Senior Account Executive, Digital Native

About the Role

You will be responsible for driving new business with fast-growing, cloud-native, VC-backed technology companies across Japan, working closely with founders and senior technical leaders.

This is an Outbound, High Touch sales role requiring strong discipline, resilience, and commercial focus.

You will own the full sales cycle - from account selection and prospecting through discovery, solution design, proposal, negotiation, and close.

We are seeking someone who combines strong sales execution with technical credibility, and who is comfortable engaging across Engineering, DevOps, Security, Network, IT, and Infrastructure teams.

Key Responsibilities:

• Strategic Territory Planning: Formulate and execute tailored sales strategies to systematically maximize market penetration in Japan.
• Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on Application Security, Performance & Dev Platform.
• Revenue Generation: Consistently achieve and exceed quarterly revenue targets by closing high-value, complex solutions.
• Value Proposition & Offerings: Clearly articulate Cloudflare’s unique value, connecting our Cloud/Security platform directly to client business outcomes.
• Pipeline & Deal Management: Build and maintain a healthy, predictable sales pipeline from lead qualification to contract negotiation and closure.
• Ecosystem Co-Selling: Identify, enable, and collaborate with strategic partners to scale sales reach and accelerate solution adoption.
• Client Advocacy: Foster strong, long-term relationships with key customer accounts to drive ongoing retention and customer satisfaction.
• Field Travel: Travel within Japan as required (up to ~60% dependent on business needs).

Key Qualifications & Experience

• Proven Sales Record: 10+ years of successful Field / Direct Sales experience in the IT, Cloud, or Cyber Security industry.
• Domain Expertise: Demonstrated success selling Network Infrastructure, SaaS, Enterprise Security, or Cloud Architecture (IaaS/PaaS) directly to enterprise clients.
• Lead Ownership: Proven ability to manage the complete sales lifecycle as a lead account owner and relationship orchestrator.
• Language Proficiency: Fluent in Japanese (Native level) and Working proficiency in English (both written and verbal).
• Technical Aptitude: Core understanding of networking fundamentals, web infrastructure, and internet security. A technical background (Computer Science, Engineering, or MIS) is a strong plus.
• Executive Presence: Outstanding presentation, negotiation, and interpersonal communication skills with a consultative mindset.
• Education: Bachelor’s degree or equivalent practical experience.