Enterprise Account Executive - Japan

About the Role

Abnormal AI is looking for an Enterprise Account Executive to play a pivotal role on our foundational sales team as we launch and scale in Japan. This team sells our security solutions to Enterprise level accounts within a defined territory.

The ideal candidate for the role will be local to the Tokyo area and have the following skillset:

• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.

• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.

• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.

• Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality.

• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.

• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.

• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.

• Internal guide, adept at navigating and supporting internal buying processes.

• Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS.

What you will do

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota

• Work enterprise accounts (>3k mailbox organizations) from initial conversati

Department: Enterprise