Senior Account Executive

About the role

Fastly is seeking a Senior Account Executive to join our team in Tokyo. You will manage the full sales cycle, focusing on expanding our footprint within the Japanese market by helping organizations improve their digital delivery and security. In this capacity, you will act as a trusted advisor to C-level and technical stakeholders, guiding them through the evaluation and adoption of our edge cloud platform. You will be responsible for owning and driving revenue growth within your assigned portfolio of strategic accounts in Japan. The role requires a high level of ownership and initiative to identify latent needs and translate them into compelling business cases for Fastly's solutions. You will leverage data and market insights to shape the narrative around digital transformation and risk mitigation in the online experience space. Success in this position will be defined by your ability to build long-term partnerships that result in sustainable, multi-year contracts. You will be instrumental in setting the standard for enterprise sales excellence within the Japanese region.

Key facts

What you'll do

• Conduct in-depth discovery sessions to uncover business challenges and map the buying committee for target enterprises in Japan.
• Develop and execute strategic account plans that outline key stakeholders, business initiatives, and tailored value propositions for each priority organization.
• Articulate the business impact of Fastly's edge computing, CDN, and security capabilities, focusing on performance optimization, cost savings, and risk reduction.
• Lead complex proof-of-concept and pilot programs, working closely with technical teams to ensure successful demonstration of value to decision-makers.
• Negotiate commercial terms, service level agreements, and pricing structures to align with customer needs while protecting Fastly's profitability.
• Partner with Customer Success and Implementation teams to ensure seamless onboarding, adoption, and expansion within existing client accounts.
• Collaborate with Marketing to develop targeted content and case studies that resonate with the Japanese enterprise technology audience.
• Provide real-time competitive intelligence and market feedback to product and leadership teams to inform product roadmap and positioning.
• Utilize advanced pipeline management techniques to forecast revenue accurately and maintain a healthy, predictable sales funnel.
• Mentor junior sales representatives on best practices for engaging with enterprise buyers in the Japan region.
• Drive the adoption of Fastly's platform within existing customers to uncover new use cases and drive expansion revenue.
• Establish yourself as a thought leader by participating in industry events and discussions relevant to digital infrastructure in Japan.
• Maintain meticulous records of all customer interactions, ensuring data integrity and transparency across the sales process.
• Proactively identify churn risks within your portfolio and develop retention strategies to foster long-term loyalty.

Requirements

• You possess a proven track record of achieving and exceeding quota in a quota-carrying sales role within the technology or SaaS sector.
• You have successfully navigated complex enterprise organizations, building relationships with key decision-makers across multiple departments.
• You demonstrate a strong understanding of cloud infrastructure, web performance, and application security concepts relevant to enterprise needs.
• You are fluent in both Japanese and English, with excellent communication and negotiation skills in both languages.
• You have the ability to articulate technical value propositions to diverse audiences, translating complex concepts into clear business benefits.
• You hold a bachelor's degree or equivalent practical experience in a relevant field.
• You have a deep knowledge of the Japanese enterprise software sales landscape and the regulatory environment affecting technology procurement.
• You are committed to maintaining the highest standards of integrity and ethical conduct in all sales interactions.

Nice to have

• You bring prior experience selling edge computing, CDN, or cybersecurity products to enterprise clients.
• You have an existing network of contacts within the Japanese enterprise technology market, including system integrators and consulting partners.

Practical notes

• Please ensure your application highlights your specific experience with enterprise software sales in the Japan region.
• This is a full-time position based in Tokyo, Japan.
• The role may require travel within the Asia-Pacific region to support key accounts and industry events.
• Candidates must be eligible to work in Japan without sponsorship.