Account Executive - Japanese & English Speaker

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career. ABOUT THE TEAM A Stripe Commercial (Mid-Market) Account Executive partners with high-growth, under-penetrated mid-market businesses to help them scale and modernize their financial infrastructure. These companies—often tech-forward, founder-led, and rapidly scaling—represent Stripe's next generation of breakout users. Stripe Commercial AEs are responsible for both acquiring new users and expanding existing relationships. They guide companies through the full sales lifecycle, uncovering pain points, aligning on solutions across the Stripe product suite, and driving long-term value. Commercial AEs serve as strategic advisors, helping users unlock new revenue, streamline operations, and launch ambitious new products on top of the Stripe platform. WHAT YOU’LL DO Commercial AEs own a book of high-potential accounts—some already using Stripe, others still evaluating. They operate with a dual motion—hunting for new growth opportunities and farming existing relationships for deeper adoption and expansion. They work cross-functionally with Solutions, Product, Post-Sales, and Sales Ops to craft tailored strategies and execute at high velocity. RESPONSIBILITIES * Identify high-potential, fast-growing eCommerce platforms for a full-stack Stripe implementation, from payments to Connect * Lead a product and pricing workshop with an existing user to introduce Radar and optimize their fraud stack * Develop and execute an outbound play to target a new vertical in their region or territory * Create and deliver compelling product walkthroughs to showcase how the expanding Stripe product suite (like Issuing or Treasury) maps to customer goals * Drive commercial discussions and close complex, high-impact deals—both net-new and upsell * Partner with Customer Success and Solutions Architects to resolve user pain points and deepen Stripe integration * Share feedback with Product and Marketing teams to help inform roadmap and messaging prioritie WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 3 years of experience in solution sales field * High professional fluency in Japanese and English * Ability to understand complex requirements and craft custom solutions * Strong problem-solving and quantitative capabilities including comfort with basic financial modeling * Ability to operate in a highly ambiguous and fast-paced environment * Strong interest in technology PREFERRED QUALIFICATIONS * Ability to understand the Stripe API * Experience with Excel and SQL, or a willingness to learn

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies from the world’s largest enterprises to the most ambitious startups use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career. ABOUT THE TEAM The Commercial (Mid-Market) Grower team is a highly consultative group that manages relationships with and is responsible for the growth and retention of Stripe’s fastest growing users. WHAT YOU’LL DO As an Account Executive (Grower, Commercial), you’ll identify opportunities for our users to get the most out of Stripe by quickly understanding our users’ needs in order for them to grow with us. We’re looking for a well-rounded strategic operator who is capable of engaging in business-level and technical conversations at multiple levels of the organisation, including Founders, CTO, COO, and CFO in order to drive commercial outcomes. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. This is a dynamic role, evolving rapidly. If you’re hungry, smart, persistent, adaptable and a great teammate, we want to hear from you! RESPONSIBILITIES * Own a named account list and develop account plans for winning and expanding business with funded startups * Develop outbound strategies to create and nurture opportunities. * Own the full sales cycle from prospecting to close, to go live for startup companies in region. * Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Stripe market share. * Develop relationships with executive stakeholders at new and existing users. * Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and develop financial analyses. * Lead and contribute to team projects to develop and refine our sales process. * Engage with cross functional teams (Partners, Post Sales, Product and Engineering) to help drive and iterate Stripe’s strategy. WHO YOU ARE We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 5+ years of experience in a client-facing role, with either sales or renewal based KPIs within a rapidly growing organization. * Verbal and written communication skills in both English and Japanese * Ability to understand complex requirements and craft custom solutions * Strong analytical and quantitative capabilities including comfort with basic financial modeling * Superior verbal and written communication skills * Ability to operate in a highly ambiguous and fast-paced environment * Strong interest in technology PREFERRED QUALIFICATIONS * Ability to understand the Stripe API * Experience with Excel and SQL, or a willingness to learn

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.