sales
Posted 4 days agoAccount Executive, Enterprise Sales - Japan
at pendo
Tokyo, JapanHybrid
Responsibilities
- Value-based selling: Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives.
Requirements
- AI-enabled productivity: Use AI tools and insights to improve sales preparation, productivity, and customer engagement.
- You're AI-curious - genuinely.
- You're not using AI tools occasionally.
- We want someone who sees AI as a multiplier, not a shortcut. Must-haves
- Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.
- Demonstrated ability to generate pipeline independently through strategic prospecting and account development. •
- Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.
- Comfort using AI tools to improve sales efficiency, preparation, and customer engagement. Nice-to-haves
- Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.
- Demonstrated ability to mentor peers and contribute to the overall development of the sales organization. About Pendo
- experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech.
- Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.
Benefits
- Benefits: Premium, day-one
- benefits across health, pension, meals, and lifestyle—plus strong in-office perks and financial upside.
- Compensation: Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation,
- benefits and other reward opportunities we provide.
Contact
- If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io.
Additional details
- The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences.
- The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes.
- Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.
- You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.
- This is a hybrid position working 3 days per week in our Tokyo, Japan office.
- Enterprise deal leadership: Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership.
- You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.
- You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.
- You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.
- Sales methodology and forecasting: Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles.