Description
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
In this role, you'll lead a team of Account Executives driving the adoption of safe, frontier AI with top enterprises across Japan. This role is critical to Anthropic's APAC expansion.
You'll leverage your leadership expertise to propel revenue growth while developing a high-performing team. Working closely with Applied AI Engineering, Product, GTM, and Marketing teams, you'll help enterprise customers deploy AI solutions and refine our market positioning for Japan.
The ideal candidate will have a deep understanding of Japanese business culture, a passion for developing people, and the ability to navigate Japan's consensus-driven sales environment.
Responsibilities:
- Build and lead a high-performing team of Account Executives, providing coaching, mentorship, and guidance to drive team success
- Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas
- Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
- Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with focus on Japanese enterprise buying cycles and decision-making processes
- Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales
- Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails
- Build strong partnerships across the organisation to drive strategic initiatives
- Identify and execute on new market opportunities and use cases for Anthropic's AI solutions across enterprise segments
- Help your team navigate complex enterprise stakeholder ecosystems including executives, IT departments, and procurement offices to build consensus
You may be a good fit if you have:
- 15+ years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies
- 5+ years of sales leadership experience within the Enterprise segment
- Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs
- Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organisations
- Strong technical acumen with ability to enable credible AI conversations
- Track record of successful partnership with technical teams throughout the customer journey
- Deep understanding of enterprise buying cycles, procurement frameworks, and common pain points across industries
- Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
- Experience managing complex enterprise sales cycles and helping AEs secure strategic deals
- Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives
- Strategic approach to market analysis combined with tactical excellence in execution
- Passion for AI technology and commitment to its safe, responsible development
- Business-level Japanese required; English proficiency strongly preferred
Logistics
Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
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.
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 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 to do with data and experimentation as it does with theory and mathematics.