Enterprise Account Executive, Digital Native Business

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>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.</p></div><h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold" data-sourcepos="3:1-3:18;65-82">About the role</h2> <p class="font-claude-response-body break-words whitespace-normal leading-[1.7]" data-sourcepos="5:1-5:592;84-675">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.</p> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold" data-sourcepos="7:1-7:20;677-696">Key responsibilities</h2> <ul class="[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3" data-sourcepos="9:1-13:178;698-1572"> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="9:1-9:173;698-870">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="10:1-10:190;871-1060">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="11:1-11:195;1061-1255">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="12:1-12:139;1256-1394">Land new accounts quickly and set them up for expansion, working closely with technical buyers and developer teams who evaluate hands-on</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="13:1-13:178;1395-1572">Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to win technical evaluations and accelerate time to production for customers building on our models</li> </ul> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold" data-sourcepos="15:1-15:37;1574-1610">Preferred qualifications</h2> <ul class="[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3" data-sourcepos="17:1-25:62;1612-2965"> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="17:1-17:192;1612-1803">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="18:1-18:197;1804-2000">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="19:1-19:148;2001-2148">A track record of opening greenfield territories or segments with little existing brand presence, building pipeline and closing revenue from zero</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="20:1-20:161;2149-2309">Proven experience exceeding revenue targets driven primarily by new business, with the ability to manage high-velocity cycles alongside larger strategic deals</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="21:1-21:132;2310-2441">Strong commercial instincts for usage-based and consumption models, and the ability to connect product adoption to revenue growth</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="22:1-22:171;2442-2612">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="23:1-23:123;2613-2735">A strategic, analytical approach to territory and account prioritization combined with high-energy, persistent execution</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="24:1-24:168;2736-2903">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="25:1-25:62;2904-2965">Excellent communication skills in both Japanese and English</li> </ul> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold" data-sourcepos="27:1-27:17;2967-2983">What we offer</h2> <ul class="[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3" data-sourcepos="29:1-33:69;2985-3226"> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="29:1-29:80;2985-3064">Competitive base salary and commission structure commensurate with experience</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="30:1-30:23;3065-3087">Equity participation</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="31:1-31:33;3088-3120">Comprehensive benefits package</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="32:1-32:37;3121-3157">Hybrid work model with flexibility</li> <li class="font-claude-response-body whitespace-normal break-words pl-2" data-sourcepos="33:1-33:69;3158-3226">Access to cutting-edge AI technology and world-class research team</li> </ul><div class="content-conclusion"><h2><strong>Logistics</strong></h2> <p><strong>Minimum education: </strong>Bachelor’s degree or an equivalent combination of education, training, and/or experience</p> <p><strong>Required field of study:&nbsp;</strong>A field relevant to the role as demonstrated through coursework, training, or professional experience</p> <p><strong>Minimum years of experience: </strong>Years of experience required will correlate with the internal job level requirements for the position</p> <p><strong>Location-based hybrid policy:</strong> 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.</p> <p><strong data-stringify-type="bold">Visa sponsorship:</strong>&nbsp;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.</p> <p><strong>We encourage you to apply even if you do not believe you meet every single