Description
As an Enterprise Account Executive, Retail based in Tokyo, you'll drive the adoption of safe, frontier AI technology across Japan's retail and consumer commerce organisations. You'll own the full sales cycle from prospecting to closing, working with senior leaders to help them optimise operations, personalise customer experiences at scale, and strengthen their competitive position with Anthropic's AI solutions.
Responsibilities:
- Own and exceed revenue targets by winning new major retail accounts and expanding existing relationships across Japan's domestic retailers, convenience store chains, e-commerce platforms, and omnichannel brands
- Build and execute territory plans, identifying high-value opportunities across supermarket and convenience store groups, specialty retailers, fashion houses, and marketplace platforms
- Lead consultative sales processes with senior executives — including CIOs, CDOs, CMOs, and heads of supply chain and e-commerce — positioning AI as a driver for demand forecasting, personalisation, inventory optimisation, and enhanced customer experience
- Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to deliver solutions that integrate with existing retail technology stacks while meeting Japan's data privacy requirements under the APPI framework
You may be a good fit if you have:
- 8+ years of enterprise sales experience in Japan with significant exposure to retail and consumer commerce accounts, driving adoption of emerging technologies with a consultative, solutions-oriented approach
- A track record of managing complex sales processes and securing strategic deals with large-scale retailers by understanding the operational and technology challenges unique to Japan's retail landscape
- Demonstrated ability to navigate retail stakeholder ecosystems, building consensus across merchandising, supply chain, digital, and customer experience teams with multiple budget authorities and approval layers
- Proven experience exceeding revenue targets by effectively managing pipeline across seasonal retail cycles and the rapid decision-making cadence of consumer-facing businesses
- 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 identifying opportunities within Japan's retail sector combined with patient, relationship-focused 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
- 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.
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.