Senior Enterprise Account Executive, Japan

About the role

You will spearhead our expansion into the Japanese market by introducing our product analytics platform to large-scale technology firms. This role is centered on owning the end-to-end sales cycle for strategic accounts across Japan, navigating complex enterprise buying committees to secure Mixpanel as the foundational analytics partner. You will be responsible for identifying and converting new business opportunities by directly engaging with C-level executives and key decision-makers in sectors such as Fintech, SaaS, Media, and eCommerce. This position requires you to establish Mixpanel as the definitive solution for product intelligence within high-growth technology organizations operating in Japan. You will manage negotiations that involve multiple stakeholders, ensuring alignment between client needs and our product roadmap over extended sales cycles. A core part of this role involves building trusted relationships that position Mixpanel as a strategic advisor rather than just a vendor. You will leverage data-driven insights to uncover client pain points and demonstrate the tangible business impact of our platform. Ultimately, you will own the revenue generation and strategic account development necessary to establish a strong foothold for Mixpanel in Japan.

Key facts

What you'll do

• Identify and convert new business opportunities by engaging with C-level executives and key decision-makers across Japan, utilizing targeted outreach and strategic networking.
• Lead sales cycles lasting 6 to 18 months, navigating complex procurement processes and ensuring customer needs are precisely aligned with our product roadmap and capabilities.
• Guide prospects through the full buying journey, including developing compelling business cases, responding to detailed RFP documents, managing procurement procedures, and facilitating IT security assessments.
• Maintain highly precise pipeline data within Salesforce, ensuring accurate documentation of every touchpoint and providing reliable weekly revenue forecasts to support executive decision-making.
• Partner collaboratively with Solutions Engineering, Marketing, Product, and Legal teams to address intricate strategic client requirements and tailor solutions that meet specific enterprise needs.
• Represent the Mixpanel brand with professionalism at industry events, conferences, and within the local business community in Japan, enhancing our market presence.
• Conduct in-depth discovery sessions to uncover latent needs and pain points, positioning Mixpanel's analytics as the critical tool for data-driven decision-making.
• Develop and execute account plans for key strategic clients, outlining growth initiatives, success metrics, and long-term engagement strategies.
• Articulate the unique value proposition of product analytics, demonstrating how Mixpanel drives revenue growth, optimizes user experiences, and reduces churn for technology firms.
• Build and maintain a robust sales pipeline, continuously qualifying leads and nurturing opportunities until they reach closure.
• Provide detailed competitive intelligence and market feedback to product and marketing teams, informing future product development and positioning strategies.
• Ensure all client interactions adhere to Mixpanel's ethical standards, legal requirements, and data privacy protocols, particularly concerning sensitive enterprise data.
• Collaborate with Customer Success and Implementation teams to ensure smooth onboarding and ongoing client satisfaction, fostering long-term loyalty.
• Track and report on key performance indicators related to sales activities, pipeline health, and conversion rates to optimize strategies continuously.

Requirements

• 7+ years of experience in full-cycle SaaS sales, specifically in enterprise-level roles, demonstrating a deep understanding of complex B2B sales methodologies.
• Demonstrated success in outbound prospecting and closing significant deals within the Japanese market, with a proven history of exceeding quotas.
• Ability to manage complex, multi-stakeholder negotiations and influence senior leadership across various departments, including IT, Finance, and Operations.
• Proven track record of meeting or exceeding revenue and pipeline targets in a fast-paced, high-growth environment.
• High level of resilience, adaptability, and a strong work ethic, capable of thriving in an environment with ambiguous challenges and evolving priorities.
• Professional proficiency in English, both written and verbal, to communicate effectively with internal teams and international clients.
• Strong understanding of SaaS subscription models, including multi-year contracts, tiered pricing, and expansion revenue strategies.
• Experience working with CRM systems, particularly Salesforce, to manage complex deal information and forecast accurately.

Nice to have

• Experience selling to high-growth technology companies in the ANZ region, understanding the unique dynamics of that market.
• Deep familiarity with Japanese enterprise buying cycles, procurement standards, and regulatory compliance requirements specific to the region.
• Prior experience with product analytics platforms such as Amplitude, Heap, or Pendo, allowing for quicker onboarding and value demonstration.
• Established professional network among product and technology leaders in the ANZ market, providing access to warm leads and partnership opportunities.
• Background working in high-growth SaaS environments (Series B through E), navigating the challenges of scaling businesses and managing stakeholder expectations.

Practical notes

Benefits include medical, vision, and dental coverage, mental wellness support, enhanced parental leave, and a flexible vacation policy. Mixpanel is an equal opportunity employer and welcomes applications from all backgrounds. This role is based in Singapore with a hybrid work model, requiring periodic travel to Japan as necessary for client meetings and business development activities. The engagement is full-time, and candidates must be available to work during standard business hours, with some flexibility to accommodate early morning or late evening calls with Japanese counterparts. No specific visa sponsorship details are provided in the source material, and candidates are encouraged to verify their eligibility for employment in the designated location. The compensation details were not supplied in the provided source information, so no specific figures or ranges are disclosed in this listing. Applicants should be prepared to discuss their experience, sales methodology, and understanding of the Japanese technology landscape during the interview process.