Senior Key Account Executive- Japanese speaker- SMB

Shift Technology

Shift delivers AI agents that transform insurers' most critical work. By combining deep industry expertise and unmatched data resources, Shift provides proven results that have earned the trust of hundreds of the world's leading insurers. Our insurance-grade AI is accurate, explainable, and secure—empowering human experts to move with unmatched speed, total confidence, and a renewed focus on the people they serve.        Your browser does not support the video tag. Our culture is built on innovation, trust, and a drive to transform the insurance industry through our SaaS platform. We come from more than 50 different countries and cultures and together we are creating the future of insurance. Learn more at www.shift-technology.com   Shift Technologyは、AIで保険業務の変革に挑戦しています。私たちは、保険会社の請求処理の自動化、疑いのある請求の検知を行い、業務効率・財務実績および顧客体験の向上をサポートしています。 2014年にパリで設立以来、ボストン、東京、シンガポール、ロンドン、マドリード、メキシコ、香港、サンパウロにオフィスを開設し、また3億2,000万ドル以上を投資家より調達致しました。 現在、世界を牽引する100社以上の保険会社が弊社サービスを利用しております。 急成長しているインシュアテック（保険 x テクノロジー）業界で、グローバルな文化を楽しみ、かつ最高の技術・品質への追及に興奮（ワクワク）を覚えるならばShift Technologyは、ふさわしい場所です。   ROLE INTRODUCTION As a Senior Project Manager, you will serve as a key driver of complex and high-impact initiatives, acting as a trusted advisor to both clients and internal stakeholders. You will own project delivery end-to-end with a high degree of autonomy, proactively manage risks and escalations, and contribute to presales execution and continuous improvement across the organization. You will also support junior PMs and play a role in strengthening delivery excellence across the team. 役割 シニアプロジェクトマネージャーとして、複雑かつ影響度の高いプロジェクトを推進し、顧客および社内に対する信頼できるアドバイザーとしての役割を担います。高い自律性をもってプロジェクト全体のデリバリー責任を持ち、リスクやエスカレーションを主導的に管理するとともに、プリセールス活動や業務改善にも貢献します。また、ジュニアPMの支援・育成を通じて、チーム全体のデリバリー力向上にも寄与します。 YOUR RESPONSIBILITIES ■ DELIVERY & PROJECT OWNERSHIP * Manage large and complex projects, potentially across multiple products and business units ● Own the success of projects end-to-end with minimal supervision ● Ensure high-quality delivery across the full lifecycle of the solution * 複数プロダクトや部門を含む大規模・複雑なプロジェクトを管理 ● 最小限の支援のもと、プロジェクトの成功に対してエンドツーエンドで責任を持つ ● サービスのライフサイクル全体を通して高品質なデリバリーを実現 ■ POV / POC EXECUTION * Drive POV / POC projects to successful completion ● Translate technical validation into clear business value for clients * POV / POCプロジェクトの成功に向けた推進 ● 技術検証の結果を顧客にとってのビジネス価値へと転換 ■ STAKEHOLDER MANAGEMENT * Build strong relationships with senior client stakeholders (project sponsors, IT leaders, executives) ● Develop trusted partnerships with GTM AEs and internal leadership ● Participate in client QBRs, particularly for large or strategic accounts * プロジェクトスポンサー、IT責任者、経営層などの上位顧客との関係構築 ● GTM AEおよび社内リーダーシップとの強固な連携 ● 特に大口顧客におけるQBRへの参画   ■ AI-AUGMENTED OPERATIONAL EXCELLENCE * The Responsibility: Integrate AI into the delivery lifecycle to drive efficiency, automate reporting, and enhance resource allocation. Foster a culture where AI is used to remove manual bottlenecks. * The Ideal Fit: An AI-Forward Practitioner who uses AI technologies regularly for their own productivity and understands how to deploy these tools at a team level to gain a competitive edge. * 役割：AIをデリバリーのプロセスに組み込み、業務の効率化、レポートの自動化、リソース配分の最適化を推進します。また、手作業のボトルネックをAIで解消する文化を醸成します。 * 日常的にAIを活用して自身の生産性を高めており、それらのツールをチームレベルでも展開し、競争優位につなげられる方   ■ PRESALES & COMMERCIAL CONTRIBUTION * Proactively collaborate with Sales to support deal execution ● Provide guidance on SLAs and delivery feasibility ● Support contract negotiations (redlines, alternatives, delivery considerations) ● Participate in RFP responses, SOW definition, and commercial structuring ● Support junior PMs in sales execution activities * 営業と連携し、案件成立に向けた実行支援 ● SLA設計やデリバリー観点での助言提供 ● 契約交渉（修正提案・代替案提示など）の支援 ● RFP対応、SOW作成、商用条件の設計への参画 ● ジュニアPMの営業関連業務の支援 ■ RISK & ESCALATION MANAGEMENT * Proactively identify and mitigate risks before they materialize ● Lead end-to-end escalation management (internal & external) ● Provide guidance to clients on risk mitigation strategies ● Identify recurring risks and develop reusable frameworks and best practices * 将来発生し得るリスクを予測し、未然防止を推進 ● 社内外のエスカレーションをエンドツーエンドで管理 ● 顧客に対するリスク軽減策の提示 ● 共通リスクを特定し、テンプレートやベストプラクティスを構築 ■ RESOURCE & TEAM MANAGEMENT * Proactively identify and resolve resource constraints ● Support junior PMs in resolving resource challenges ● Mentor junior team members and share best practices * リソース課題の特定と解決を主体的に推進 ● ジュニアPMのリソース課題解決支援 ● ベストプラクティス共有および育成支援 ■ CONTINUOUS IMPROVEMENT & INTERNAL CONTRIBUTION * Drive improvements in presales and delivery processes (tools, templates, documentation) ● Identify efficiency bottlenecks and remove execution barriers ● Contribute to internal strategic initiatives ● Develop expertise in specific domains and act as a reference within the team * プリセールス・デリバリーにおけるプロセス・ツールの改善推進 ● 業務効率化の阻害要因を特定・解消 ● 社内戦略プロジェクトへの貢献 ● 特定領域での専門性確立とチームへの知見共有 ■ LEADERSHIP & TRUSTED ADVISOR ROLE * Act as a trusted advisor to influence key project decisions ● Promote industry and client best practices proactively ● Support hiring and retention efforts within the PM team * 重要な意思決定における信頼できるアドバイザーとして行動 ● 業界・顧客のベストプラクティスを主体的に提案 ● 採用・育成・定着への貢献 YOU’VE GOT WHAT IT TAKES, IF YOU * You have excellent communication skills and can simplify complex topics ● You have 7+ years of project management experience in IT and/or insurance ● You are comfortable managing complex projects independently ● You have experience collaborating with sales and supporting deal execution ● You proactively manage risks, escalations, and ambiguity ● You demonstrate leadership through ownership and mentoring others ● You are a native Japanese speaker and can communicate effectively in English ● PMP, Prince2 or equivalent certifications are a plus 求める人材 * 優れたコミュニケーション能力を持ち、複雑な内容を分かりやすく説明できる方 ● IT業界または保険業界における7年以上のPM経験 ● 複雑なプロジェクトを自律的に管理できる方 ● 営業と連携し、案件推進を支援した経験 ● リスクおよびエスカレーションを主体的に管理できる方 ● オーナーシップとリーダーシップを発揮し、他のメンバーを支援できる方 ● 日本語ネイティブかつ英語で業務遂行可能な方 ● PMP、Prince2などの資格は歓迎   Interview process *   Screening call *   Phone / video call covering personal profile, motivation, classic interview stuff *   Case study review *   Final interview with Head of Delivery         To support our permanent, full time employees at every stage of their careers and lives, we provide a competitive total rewards and benefits package. Here are the global benefits we’d like to highlight: * Flexible remote and hybrid working options * Competitive Salary and a variable component tied to personal and company performance * Multiple Learning and Development opportunities, including Focus Fridays, a half-day each month to focus on learning and personal growth * Generous PTO and paid holidays * Mental health benefits  * 2 MAD Days per year (Make A Difference Days for paid volunteering) Additional benefits may be offered by country, based on your eligibility - ask your recruiter for more information. Intern and Apprentice positions may receive some of these benefits - ask your recruiter for more details. AI tools are used to help review applications for this role. Read our AI in Recruitment Notice for what the AI considers, how to request a human review, and our most recent bias audit. At Shift we strive to be a diverse and inclusive workforce. We welcome applications from and hire people who will contribute to the diversity of our company, without regard to race, color, religion, marital status, age, national or ethnic origin, physical or mental disability, medical condition, pregnancy, genetic information, gender identity or expression, sexual orientation, or other non-merit criteria. Shift Technology is committed to providing reasonable accommodations for qualified individuals with disabilities in our application and employment process. Should you require accommodation, please email accommodation@shift-technology.com and we will work with you to meet your accessibility needs. Please be aware of scammers and only trust correspondence that comes from emails ending in "shift-technology.com". We will never do initial outreach to you via Whatsapp/Text/SMS, never ask for banking information or personal identification numbers (ex. Social Security Number) as part of our recruitment process. Shift Technology does not accept unsolicited CVs from recruiters or employment agencies in response to the Shift Technology Careers page or a Shift Technology social media post. Any unsolicited CVs, including those submitted directly to hiring managers, are deemed to be the property of Shift Technology.

