Enterprise Account Executive

About the role

Abnormal is looking for an Enterprise Account Executive to join their team on a remote basis from Japan. This role focuses on identifying and pursuing enterprise-level opportunities to expand the company's customer base and drive revenue growth across targeted accounts. The position involves building relationships with key decision-makers at large organizations and guiding them through the evaluation and adoption process of the platform. The successful candidate will take ownership of their sales pipeline, develop strategic account plans, and work consistently toward quarterly and annual revenue targets while collaborating closely with sales development representatives and marketing to ensure a steady flow of qualified opportunities and a predictable revenue forecast.

Key facts

What you'll do

• Identify and qualify enterprise accounts that closely match the company's ideal customer profile, criteria, and strategic priorities
• Develop strategic account plans to guide outreach and engagement with prospective clients throughout the sales cycle
• Build and maintain strong relationships with senior stakeholders across target organizations, decision-making groups, and key economic buyers
• Collaborate with internal teams including sales, marketing, and product to tailor solutions and presentations that address specific customer needs
• Manage a structured sales pipeline from initial contact through contract closure and ongoing account management
• Conduct product demonstrations and presentations to showcase the platform's value proposition and differentiate it from competitors for enterprise buyers
• Track and report on sales activities, forecasts, pipeline metrics, and deal progress on a regular basis
• Partner with marketing teams to refine messaging and positioning for enterprise segments and target audiences
• Attend industry events, conferences, and trade shows to generate new leads and network with prospective clients in the target market
• Negotiate terms and work with legal and finance teams to finalize agreements, close deals, and ensure smooth onboarding for new customers

Requirements

• Proven track record of selling enterprise software solutions to large organizations with complex procurement processes and multi-year contracts
• Strong understanding of SaaS sales methodologies, enterprise buying cycles, and multi-stakeholder decision-making frameworks
• Excellent written and verbal communication skills for engaging effectively with C-level executives and procurement teams
• Ability to work independently and manage a complex pipeline without close day-to-day supervision or guidance
• Experience operating in a remote or distributed work environment with self-directed productivity habits
• Demonstrated history of meeting or exceeding quarterly and annual sales quotas consistently over multiple periods
• Comfort with ambiguity and the ability to adapt sales strategies based on evolving market feedback
• Bachelor's degree or equivalent practical experience in a business, sales, or related field

Nice to have

• Prior experience selling email security or cloud-based security products to enterprise customers in the APAC region, particularly Japan
• Familiarity with the Japanese business culture, etiquette, and enterprise landscape
• Existing network of contacts within large enterprises and organizations in the region
• Background in consultative or complex sales environments with longer deal cycles and multiple stakeholders
• Knowledge of compliance and regulatory requirements relevant to enterprise software sales in Japan

Skills & tools

• Proficiency with customer relationship management platforms for tracking pipeline, deal progress, forecasting future revenue, and analyzing conversion rates
• Experience with sales engagement and outreach automation platforms to improve efficiency
• Strong analytical skills for interpreting sales data and building accurate forecasts
• Ability to use collaboration tools for remote team communication and coordination
• Familiarity with presentation and proposal software for client-facing meetings and reviews
• Comfort with video conferencing and virtual demo environments for remote selling
• Knowledge of data visualization and reporting tools for presenting insights to leadership and stakeholders

Practical notes

• This role is based in Remote
• Japan and requires alignment with Japan working hours for meetings, collaboration, and cross-functional coordination
• The hiring process includes multiple interview rounds with the sales leadership team and cross-functional partners
• Candidates should expect to work independently while staying connected with the broader team through regular check-ins and collaborative planning sessions
• Abnormal values diversity and encourages applicants from all backgrounds to apply for this position
• The company offers a supportive remote-first culture with regular team events and professional development opportunities