Account Executive Leader in Tokyo

About the Team OpenAI’s Enterprise Go-To-Market organization helps the world’s largest companies adopt and scale our AI platform across their business, from ChatGPT Enterprise to our developer and APIs. We partner with organizations across Financial Services, Life Sciences, and Retail to build new AI-powered customer experiences, transform operations, and reimagine how work gets done in highly regulated and technically complex environments. As adoption accelerates through pilots, experimentation, and develop-led use cases, the GTM team turns that momentum into durable, enterprise-wide deployments. About the Role We are looking for a senior, high-agency Account Associate to help build and scale our Japan Strategic & Large Enterprise, DNB and Startup motion. This person should be able to create pipeline through thoughtful outbound, strong discovery, disciplined follow-up, and clear stakeholder mapping. This is not a junior execution role. It is a front-line role for someone who can help shape the motion while working closely with Account Directors, technical teams, and HQ. At the same time, this role is designed as a launchpad for future sellers at OpenAI. It’s a highly strategic position with meaningful exposure to enterprise sales, product, and customer strategy. You’ll build core skills in discovery, stakeholder mapping, deal shaping, and executive communication, while developing a deep understanding of how leading companies adopt AI. Recommended Seniority 7-10 years of total work experience 3-5+ years of relevant experience in SDR, BDR, inside sales, startup sales, enterprise/commercial AE, or similar GTM roles Some closing or full-cycle sales experience is strongly preferred We’re looking for individuals with 6+ years of total work experience who are motivated to grow into world-class enterprise sellers over time. Many people in this role go on to become Account Directors or take on broader GTM roles, but progression is based on performance and business needs

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. Snowflake is seeking an accomplished AI Product Sales Specialist to drive sales execution for our AI/ML workload within the Enterprise market. This is a strategic role that works closely with the broader field organization to ensure the successful customer adoption of Snowflake’s Artificial Intelligence and Machine Learning capabilities. RESPONSIBILITIES Achieve pipeline generation and revenue targets for allocated accounts and/or territory on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target account list Execute tailored sales plays to capture market opportunities in AI/ML, helping customers optimize their use of Snowflake's platform. Work directly with customers to understand their AI/ML needs, communicating insights to inform Snowflake’s product roadmap and ensuring alignment with customer requirements. Become an expert in Snowflake’s Artificial Intelligence and Machine Learning solutions and provide executive-level insights to customers and partners, guiding strategic discussions that emphasize the value of Snowflake’s AI/ML capabilities. Work with our Account Executives, Sales Engineers and Field CTOs to drive customer engagements from discovery and qualification through solution implementation and deployment Track, an

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations Tokyo, Japan About the Role Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our communi

As a Manager, Commercial Sales, you will provide strategy, mentorship, and guidance for a team of Commercial Account Executives. This role impacts one of the largest lines of business in the company, ultimately bringing a proven product to a multi-billion dollar market. At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You’ll Do: Motivate your team to exceed objectives Develop and maintain accurate team forecasts Hire, oversee, and train a team of Account Executives Drive lead generation, high activity standards, and pipeline management Facilitate the ramp up for all new team members, coaching them to success Monitor the sales funnel from prospect to close and create metrics to improve performance Who You Are: Experienced in hi-tech direct sales Familiar with SaaS/Cloud and Salesforce Able to accurately forecast team performance Passionate about coaching, mentorship, and team management Motivated by helping people grow with a desire to continue learning A self-starter who thrives in a high-growth, rapidly changing marketplace Proven in overseeing an outbound sales team in all areas of the sales cycle Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your experience, we encourage you to apply. Benefits and Growth: High income earning opportunities based on performance Opportunity for Presidents Club New hire stock equity (RSU) and employee stock purchase plan (ESPP) Continuous professional development, product training, and career pathing Sales training in MEDDIC and Command of the Message Intra-departmental mentor and buddy program for in-house networking An inclusive company culture, opportu

