Account Executive (Japan)

About the role

Deepgram is establishing its presence in Japan to address growing demand for voice AI technology. As an early team member, you will lead the regional sales strategy, manage full-cycle deals, and build long-term relationships with enterprise clients. You will own the end-to-end sales process in the Japanese market, acting as the primary commercial leader for strategic accounts. This position requires you to translate complex voice AI capabilities into clear business value for C-level and technical stakeholders. You will be responsible for shaping the go-to-market approach specific to Japan and ensuring that customer outcomes drive sustainable expansion. The role demands ownership of every interaction from initial discovery through to contract signing and renewal. You will be a key driver in establishing Deepgram as the standard voice intelligence platform within your territory.

Key facts

What you'll do

• Orchestrate end-to-end sales cycles for designated territories, managing pipeline generation, opportunity progression, and revenue target attainment.
• Independently research and prospect new accounts while working closely with marketing and SDR teams to amplify market presence and secure visibility at industry events.
• Lead consultative sales discussions with enterprise stakeholders to educate them on the capabilities of speech-to-text, text-to-speech, and automated voice agent solutions.
• Execute sales strategies through both direct sales efforts and collaborative co-sell initiatives with hyperscalers and systems integrators.
• Drive new customer acquisition while simultaneously cultivating expansion opportunities within existing accounts to increase product adoption and wallet share.
• Partner with field engineering teams to facilitate the transition of clients from initial technical evaluations and proof-of-concept stages to full production deployments.
• Synthesize and communicate actionable market intelligence and customer feedback to product and leadership teams to inform strategic decisions.
• Maintain rigorous forecasting accuracy and comprehensive documentation of the sales pipeline using established CRM practices.
• Develop and maintain deep relationships with key decision-makers across C-suite and technical leadership roles within target organizations.
• Champion the adoption of AI-first tools and methodologies in your daily sales activities to demonstrate the power of the platform.
• Act as a subject matter expert on voice AI trends, competitive positioning, and regulatory considerations specific to the Japanese market.
• Identify and nurture internal champions within client organizations to sustain long-term advocacy and referenceability.
• Analyze competitive landscape data to refine positioning and ensure our value proposition remains distinct and compelling.
• Contribute to the development of sales playbooks and content tailored to the nuances of the Japanese enterprise technology sector.

Requirements

• Bring a minimum of 5 years of hands-on experience as a full-cycle Account Executive with a consistent record of quota attainment.
• Demonstrate professional fluency in Japanese, coupled with a native-level cultural understanding of the nuances within the local business environment.
• Show a proven history of independently building new pipelines from zero and successfully managing complex technical sales cycles.
• Highlight direct experience selling developer-focused platforms, APIs, or infrastructure solutions to technical decision-makers and engineering leaders.
• Exhibit the capability to manage and succeed in both direct sales engagements and partner-led sales initiatives with equal effectiveness.
• Provide evidence of successful land-and-expand account strategies that have resulted in deep, multi-year customer relationships.
• Maintain a history of consistent professional performance and stable tenure across previous roles, reflecting reliability and commitment.
• Hold the right to work in Japan without sponsorship requirements for this position.
• Possess a strong command of written and verbal communication in Japanese for all business interactions and negotiations.
• Adhere strictly to ethical sales practices and corporate compliance standards in all client interactions.

Nice to have

• Leverage a background in selling artificial intelligence, machine learning, speech technology, or voice AI products to enterprise clients.
• Utilize prior experience in co-selling arrangements with major systems integrators or global hyperscale cloud providers.
• Apply familiarity with modern sales frameworks such as Challenger, SPIN, or MEDDIC to structure your sales approach.
• Thrive within the dynamic context of early-stage or high-growth organizations where processes are fluid and responsibilities are broad.
• Apply previous experience navigating the specific regulatory and compliance considerations relevant to data privacy and AI usage in Japan.
• Demonstrate an understanding of the unique characteristics of the Japanese enterprise technology buying committee and decision-making processes.

Skills & tools

• Utilize consultative sales methodology to uncover client needs and position solutions effectively.
• Conduct technical sales discussions with engineers, architects, and technical evaluators in a credible manner.
• Employ advanced pipeline management and forecasting techniques to maintain visibility into deal progression.
• Integrate AI-first workflow tools into your sales process to enhance productivity and demonstrate platform capabilities.
• Navigate complex stakeholder maps and influence strategies across multi-person buying committees.
• Articulate the technical differentiators of Deepgram's voice AI platform in a way that resonates with both technical and business audiences.
• Leverage data analytics to track sales performance, identify bottlenecks, and optimize conversion rates.
• Collaborate effectively with cross-functional teams, including product, marketing, and customer success, to ensure alignment and feedback loops.
• Adapt selling techniques to accommodate cultural preferences and communication styles prevalent in Japanese business settings.
• Contribute to the creation of localized sales materials, presentations, and demonstrations that address specific market needs.

Practical notes

• Deepgram operates with an AI-first mindset, requiring all employees to actively use and experiment with AI tools in their daily tasks.
• The role requires a high degree of adaptability and comfort in a fast-paced, evolving environment.
• Benefits are localized to the Japanese market and include health coverage, paid time off, parental leave, and professional development support.
• This position is based in Japan and requires residency or citizenship to comply with local employment regulations.
• The successful candidate must be prepared for frequent travel within the Asia-Pacific region to support key accounts and industry events.
• A strict adherence to local labor laws and company policies regarding working hours and overtime is mandatory.
• The hiring process will involve multiple interviews, including technical assessments and role-playing scenarios relevant to the position.