Tokyo - Enterprise Account Executive - Japan

The Role We're hiring an Enterprise Account Executive to own TinyFish's commercial growth in Japan. The majority of this role is direct enterprise sales: sourcing, running, and closing your own deals with large Japanese organizations. You'll also build and enable a network of resellers and system integrators who extend reach into accounts where channel is the right path in. This is TinyFish's foundational enterprise revenue hire in Japan. You'll define how we show up in market. Success is measured by new ARR, pipeline health, and partner activation. You'll be expected to carry a robust pipeline, forecast accurately, and close high-value deals while building a channel motion that compounds over time. Responsibilities Source, develop, and close net-new enterprise accounts directly, with a focus on large Japanese organizations adopting AI infrastructure Navigate complex buying committees spanning engineering, procurement, legal, and executive leadership at large Japanese enterprises Build and arm champions internally; drive consensus across long, multi-stakeholder evaluation cycles Frame and co-build business cases with buyers; treat POCs as business case exercises, not demos Negotiate pricing, SLAs, and contract terms on high-value, often multi-year deals Identify, recruit, and enable reseller and SI partners to complement direct coverage Support partner-led deals on pricing, technical positioning, and negotiation Maintain accurate pipeline and CRM records; forecast with precision Act as the connective tissue between TinyFish's global GTM team and local market dynamics What You Bring 7+ years of enterprise software sales in Japan, with a strong track record closing complex, high-value deals directly Deep experience navigating Japanese enterprise buying dynamics: the role of the SI, long evaluation cycles, consensus-driven decisions across many stakeholders Experience working with or through SIs, resellers, or channel partners in the Japanese market Fluent in Japanese and English Strong technical acumen: you can hold a credible conversation about APIs, infrastructure, and AI workflows, and translate that into something a channel partner can confidently sell Disciplined in pipeline management, forecasting, and deal qualification Experience in AI, developer tools, APIs, or SaaS infrastructure is a strong plus What We Offer Competitive base + uncapped commission (OTE commensurate with experience) Hybrid out of Tokyo First-mover position in a market that is early on AI agent adoption