As an Enterprise Sales Engineer, you'll partner with Sales to help customers understand the value of Datadog and how it solves their most important technical and business challenges. You'll lead technical evaluations, deliver compelling demos, and guide customers through the journey from discovery to successful adoption. You'll act as a trusted advisor, bridging business goals with technical solutions, and play a key role in winning new business and expanding existing accounts. At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You’ll Do: Own the sales process in partnership with Account Executives by leading and shaping the technical strategy across opportunities from PG to Closed Won Lead customer discovery to uncover technical challenges, business goals, and success criteria, then translate those needs into tailored Datadog solutions Deliver engaging product demos, technical presentations, and workshops that connect platform capabilities to customer outcomes Project manage technical evaluations (POVs) end-to-end: scoping use cases and requirements, defining success criteria, building a project plan with clear timelines, and holding all participants accountable to the process Identify and cultivate technical champions within customer accounts, empowering them to advocate for Datadog adoption and drive consensus internally Participate actively in structured product and engineering field feedback sessions, serving as the technical voice of the customer to help shape product direction Maintain operational excellence by ensuring activity, deal progress, and customer interactions are accurately documented and up to date in related systems Collaborate cross-functionally with Product, Support, and GTM teams to address customer needs and resolve technical blockers Who

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations Tokyo, Japan About the Role Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! As an Onboarding Manager, you'll partner with our largest customers and help set them up for immediate success by leading them through a clearly defined onboarding process. You'll build and leverage key cross-functional relationships across Sales, Marketing, and Product Support as you deliver an exceptional onboarding experience. You'll use metrics, customer feedback, and direct experience to help identify new initiatives and materials needed to better engage and support our customers. You bring strong communication and project management skills, and a genuine investment in customer outcomes. This is a full-time, hybrid role based out of our Tokyo hub. What you'll do at Figma: Own and manage the onboarding process for our largest customers from pre-sales through successful onboarding closeout Partner closely with Account Executives to ensure smooth customer handoff experience Understand customer goals and successfully manage their onboarding timeline towards value Collaborate with Technical Account Managers, Designer Advocates, and Product Support to drive a seamless customer onboarding experience Report on metrics and customer feedback to assess the impact of successful onboarding and to help identify new customer initiatives and product opportunities Develop content and enablement resources for customers to use for training/education and to help accelerate product adoption Understand and consult on product and industry best practices in order to act as a trusted advisor to our customers and in

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As a Solutions Engineer for New Markets, you’ll be leading the technical discussion with our key prospects & customers in Japan, guiding customers toward clarity, feasibility, and alignment on the end-to-end solution. You’ll be an integral part of the Sales team, working both pre and post-sales to ensure technical fit and create innovative solutions for our customers. You will also serve as a bridge between our product development team and our customers, utilizing your strong communication skills to deliver pointed and actionable feedback that our product teams might use to ensure Vanta gets 1% better every day. This role will be based in our Tokyo, Japan office with a hybrid working model. What you’ll do as a Solutions Engineer at Vanta: Partner with pre and post sales to identify, qualify and drive net new, expansion and renewal opportunities Develop a deep understanding of our product capabilities, integrations, configurations messaging, partner ecosystem, and competitive landscape. Build and maintain strong technical partnerships with our customers via engaging product demonstrations, trials, and other communications Develop a trusted advisor relationship with key accounts, customer stakeholders, and executive sponsors that may lead to renewals, expansion, and advocacy Influence Vanta’s strategy and product priorities to drive adoption and retention by being the voice of the customer Cultivate an environment of teamwork, openness, creativity, and continuous improvement Work cross-functionally to resolve customer business issues and work toward mutual goals Develop processes and workflows that allow us to build and scale