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Auth0 Sales Team Auth0 supports Okta’s vision of freeing anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of log-ins every year for Consumer and SaaS applications. As an Enterprise Account Executive, Auth0, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Auth0 customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers. The successful candidate is a highly motivated, self-driven, and senior sales executive who is passionate about winning key new logos, about engineering and product technology and about driving protection against the biggest identity threats.  As an Auth0 Account Executive, you will be working with Japan Auth0 resellers and distributors, focused on providing value to Japan's most mature Product Development teams (Engineering, Product, Security and Architecture). You will continually drive territory growth primarily through net new logos acquisition as well as through cultivating relationships to develop and grow existing Auth0 customers. What you’ll be doing:  * Build a plan to guide your long-term approach to net new logo pipeline generation  * Consistently deliver revenue targets to support YoY territory growth  * Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings * Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers  * Demonstrable skills in creating compelling artifacts, documents and presentations to convey ideas * Highly experienced in Executive Stakeholder alignment and running Quarterly Business Reviews   * Scope, negotiate and close agreements to meet and exceed revenue quota targets  * Holistically embrace, access, and utilize partners to identify and open opportunities  * Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc) - Proven track record of partnering with key SIs and AWS. * Travel as necessary to build and cultivate customer and prospect relationships What you’ll bring to the role: * 8+ years success in growing revenue for sophisticated, complex enterprise SaaS products * Ability to evangelize, educate and create demand within the Product, Digital and Engineering organizations, with a strong track record of pitching and closing to Product, Engineering, and Architecture decision makers. * Deep technical discovery skills that resonate with the developer community (you must have a strong grasp of product development lifecycle, devops, engineering terminology, product management) * Strong technical acumen with proven ability to connect a technical sale to a companies’ business and transformation outcomes * Outstanding communication and presentation skills with audiences of all levels (both Practitioners and Executives) and all technical aptitudes, with attention to detail. * Prior experience working with Engineering, Product and Digital Transformation Initiatives * Fluent Japanese  * Confident and self driven with the humility required to successfully work in teams * Proven record of out of the box thinking to open up new logos and win transformative opportunities. * Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler (we use MEDDPICC) * Consistently high-level energy, rigor and accuracy with forecasting and opportunity hygiene management Okta is an Equal Opportunity Employer.   #LI-Hybrid #LI-KH1 P24245_3317653 The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

DeepL

MEET DEEPL DeepL is a global AI product and research company focused on building secure, intelligent solutions to complex business problems. Over 200,000 business customers and millions of individuals across 228 global markets today trust DeepL's Language AI platform for human-like translation, improved writing and real-time voice translation. Founded in 2017 by CEO Jaroslaw “Jarek” Kutylowski, DeepL now has around 1,000 passionate employees and is supported by world-renowned investors including Benchmark, IVP, and Index Ventures. Our goal is to become the global leader in trusted, intelligent AI technology, building products that drive better communication, foster connections, and create a meaningful impact. To achieve this, we need talented people like you to join our journey. If you’re ready to shape the future of AI and grow your career in a fast-moving, purpose-driven environment, DeepL is your next destination. WHAT SETS US APART What sets us apart is our blend of cutting-edge AI technology, meaningful work, and a culture where people truly thrive. We’re a team of innovators, researchers, and creators driven by a shared purpose to unlock human potential by making work simpler, smarter, and more connected. When we share what it’s like to work at DeepL, the reactions are overwhelmingly positive. This might be because of our technology that helps millions of people and businesses communicate and work better every day, or because of the trust, curiosity, and care that shape our culture. What we know for sure is this: being part of DeepL means joining a team dedicated to innovation, growth, and well-being. Discover more about life at DeepL onLinkedIn,Instagram, and our Blog. MEET THE TEAM BEHIND THIS JOURNEY We're looking for a motivated self-starter to help us rapidly grow our Enterprise footprint across the APAC region, with a focus on markets including Taiwan, Hong Kong, Singapore, and India. You'll be responsible for building relationships with enterprise businesses