC GM to land our first lighthouse deals and build the commercial foundation for a major regional hub. If you're a closer who's also a builder — someone who wants to own a number and open a market rather than inherit a territory — this is the seat. WHAT YOU'LL OWN You will own every aspect of Patch's commercial efforts in your territory: full-cycle enterprise deals with the region's largest buyers — from cold outreach and deep discovery through multi-stakeholder negotiation, close, and expansion. You'll build Patch's reputation as the most trusted partner in environmental markets across the region — not just a vendor — with a particular focus on the Japanese market. Day-to-day, you'll: - Build and own a qualified enterprise pipeline across APAC through disciplined prospecting, your own network, referrals, events, and strategic outreach — creating deal flow where none existed before - Run multi-threaded deals into large APAC enterprises and Japanese trading houses (sōgō shōsha), spanning sustainability leadership, finance, procurement, trading desks, and legal — navigating complex, consensus-driven buying committees with confidence and cultural fluency - Lead deep discovery that uncovers not just stated needs but strategic pressures, organizational dynamics, and commitment gaps unique to each market - Serve as a trusted advisor to your accounts, bringing market intelligence on voluntary and compliance carbon markets and corporate climate claims that goes beyond the product pitch - Partner closely with the APAC GM and with Supply, Climate, Marketing, Product, and Engineering to shape how Patch delivers, goes to market, and what we build for the region next - Represent Patch at marquee regional and Patch-hosted events, building relationships that compound over time and establishing Patch as a recognized name in APAC environmental markets - Feed regional insight back into the company — informing localization, supply strategy, and product priorities for APAC - Work in a modern, AI-native sales environment: Salesforce, Gong, Dust AI, Asana, Slack, and a team obsessed with workflow efficiency WHAT SUCCESS LOOKS LIKE In your first 90 days: You've fully ramped on Patch's platform, environmental markets fundamentals (voluntary and compliance), and competitive positioning. You've built your regional account map and Hit List, defined your prospecting strategy, and are running active discovery with your first qualified accounts. You're proficient across Patch's tech stack and AI tools. In your first 180 days: You've sourced and progressed a pipeline built entirely from your own motion, and you've landed (or are closing) Patch's first APAC lighthouse deal. You've started establishing Patch's presence and credibility in-region and are feeding regional intelligence into our product and supply roadmap. In your first year: You've hit your number, closed multiple lighthouse deals, established Patch as a credible and trusted name in APAC environmental markets, and built the commercial foundation for the region's growth. You've become someone the region's sustainability and trading leaders call when they need to understand what's happening in environmental markets — not just when they're ready to buy. You've helped define the playbook the next APAC hires will run. WHAT MAKES YOU A GREAT MATCH You'll thrive here if: - You have 5–10+ years of enterprise B2B sales experience in a quota-carrying closing role, with a consistent track record of 100%+ quota attainment - You've run complex, multi-stakeholder deals with large enterprises (1,000+ employees) in APAC — you know how to navigate consensus-driven procurement, legal, and the C-suite simultaneously - You have direct experience selling into Japanese trading houses (sōgō shōsha) and understand how decisions get made inside them - You bring domain knowledge of carbon markets — voluntary and/or compliance — and corporate climate claims, and can hold a credible conversation with sustainability and trading leaders - You're a 0-to-1 builder and market maker — you've created your own deal flow from scratch, not worked inbound queues or relied on a strong PLG motion or an established brand - You're a strong networker and problem-solver who operates with high agency in ambiguity and treats opening a new market as the opportunity, not the obstacle - You've sold a new or emerging category and know what it takes to help buyers develop conviction in something that's still being defined - You can earn trust in a room with a sustainability lead and a CFO at the same time — and you've done it - You're a constant learner of new tools with the appetite to grow your technical capabilities across AI Bonus points for: - Japanese language fluency (business proficiency), and the ability to help capture the growing Japanese market - An existing network of sustainability leaders across APAC - Adjacent environmental commodity experience: VPPAs, RECs, e-SAF, I-RECs, and similar - Background in environmental commodities, ESG reporting software, energy/power, sustainability consulting, or climate finance - Experience at a Series A–D company where you helped shape the GTM motion, not just execute someone else's playbook - Familiarity with regional and voluntary market frameworks and standards (e.g. GX League, J-Credit, TCFD, CDP, SBTi) LOCATION This role is based in Tokyo, with remote flexibility. WHO WE ARE Patch was built on three non-negotiables: - We build the future we want — we don't wait for permission; we shape the market - We're all in this together — direct, empathetic teamwork inside Patch and across the climate ecosystem - We amp it up — urgency and unreasonably high standards, because the planet can't wait We move fast, we openly challenge, and we hold each other to a high bar. If that sounds like the environment you do your best work in, we want to meet you. LET'S REBALANCE THE PLANET — TOGETHER If closing deals that move real capital into real climate solutions sounds like the work you want to do next, we'd love to talk. Patch is committed to Equal Employment Opportunity and will not discriminate on the basis of race, color, religion, creed, national origin or ancestry, sex, gender, gender identity, gender expression, sexual orientation, age, physical or mental disability, medical condition, marital/domestic partner status, military or veteran status, genetic information, or any other legally-recognized protected basis under federal, state, or local laws. Any offer of employment may be contingent upon successful completion of a background check conducted in accordance with applicable laws.