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As a Solutions Engineer for New Markets, you’ll be leading the technical discussion with our key prospects & customers in Japan, guiding customers toward clarity, feasibility, and alignment on the end-to-end solution. You’ll be an integral part of the Sales team, working both pre and post-sales to ensure technical fit and create innovative solutions for our customers. You will also serve as a bridge between our product development team and our customers, utilizing your strong communication skills to deliver pointed and actionable feedback that our product teams might use to ensure Vanta gets 1% better every day. This role will be based in our Tokyo, Japan office with a hybrid working model. What you’ll do as a Solutions Engineer at Vanta: Partner with pre and post sales to identify, qualify and drive net new, expansion and renewal opportunities Develop a deep understanding of our product capabilities, integrations, configurations messaging, partner ecosystem, and competitive landscape. Build and maintain strong technical partnerships with our customers via engaging product demonstrations, trials, and other communications Develop a trusted advisor relationship with key accounts, customer stakeholders, and executive sponsors that may lead to renewals, expansion, and advocacy Influence Vanta’s strategy and product priorities to drive adoption and retention by being the voice of the customer Cultivate an environment of teamwork, openness, creativity, and continuous improvement Work cross-functionally to resolve customer business issues and work toward mutual goals Develop processes and workflows that allow us to build and scale

About OpenAI OpenAI is an AI research and deployment company committed to ensuring that artificial general intelligence benefits all of humanity. Our mission requires a team that brings diverse perspectives, strong judgment, and a deep commitment to safe and beneficial deployment. About the role We are seeking an experienced Enterprise Marketing Manager / Lead to build and drive OpenAI's enterprise marketing strategy in Japan. This person will be responsible for developing local programs that generate pipeline, deepen enterprise trust, and help Japanese businesses understand how OpenAI can create meaningful value. This role is ideal for a full-stack B2B marketer who understands Japan enterprise buying dynamics and can operate across strategy and execution. You will partner closely with Sales, Partnerships, Product Marketing, Communications, Legal, and Global Marketing to translate global priorities into locally resonant programs. Responsibilities - Develop and execute Japan enterprise marketing strategy aligned with GTM and revenue priorities - Plan and run field marketing programs, executive events, webinars, roundtables, ABM pilots, partner co-marketing, and demand generation campaigns - Create high-impact bilingual content, including customer stories, newsletters, executive narratives, sales enablement, and localized campaign assets - Partner with Sales to identify target accounts, industries, objections, and opportunities for marketing support - Work with Product Marketing and Global Marketing to localize launches, narratives, and enterprise messaging for Japan - Coordinate with Comms, Global Affairs, Legal, and policy partners on trust-sensitive messaging and external programs - Build partner marketing strategies with priority ecosystem and channel partners - Manage agencies, vendors, timelines, budgets, reporting, and post-campaign measurement - Establish operating rhythms and performance dashboards for Japan enterprise marketing Qualifications - 10-12+ years

A key position within the WS Hardgoods team responsible for leading revenue growth and driving sell-through improvement for assigned accounts. This role creates sustainable growth by developing and executing account strategies, as well as driving VMD, inventory management, and product merchandising initiatives. Essential Functions and Key Responsibilities: Develop account-specific business plans by setting sell-through and sell-in targets for assigned accounts, and drive alignment and execution in collaboration with key customers. Drive in-store merchandising proposals and improvements, maximizing visibility and brand exposure through SIS installations and space expansion, while delivering clear differentiation from competitors. &#34;Annual terms negotiation (including pricing and trade conditions): Negotiate key commercial terms such as pricing, promotional support, and rebates, and finalize annual agreements while ensuring profitability.&#34; &#34;Demand Planning, Sell-through, and Inventory Management: <

About the Team OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this. In pursuit of this mission, our Go To Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team is made of Sales, Solutions, Support, Marketing, and Partnership professionals that work together to create valuable solutions that will help bring AI to as many users as possible. About the Role Our Sales team has a unique mission to help customers understand the deep impact that highly capable AI models can bring to their business and users. This role is a mixture of technical understanding, vision, partnership, and value-driven strategy. You’ll be a key driver of opportunities through the entire sales cycle, from pipeline generation to closure. You’ll work with researchers, engineers, and solution strategists to help customers evolve their industry with AI. You’ll also collaborate with business partners to support customers’ business transformation and growth. This role is based in Tokyo, Japan. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. In this role, you will: Manage key accounts, developing and executing strategies for a comprehensive account plan based on customers’ business priorities and growth opportunities. Lead our enterprise prospects’ journeys from consideration to successful deployment. Partner with solutions and research engineering to build and execute complex customer programs and projects. Collaborate with business partners to generate opportunities, develop joint proposals, and support deployment, expanding customer value and business opportunities. Own a consumption revenue target. Manage consumption revenue forecasts. Analyze key account

