Enterprise Account Executive

About the role

You will secure new logos with strategic accounts in the Media vertical within the Tokyo region, taking full ownership of the end-to-end sales cycle from initial discovery to executive sign-off. You will create a focused and targeted logo acquisition strategy that leverages deep industry insights to prioritize the most valuable media organizations. You will expand Databricks use cases in existing and newly won accounts to maximize impact for customers by uncovering latent data and AI needs across editorial, production, and distribution workflows. You will establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, become your industry advocates driving organic expansion. You will build value in all engagements to guide successful negotiations, ensuring commercial terms reflect the strategic nature of the partnership. You will plan, document, and drive the growth of Databricks usage for your customers through structured adoption initiatives and executive business reviews. You will develop a deep and detailed understanding of the customer's business, including their content pipelines, audience analytics, and regulatory constraints. You will provide leadership to the customer, important staff, and technical teams by aligning Databricks capabilities with their strategic transformation objectives. You will identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization and shorten the path to value. You will orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions, ensuring cohesive delivery and post-sale success.

Key facts

What you'll do

You will research and analyze media companies across Japan to build a prioritized list of target enterprises that align with Databricks' strategic focus. You will consult with C-Level and technical stakeholders to define business outcomes and translate them into a compelling Databricks value proposition. You will architect and present enterprise-scale data and AI roadmap that demonstrates how Databricks can replace fragmented tools with a unified lakehouse. You will manage complex, multi-stakeholder sales processes, guiding deals forward to compress decision cycles and accelerate contract execution. You will leverage MEDDPICC and other structured sales methodologies to de-risk enterprise sales and clearly articulate ROI. You will coordinate solution validation and POC efforts with Databricks technical teams to ensure technical fit and stakeholder buy-in. You will develop and maintain a precise pipeline of opportunities, forecasting win rates and revenue likelihood with disciplined accuracy. You will collaborate closely with Customer Success and Professional Services to design expansion paths that increase net revenue retention. You will represent Databricks at industry conferences and media-specific events to strengthen brand presence and generate inbound interest. You will maintain rigorous documentation of every deal stage, ensuring insights are captured and shared with Sales and Product teams for continuous improvement.

Requirements

You must possess a Bachelor's degree or equivalent practical experience in a relevant field. You must have 5+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment. You must have selling experience to the Enterprise Media customers in Japan, with a proven track record in this specific vertical. You must have knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem that influences purchasing in the media industry. You must have a background of selling usage-based SaaS solutions, or other Data/AI/ML technologies, demonstrating comfort with modern data platforms. You must have 5+ years of experience in sales methodologies and processes, such as account planning, MEDDPICC, value selling, and Command of the Message. You must have 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use and uncover new opportunities. You must be capable of building customer champions and collaborative teams to support the implementation of the expansion plan across multiple departments. You must understand how to develop a clear partner strategy and manage it to success, including working with ecosystem integrators and technology partners. You must be willing to travel regionally to meet key stakeholders and attend industry events as required by business needs.

Practical notes

You will be willing to travel regionally as required by business demands, including client meetings, workshops, and industry conferences. You understand that success in this role requires adaptability, intellectual curiosity, and a commitment to Databricks' mission of helping organizations build the future with data and AI. The role demands resilience, disciplined execution, and the ability to operate independently in a fast-paced, matrixed environment while maintaining strong attention to detail. You will work closely with cross-functional teams to ensure alignment between commercial objectives, product feedback, and customer success initiatives. This position offers the opportunity to significantly influence the adoption of Databricks within some of Japan's most influential media enterprises, shaping the future of data and AI in content creation, distribution, and monetization.