across APAC, with a focus on both winning new business and maximizing expansion. YOUR RESPONSIBILITIES * You will be at the forefront of DeepL's rapid growth and present our market-leading translation service to clients in order to eliminate their language barriers * Become an ambassador for DeepL's products and an expert on our customers' needs in order to troubleshoot and rapidly resolve inquiries * As a trusted partner to potential new business and incoming customers, you will qualify and convert leads and manage the entire sales cycle * You strive to meet and exceed monthly activity, pipeline, and revenue goals. Additionally, you'll provide regular reporting of your pipeline and accurate forecasting through Salesforce * Build a pipeline of new business, and pursue upselling and cross-selling opportunities within your APAC territory * Collaborate with regional partners and channel businesses to drive pipeline and revenue across APAC * Arranging and leading meetings with Executives and Senior Managers will be a major part of your day, including in-person engagements and travel across the APAC region * Forecast and track all opportunity and customer details including use cases, purchase timeframes, and next steps * With your background knowledge, you'll be able to maintain and understand key industry trends and developments * You work closely with our diverse, international and welcoming teams from SDR to Marketing QUALITIES WE LOOK FOR * 5+ years of sales experience, ideally software or SaaS sales experience * Experience selling into and expanding large accounts as well as selling emerging technologies and winning new logos * You are known for consistently over-achieving against sales quotas * Ability to collaborate with and orchestrate cross-functional teams * You feel at home in a fast-paced start-up environment: you're able to shift priorities and adapt to dynamic situations * Full fluency in English (required); proficiency in Mandarin Chinese — is strongly preferred; Japanese is a plus but not required * You enjoy being part of a team and thrive by supporting your colleagues and collaborating with cross-functional teams WHAT WE OFFER * Diverse and internationally distributed team: joining our team means becoming part of a large, global community with people of more than 90 nationalities. We're more than just colleagues; we're a group of professionals with a shared mission to connect diverse cultures. Our global presence is growing–we've doubled in size nearly every year, with our employees based in the UK, Germany, the Netherlands, Poland, the US, and Japan, and we continue to expand our network. * Open communication, regular feedback: as a language-focused company, we value the importance of clear, honest communication. We value smooth collaboration, direct and actionable feedback, and believe that leading with empathy and growth mindset makes us better together. * Hybrid work, flexible hours: we offer a hybrid work schedule, with team members coming into the office twice a week. This allows you to engage directly with your team and experience the unique energy of our workspace, while still enjoying the flexibility and comfort of working from home. With flexible working hours and trust in your productivity, we are in sync with your team's general locations and time zones to foster effective and seamless collaboration. * Virtual Shares - An ownership mindset in every role. We believe everyone should share in our success, and that's why every employee receives Virtual Shares, linking your contribution directly to DeepL's growth and rewarding you with a stake in our future. * Regular in-person team events: we bond over vibrant events that are as unique as our team, from local team and business unit gatherings, to new-joiner onboardings, to company-wide events that bring us all together–literally. * Monthly full-day hacking sessions: every month, we have Hack Fridays, where you can spend your time diving into a project you're passionate about and get the opportunity to work with other teams–we value your initiatives, impact, and creativity. * 20 days of annual leave: we value your peace of mind. With 20 days off (excluding public holidays) and access to mental health resources, we make sure you're as strong mentally as you are professionally. * Competitive benefits: just as our team spans the globe, so does our benefits package. We've crafted it to reflect the diversity of our team and tailored it to align with your unique location, to ensure you feel supported every step of the way. If this role and our mission resonate with you, but you're hesitant because you don't check all the boxes, don't let that hold you back. At DeepL, it's all about the value you bring and the growth we can foster together. Go ahead, apply—let's discover your potential together. We can't wait to meet you! #LI-VT1 WE ARE AN EQUAL OPPORTUNITY EMPLOYER You are welcome at DeepL for who you are - we appreciate authenticity here. Our product is for everyone, and so is our workplace. The more voices we have represented and amplified in our business, the more we will all succeed, contribute, and think forward! So bring us your personal experience, your perspectives, and your background. It’s in our diversity that we will find the power to break down language barriers in the world.