Senior Account Executive
Job description
About the role
You will own enterprise accounts in Japan, driving business expansion across domestic opportunities and global scenarios with a focus on strategic growth. You will shape product direction by capturing and articulating market feedback, ensuring Mapbox priorities respond directly to real user demands and emerging use cases. This role requires you to combine deep listening skills with comprehensive product knowledge to build trusted relationships and guide complex sales cycles. You will act as the primary point of contact for strategic customers, managing the entire relationship journey from initial contact through product adoption and expansion. Success in this position depends on your ability to translate customer needs into compelling value propositions that resonate across technical and executive stakeholders. You will work closely with cross-functional partners to identify and prioritize opportunities that maximize long-term account value. Your consistent activity and disciplined qualification of deals will directly influence the velocity and quality of sales outcomes. Ultimately, you will extend Mapbox adoption within key industry verticals while ensuring customer success stories are communicated effectively to support broader organizational goals.
Key facts
What you'll do
Customer needs and industry patterns move into product planning, directly guiding the Mapbox roadmap and priority setting through your insights and advocacy. Enterprise relationships receive focused ownership, stretching from first contact through product launch and ongoing growth with continuous engagement. Strategies expand Mapbox adoption across key industry verticals, while extended teams communicate customer success stories to reinforce market validation. You navigate complex customer relationships, building trust and influence with engineers, developers, and c-level leadership through structured discovery and consultative dialogue. Collaboration across Mapbox teams, including engineering, support, and marketing, closes business and ensures successful launches by aligning messaging and capabilities. Experience with large, complex commercial and legal agreements within Procurement, Legal, and Business teams is required to progress deals through advanced stages. You work consistently toward sales goals, maintaining disciplined activity levels and pipeline hygiene to sustain predictable revenue outcomes. C-level relationships with multiple executives optimize software sales and adoption by aligning strategic initiatives with organizational priorities. You qualify opportunities rigorously, ensuring only high-probability deals advance through the defined sales process. You are trained on the company's sales methodology and expected to apply it independently while continuously refining your approach based on feedback and results.
Requirements
The posting states a bachelor's degree requirement, and you must Japanese native language fluency and business-level English proficiency are required to enable effective collaboration across internal and external stakeholders. Eight or more years of sales experience is mandatory, demonstrating success with six and seven-figure opportunities in previous roles. Navigating complex customer relationships is essential to build trust and influence with engineers, developers, and c-level leadership across diverse organizations. Collaboration across Mapbox teams, including engineering, support, and marketing, is necessary to close business and ensure successful product launches. Experience with large, complex commercial and legal agreements within Procurement, Legal, and Business teams is required to manage risk and accelerate decision-making. Working consistently toward sales goals remains a core responsibility, requiring persistence, time management, and resilience in a quota-driven environment. C-level relationships with multiple executives are required to optimize software sales and adoption through strategic alignment and executive sponsorship. You must be able to demonstrate a track record of achieving and exceeding quotas in demanding sales environments. A commitment to following defined sales processes and participating in ongoing training and development is expected to maintain excellence in performance.
Nice to have
Only items stated as preferred in the source are included, and no additional preferences are added or inferred.
Practical notes
This role is based in Mapbox Japan and operates as a full-time position in accordance with local regulations and company policies. Equal Employment Opportunity hiring practices apply, and roles are open to diverse candidates without discrimination. Typical interview steps for this position include a role play, a discovery call simulation, and a presentation to assess real-world capabilities. Candidates may be asked to pitch a product to a panel or handle a tough objection during the interview process to evaluate problem-solving and adaptability. Behavioral questions focus on past quota attainment and deal history to understand patterns of success and decision-making. Energy and preparation are critical, as interviewers often simulate the job in the interview itself, so you should be ready to run a short discovery call or demo as part of the assessment. Practicing your own sales pitch out loud is recommended to improve clarity, confidence, and responsiveness under pressure.
Questions to ask
Worth asking in any interview include how the team measures success, who the role works with daily, what the onboarding looks like, and what the company is trying to achieve this year. Asking what past hires did well is a strong final question that can provide insight into expectations and performance standards. Keep the list short and select the questions that matter most to you based on your priorities and working style.
Career growth
Sales careers can move from SDR or associate roles to account executive, senior AE, manager, and director positions over time within Mapbox. Some sellers move into partnerships, account management, or revenue operations depending on their interests and demonstrated strengths. Compensation typically mixes a base salary with commission tied to results, creating incentives for high performance and sustainable growth. High performers in sales typically move into larger accounts, team leadership, or sales operations roles as they advance their careers. Quota history and references carry the most weight in promotion decisions, emphasizing consistent execution and measurable impact.
About the company
Mapbox is the leading real-time location platform for a new generation of location-aware businesses that rely on accurate, scalable, and secure mapping solutions. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere, enabling innovation in mobility, logistics, and location-based services.