About the team OpenAI’s mission is to ensure artificial general intelligence (AGI) benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one organization. In pursuit of this mission, our Go-To-Market (GTM) team is responsible for helping customers learn how to leverage and deploy our highly capable AI products across their business. The team includes Sales, Solutions, Support, Marketing, and Partnerships professionals who work together to create valuable solutions that help bring AI to as many users as possible. About the role OpenAI is seeking a highly motivated and experienced Account Director to join our Startup Go-To-Market team. You will play a critical role in owning relationships with top startup customers and supporting them in successfully building on the OpenAI platform. Many of the most disruptive and category-defining AI applications are being created by startups. The Startup Go-To-Market team's mission is to help startups harness the power of OpenAI’s technology to drive these advances. You will support startups in building effectively with OpenAI’s APIs, SDKs, and applications while providing access to OpenAI’s technical expertise and networks to help accelerate their progress. This role is a mixture of technical understanding, vision, partnership, and strategy. You’ll be responsible for serving as the primary relationship owner for a range of strategically important startup customers. You’ll also work cross-functionally with product, research, engineering, support, and technical solutions teams to help customers get the most out of our models. This role will be based in Tokyo . In this role, you'll: Manage a portfolio of startup accounts, developing and executing strategies for comprehensive account management. Partner with AI Deployment Engineers to drive successful technical engagements with startups. Own consumption and contracted revenue targets while managing revenue fo

About Flexport: At Flexport, we believe global trade can move the human race forward. That’s why it’s our mission to make global commerce so easy there will be more of it. We’re shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today, companies of all sizes—from emerging brands to Fortune 500s—use Flexport technology to move more than $19B of merchandise across 112 countries a year. The recent global supply chain crisis has put Flexport center stage as we continue to play a pivotal role in how goods move around the world. We are proud to have the support of the best investors in the game who believe in our mission, solutions and people. Ready to tackle global challenges that impact business, society, and the environment? Come join us. The Opportunity: In Japan, several customers have hesitated to expand their business with Flexport due to the absence of a dedicated local representative responsible for the market. This has limited our ability to build trust, capture local decision-making opportunities, and grow FOB and LOB business managed inside Japan. As we insource our Japan operations and build our in-country team, we are hiring an Account Manager based in Tokyo to take full ownership of customer retention, expansion, and execution for our existing book of business. In this role, you will be the trusted Flexport advisor for our Japan customer base — managing day-to-day relationships, identifying expansion opportunities, and partnering closely with our newly insourced Tokyo operations team to deliver consistently high service quality. You will also work hand-in-hand with overseas Flexport sales teams to convert global shipper relationships into Japan-origin and Japan-controlled opportunities. You will: Manage and grow existing customer relationships in Japan, owning the long-term health of your book of business. Drive account expansion through cross-sell and up-sell opportunities across Ocean

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Okta Technical Account Management (TAM) Team The TAM team empowers Okta customers to deliver secure, scalable, and transformative identity solutions by acting as their trusted identity coach. We drive lasting success through elevated technical maturity, proactively guiding their identity decisions and long-term identity vision. We guide a customer’s strategy for customer identity, workforce identity, and security posture while driving value in Okta’s suite of products and, ultimately, retention at contract renewal. The Auth0 Technical Account Manager Opportunity This is an exciting opportunity for an experienced technical expert to join the Okta Japan TAM team. This role specialises in the Auth0 platform, which is an easy-to-implement, adaptable authentication and authorization platform for Consumer and SaaS applications. Basically, we make your login experience awesome. You will be working with a portfolio of well-known brands on their Auth0 implementations as an identity coach. Building close relationships with technical stakeholders from early in the customer lifecycle, you will learn their business, goals, challenges and technical landscape, ensuring Okta delivers on a long-term strategic plan to help solve these challenges and realize the value of their Auth0 platform investment, while continuing to evolve to solve new objectives and improve security posture. The ideal candidate for this role has experience in either customer business-