Enterprise Account Executive (Japan)

Optro; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive base pay

Sales incentive plan

Training and coaching

Paid leave and holidays

Benefits based on local policy

Global collaboration opportunities

Job summary

Optro, a growing AI-powered GRC platform provider, seeks an Enterprise Account Executive to lead Japan accounts. You will build trust with senior leaders, develop a robust pipeline, and drive new and existing business with support from regional and global teams.

You will conduct product demos, craft compelling business cases, and navigate Japan buying processes to close deals. Travel 25–30% is anticipated as you expand in Japan and collaborate with partners and Big Four advisors.

Qualifications

• Experience selling enterprise software or SaaS to large organizations.
• Experience selling to senior leaders and multiple decision-makers.
• Fluent Japanese with strong English communication to collaborate with regional/global teams.
• Ability to build and manage a personal sales pipeline and move deals forward.
• Familiarity with MEDDICC/MEDDPICC framework preferred.

Responsibilities

• Own a sales target for assigned accounts in Japan.
• Build a clear account and territory plan with focus on winning new customers.
• Create pipeline via direct outreach, referrals, events, and partners.
• Manage full sales process from first meeting to contract signing.
• Understand customer needs and current ways of working.

Skills

Enterprise software sales

SaaS sales

MEDDICC

Pipeline development

Stakeholder management

Fluent Japanese

English communication

Negotiation skills

Willingness to travel

Education

Degree or equivalent experience

Job description

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights.

At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Why join Optro?

Optro helps companies manage audit, risk and internal controls through cloud software. We are growing our team in Japan and looking for an Enterprise Account Executive to help win new customers and grow our existing accounts.

You will work with leading Japanese companies, build trusted relationships with senior leaders and help customers improve how they work. You will have support from our regional and global teams, with the chance to make a clear impact as we grow in Japan.

This role is based in Japan and includes regular face-to-face meetings with customers and partners.

What you will do

• Own a sales target for your assigned accounts in Japan.

• Build a clear account and territory plan, with a strong focus on winning new customers.

• Create your own pipeline through direct outreach, referrals, events and partner relationships.

• Manage the full sales process, from the first meeting through to contract signing.

• Understand each customer’s needs, current ways of working and reasons for change.

• Build relationships across audit, risk, finance, IT and procurement, including senior decision-makers.

• Work with our technical team to deliver demos and proposals that address real customer needs.

• Build clear business cases that show the value of Optro.

• Guide deals through Japanese buying processes, including internal approvals, ringi, legal and procurement.

• Grow existing accounts by finding new teams and use cases that can benefit from Optro.

• Work with our partner team and firms such as the Big Four and local advisers to find and win business.

• Use MEDDPICC to assess deals and keep sales forecasts and CRM records accurate.

• Work with delivery and customer success teams to set clear expectations and support a smooth handover.

• Travel for customer meetings, partner meetings and events, around 25–30% of the time.

What you will bring

• 7+ years of sales experience, including at least 4 years selling enterprise software or SaaS.

• A strong record of meeting or beating sales targets and winning new customers.

• Experience selling to large Japanese companies and managing deals with several decision-makers.

• The ability to build your own pipeline and move deals forward.

• A good understanding of Japanese business culture and buying processes.

• Confidence working with senior leaders and explaining business value.

• Fluent Japanese and enough English to work well with regional and global teams.

• Strong listening, presentation and negotiation skills.

• Experience using MEDDICC or MEDDPICC.

• A willingness to learn, act on feedback and work closely with others.

• The ability to plan your own work and adapt as our Japan business grows.

• A degree or equivalent work experience.

We also welcome candidates from a Big Four risk or internal audit advisory practice at Senior Manager level or above, with a strong record of winning client work and an interest in enterprise software sales.

Useful experience

• Knowledge of internal audit, risk, internal controls or J-SOX.

• Experience working with advisory firms and sales partners in Japan.

• Experience helping grow a software business in the Japanese market.

What we offer

• A key sales role in a growing Japan team.

• The chance to work with leading Japanese companies.

• Competitive base pay and a sales incentive plan.

• Training, coaching and support from experienced teams.

• Paid leave, public holidays and benefits based on local policy.

• Opportunities to meet and work with colleagues across the region and globally.

*perks may vary based on eligibility/location

Our Company Values

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.

• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.

• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.

• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.

• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

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