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Abnormal AI is seeking an Enterprise Account Executive to build and scale their sales presence in Japan, specifically targeting the Tokyo area. This is a foundational sales role focused on selling advanced security solutions to enterprise-level organizations (3,000+ mailbox organizations).
Key responsibilities include prospecting and generating new business opportunities within a defined territory, managing the full sales cycle from initial conversations through contract signature and expansion, and consistently exceeding new annual recurring revenue quotas. You will work enterprise accounts through multiple stages—initial outreach, qualification, demo, negotiation, and post-sale expansion—while maintaining accurate data in Salesforce, Highspot, and Close Plan.
The ideal candidate brings 3+ years of direct enterprise sales experience, with a proven track record of hunting new logos, expanding major accounts, and closing complex deals in competitive environments. You should be technically competent in security, email, cloud, and AI domains, with specific experience selling subscription-based cybersecurity software to CISOs and security teams. Startup or early-stage company experience is essential—you'll need to demonstrate resourcefulness in building territory from scratch, leveraging channel partnerships, and working cross-functionally with Sales Engineering, Product, and Marketing teams.
You will act as the customer voice internally, ensuring appropriate prioritization of deals and customer needs. Success requires strong prospecting discipline, consultative selling skills, ROI quantification abilities, and the resilience to thrive in a fast-moving, resource-constrained environment. You must be local to the Tokyo area, fluent in English (written and verbal), and hold a BS/BA degree or equivalent professional experience. A consistent track record of quota attainment and top-tier sales performance is required.
