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, …