Senior Enterprise Account Executive

Job Description The Account Executive (AE) is responsible for driving revenue growth within an assigned territory by owning, shaping, and leading the customer’s end-to-end decision-making process. This role goes beyond relationship-building and focuses on influencing executive-level decisions and delivering predictable, repeatable results. Key Responsibilities Achieve quarterly and annual revenue targets Build and maintain a high-quality pipeline with identified decision-makers, budget, and timeline Maintain accurate and honest sales forecasts (Best Case / Commit) Proactively qualify and disqualify opportunities to focus on winnable deals Deal Strategy & Decision Enablement Identify Economic Buyers and map the customer’s decision-making process Discover and articulate business and operational challenges and quantify their impact Clearly define customer ROI and business value Lead internal-selling support, including executive-ready materials and quantified business cases Closing & Negotiation Position the solution against competitors, alternatives, and the status quo Lead pricing, contract, and commercial negotiations Address legal, procurement, and security requirements early in the sales cycle Execute high-confidence closes within the quarter Internal Collaboration & Resource Orchestration Partner effectively with SDRs, Sales Engineers, and Customer Success Managers Leverage sales leadership and executives strategically in key opportunities Collaborate with HQ, APAC, and cross-functional teams (Product specialist, Rev Ops, Legal, Finance, Security, Procurement, etc..) Continuous Improvement & Sales Discipline Analyze wins and losses to identify repeatable success patterns Apply structured sales frameworks (e.g., MEDDPICC) Maintain accurate CRM hygiene and use data to drive improvement Required Qualifications Experience & Skills Proven experience in B2B software or SaaS sales Track record of closing mid-to-large, multi-stakeholder deals Experience selling to executive-level stakeholders (CxO, VP, Director) Strong pipeline and forecast management experience Business-level English proficiency is a plus (reading, writing, meeting comprehension) Core Competencies Data-driven and fact-based decision making with empathy Ability to challenge customers constructively and deliver difficult truths High resilience and openness to direct feedback Comfort operating in fast-changing and ambiguous environments Strong ownership and accountability for results Not a Fit If You… Prioritize relationship-building over decision-making progress Avoid direct engagement with economic buyers Consistently maintain overly optimistic forecasts Attribute missed targets primarily to external factors Seek recognition for effort rather than outcomes Success Metrics Quarterly and annual quota attainment Forecast accuracy Win rate and average deal size Sales cycle duration Overall pipeline health Why This Role Matters This role is designed for professionals who strive to be more than “top sellers.” We are looking for Account Executives who create predictable outcomes through disciplined deal execution and repeatable sales strategies. 職務概要 アカウント・エグゼクティブ（AE）は、担当テリトリーの売上成長を牽引し、顧客の意思決定プロセスを把握、コントロールし、リードします。 本職務は関係構築にとどまらず、経営層の意思決定を能動的にドライブし、規律ある実行によって予測可能で再現性のある成果を実現します。 主な職務内容 パイプライン管理と売上責任 四半期および年間の売上目標を達成する 意思決定者との関係を築き、予算とタイムラインを踏まえて高品質なパイプラインを構築・維持する 正確かつ根拠のある売上予測（ベストケース・コミット）を行う 確度の高い案件にフォーカスし、商談の適否を主体的に判断する ディール戦略と意思決定支援 決済権限者（エコノミックバイヤー）を特定し、顧客の意思決定プロセスを可視化する ビジネス上の課題と運用上の課題を整理し、その影響を定量化して示す 顧客のROI（投資対効果）とビジネスへの付加価値を明確に示す 社内の関係者を巻き込み、顧客の経営層に求められるエグゼクティブ向け資料と定量的なビジネスケースを整備する クロージングと交渉 競合・代替案・現状維持と様々な可能性を比較し、ソリューションを明確に示す 価格、契約、条件の交渉を主導する セールスサイクルの早期段階で法務・調達・セキュリティ要件に対応する 四半期内に、確度高くクロージングする 内部連携とリソース調整 SDR、セールスエンジニア、カスタマーサクセスマネージャーと効果的に連携する 重要案件で営業リーダーや経営陣を戦略的に活用する 本社、APAC、他部門（製品、法務、財務、セキュリティ、調達）と連携する 営業プロセスの徹底と継続的 ... (truncated, view full listing at source)