About the Position

Account Executive – Japan

Japan

Key Accounts

Hybrid

About the Role

Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours.

To support Ideals’ rapid growth in Japan, we are looking for our first Business Development Manager / Enterprise Account Executive to focus on our Corporate segment in Tokyo. You’ll join a team of 5+ Key Accounts Sales teammates in Tokyo.

As a quota-carrying strategic seller, you will grow revenue, acquiring new enterprise accounts and expanding existing ones. You will act as an impactful industry expert, generating demand, navigating complex 6- to 9-month sales cycles, and often displacing incumbent vendors through deep discovery and consultative selling.

Tech stack: HubSpot, LinkedIn Sales Navigator, Amplemarket

Office location: Marunouchi Nijubashi Building (Hybrid / Remote-first)

Note: While in-person client visits are required for business meetings, day-to-day work can be done from home.

Responsibilities

Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)
Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual)
Maintain “White Space” analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base
Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI
Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes
Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals
Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting
Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction

Requirements

4–7 years of demonstrable quota-carrying success in B2B sales
Proven track record of managing lengthy or complex enterprise sales cycles
Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)
4-year university degree (bachelor’s)
Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations
High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries
High AI fluency and advanced CRM tracking skills
Native-level proficiency in Japanese
Business-level proficiency in English

Nice to Have

Background in SaaS, financial technology, or information security sectors
Familiarity with enterprise M&A use cases and corporate compliance workflows

We Offer

Remote-first flexibility to shape your ideal workday
Home workplace budget
Co-working expense coverage
Individual IT budget for extra equipment
Top-tier tech and AI-powered tools
Access to Ideals Academy with numerous courses
Investment in external learning and development activities
Guidance in Personal Development Plan creation
Professional literature and subscriptions coverage
Support of your passion as a speaker or writer
Internal talent mobility opportunities
Tailored Wellness Package to support your physical and mental health
Funding for sports competitions
Paid health-related time-off
Team gatherings in global locations
Generous internal referral program

About the Company

Our Assessment Process

Screening call with the Talent Acquisition Specialist (40 mins)
Hiring Manager interview & Discovery Call Role-Play (60 mins)
Competency-based interview (CBI) (60 mins)

Unrivaled Recognition

We’re proud to be celebrated by our customers and teammates

G2 Market Leader
- Based on 800+ reviews
- 4.7 out of 5
Trusted by talent
- Based on 100+ reviews
- 4.2 out of 5

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Account Executive – Japan

Job description