Enterprise Account Executive

About the role

The Enterprise Account Executive

Hunter, Japan will own the complete end-to-end sales cycle for a portfolio of strategic enterprise accounts located within the Japanese market. This position is accountable for discovering latent business problems, securing new enterprise logos, and driving multi-year expansion within existing relationships. The role demands independent operation in a sophisticated enterprise sales landscape, requiring strategic foresight, resilience, and disciplined execution. You will report directly to the Director, Sales in Japan, acting as the primary commercial leader for your book of business. A core responsibility involves shaping the narrative around data and AI solution outcomes while rigorously protecting profitability and pricing integrity throughout every phase of the deal lifecycle. Success in this position will be quantified through new revenue generation, the depth of solution adoption, and the sustained growth of account relationships over time. You will act as the external face of Databricks, ensuring that the value of the data lakehouse platform is clearly articulated and understood at the executive level.

Key facts

What you'll do

You will orchestrate partner ecosystems to access latent demand and identify the initial buying committee contacts within target organizations. Your responsibility includes designing robust discovery frameworks that uncover high-value data use cases and translating these insights into structured solution narratives. You will manage multi-stage MEDDPICC pipelines, accelerating decision cycles while defending value through negotiation discipline and rigorous pipeline management. Building and sustaining deep champion networks inside customer organizations is central to your success; you will coach internal advocates and technical architects to lead expansion initiatives from inception. You will analyze usage patterns and adoption milestones, presenting clear ROI metrics to finance and executive stakeholders to justify seat growth and platform expansion. Cross-functional coordination is essential, as you will align solutions, delivery, and support teams to design onboarding experiences that convert early successes into durable trust and expansion. Pipeline health and forecast accuracy will be managed with precision, with territory priorities adjusted dynamically in response to market dynamics or competitor moves. You will synthesize strategic insights from customer interactions and communicate these to leadership, highlighting opportunities to reshape industry positioning across Japan and neighboring markets. Your daily work will involve proactively opening greenfield segments across multiple industries, ensuring that the Databricks platform remains central to the digital transformation of large enterprises. You will translate complex technical capabilities into compelling business outcomes that resonate with C-suite and operational stakeholders.

Requirements

Candidates must bring a minimum of five years of experience selling complex software to enterprise accounts within the Japanese region, with a documented track record of consistent quota attainment. A deep understanding of industry segment priorities, formal buying processes, and intricate decision pathways is required, along with awareness of how ecosystem participants influence purchasing choices and stakeholder dynamics. You must possess a history of selling usage-based platforms or data and AI technologies, demonstrating the ability to scale adoption rapidly after the initial purchase and prove ongoing value. Your experience should include advanced account planning, disciplined MEDDPICC execution, value-based selling techniques, and clear command of the message in highly competitive scenarios. Prior success in greenfield market hunting, combined with consultative work expanding existing accounts, is essential for navigating the complexity of enterprise Japan. You must be capable of operating independently with high ownership, managing multiple priorities, and maintaining composure under pressure in a fast-paced sales environment. The ability to build trust with executive-level stakeholders and influence without formal authority is a non-negotiable requirement for this role. You must be willing to travel as required to meet key customers, partner organizations, and internal stakeholders to ensure alignment and momentum on strategic initiatives.

Practical notes

Details regarding benefits, working conditions, and exact application procedures will be found on the official recruitment page. Prospective candidates are encouraged to review these materials carefully before proceeding.

Details regarding benefits, working conditions, and exact application procedures will be found on the official recruitment page. Prospective candidates are encouraged to review these materials carefully before proceeding.