Enterprise Account Executive – Japan

Optro

. Own a sales target for assigned accounts in Japan .

Posted 9/29/2026full-timeJapanSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive sales experience in enterprise software or SaaS, with a strong ability to build relationships and navigate the Japanese business culture. Proficient in managing the full sales process, utilizing MEDDPICC for deal assessment, and effectively communicating business value to senior decision-makers.

Highest-signal resume keywords

7+ Years Of Sales ExperienceEnterprise Software Or SaaS SalesFluent JapaneseMEDDPICC ExperienceStrong Negotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Target AchievementPipeline DevelopmentAccount ManagementBusiness Case DevelopmentSales ForecastingContract NegotiationCustomer Needs AssessmentDeal ProgressionUnderstanding Of Buying ProcessesPresentation Skills

Soft Skills

Strong Listening SkillsConfidence With Senior LeadersAdaptabilityWillingness To LearnCollaboration

Tools & Technologies

CRM SoftwareSales ToolsCloud Software

Industry Keywords

Japanese Business CultureAuditRisk ManagementInternal ControlsBig Four Firms

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Own a sales target for assigned accounts in Japan
Build account and territory plans focused on winning new customers
Create pipeline through direct outreach, referrals, events and partner relationships
Manage the full sales process from first meeting through contract signing
Understand customer needs, current workflows and reasons for change
Build relationships across audit, risk, finance, IT and procurement, including senior decision-makers
Work with technical teams on demos and proposals addressing customer needs
Build business cases demonstrating Optro’s value
Guide deals through Japanese buying processes, including internal approvals, ringi, legal and procurement
Grow existing accounts by identifying new teams and use cases
Work with partner teams, Big Four firms and local advisers to find and win business
Use MEDDPICC to assess deals and maintain accurate sales forecasts and CRM records
Coordinate with delivery and customer success teams for clear expectations and smooth handovers
Travel for customer meetings, partner meetings and events approximately 25–30% of the time
Help Optro, a cloud software company that manages audit, risk and internal controls, win new customers and grow existing accounts in Japan

Requirements

What you’ll need

7+ years of sales experience, including at least 4 years selling enterprise software or SaaS
Strong record of meeting or beating sales targets and winning new customers
Experience selling to large Japanese companies and managing deals with several decision-makers
Ability to build a personal pipeline and move deals forward
Good understanding of Japanese business culture and buying processes
Confidence working with senior leaders and explaining business value
Fluent Japanese and enough English to work effectively with regional and global teams
Strong listening, presentation and negotiation skills
Experience using MEDDICC or MEDDPICC
Willingness to learn, act on feedback and work closely with others
Ability to plan work independently and adapt as the Japan business grows
A degree or equivalent work experience
Background checks are required
Candidates must be legally authorized to work in the country where the job is based
Candidates must disclose whether employment sponsorship or immigration support will be required
Candidates must not be subject to non-compete provisions prohibiting employment with Optro

Benefits

Comp & perks

Competitive base pay and a sales incentive plan
Training, coaching and support from experienced teams
Paid leave and public holidays
Benefits based on local policy
Opportunities to meet and work with colleagues across the region and globally
Regular face-to-face meetings and customer/partner interaction as part of the role
Perks may vary based on eligibility/location