Enterprise Account Executive, Digital Native Business

## **About Anthropic** Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. ## About the role As an Enterprise Account Executive for Digital Native Business based in Tokyo, you'll drive the adoption of safe, frontier AI technology across Japan's fastest-moving technology companies. This is a greenfield, new business role: you'll build your territory from the ground up, owning the full sales cycle from first outbound touch to close across Japan's internet services, gaming, e-commerce, SaaS, fintech, and media companies. You'll work directly with founders, technical leaders, and product teams to help them build with Anthropic's AI as a core part of their products and operations. ## Key responsibilities - Own and exceed revenue targets by winning net-new logos across Japan's digital native companies, including internet services, gaming, e-commerce, SaaS, fintech, and media - Build a greenfield territory from scratch: develop your own account list, generate pipeline through self-sourced outbound prospecting, and create repeatable plays for landing new accounts - Run fast, consultative sales cycles with founders, CTOs, CPOs, VPs of Engineering, and Heads of AI, positioning Claude as the foundation for AI-powered products and competitive differentiation - Land new accounts quickly and set them up for expansion, working closely with technical buyers and developer teams who evaluate hands-on - Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to win technical evaluations and accelerate time to production for customers building on our models ## Preferred qualifications - 8+ years of sales experience in Japan with a clear track record as a hunter: consistently winning net-new logos and generating the majority of your own pipeline through outbound prospecting - Experience selling to digital native, internet, or high-growth technology companies, and comfort engaging technical buyers such as engineering and product leaders, not just business stakeholders - A track record of opening greenfield territories or segments with little existing brand presence, building pipeline and closing revenue from zero - Proven experience exceeding revenue targets driven primarily by new business, with the ability to manage high-velocity cycles alongside larger strategic deals - Strong commercial instincts for usage-based and consumption models, and the ability to connect product adoption to revenue growth - A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality. You are a true team player who thrives in ambiguous, startup-like environments - A strategic, analytical approach to territory and account prioritization combined with high-energy, persistent execution - A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely and responsibly for broad benefit - Excellent communication skills in both Japanese and English ## What we offer - Competitive base salary and commission structure commensurate with experience - Equity participation - Comprehensive benefits package - Hybrid work model with flexibility - Access to cutting-edge AI technology and world-class research team ## **Logistics** **Minimum education:** Bachelor’s degree or an equivalent combination of education, training, and/or experience **Required field of study:**A field relevant to the role as demonstrated through coursework, training, or professional experience **Minimum years of experience:** Years of experience required will correlate with the internal job level requirements for the position **Location-based hybrid policy:** Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. **Visa sponsorship:** We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. **We encourage you to apply even if you do not believe you meet every single qualification.** Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. **Your safety matters to us.** To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit [](http://anthropic.com/careers) directly for confirmed position openings. ## **How we're different** We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. ## **Come work with us!** Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. **Guidance on Candidates' AI Usage:** Learn about [our policy](https://www.anthropic.com/candidate-ai-guidance) for using AI in our application process.