Account Executive, Enterprise (Tokyo, Japan)

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of top-tier Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key C-level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners throughout Figma. WHAT YOU'LL DO AT FIGMA: * Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets * Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book * Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term * Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at at senior level to build on expansion opportunities * Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success * Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * Experience closing sales, over multiple years, for a software or SaaS business with the highest tier of Enterprise customers (5000+ FTEs), selling to executives * Consistent performance meeting pipeline generation targets for net new business * Demonstrated experience successfully managing complex sales cycles (9 months+) * Proficiency in a sales methodology and process that creates value for customers * Native-level Japanese and business-level English communication skills WHILE IT’S NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams * Demonstrated ability to succeed in a changing environment * Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

Databricks

SLSQ127R139 As a Public Sector Account Executive – Japan, you will own strategic sales into Japan’s government and broader public sector, driving adoption of our data and AI platform across central ministries, local governments, and public institutions. You will lead the full sales cycle, build executive relationships, and collaborate closely with internal and partner teams to support Japan’s digital government and modernization initiatives. The impact you will have: * Own and exceed revenue targets by winning new public sector customers across Japan, including central ministries, local governments, government agencies, and public institutions. * Develop and execute a clear territory and account strategy to identify, prioritize, and win high‑potential public sector accounts. * Plan, document, and drive the expansion of Databricks usage in newly landed accounts, turning initial projects into broad, high‑impact data and AI platforms. * Proactively identify new AI and data use cases in government operations and feed these insights into Japan’s public sector go‑to‑market, influencing product direction and regional strategy. * Use a solution‑oriented, value‑based sales approach that links Databricks to measurable outcomes for public services and citizens. * Orchestrate Databricks’ internal teams and our ecosystem of partners (SI, cloud, and consulting partners) to run effective sales motions and deliver successful customer outcomes. What we look for: * 8+ years of SaaS, cloud, AI, or big data sales experience in Japan, with meaningful exposure to public sector accounts and a proven ability to drive adoption of new technologies through a consultative, solutions‑oriented sales approach. * Demonstrated ability to navigate complex public sector stakeholder ecosystems, building consensus across multiple departments, budget owners, and decision/approval layers. * Deep understanding of public sector priorities in Japan, including typical buying processes, buying cycles, decision‑making structures, and the broader ecosystem of partners that support government projects. * Extensive experience with Japanese government procurement, including familiarity with budget formulation and execution, tender/RFP processes, evaluation criteria, and relevant compliance and security frameworks. * Strong background in selling usage‑based PaaS/SaaS or data, AI, and ML solutions is highly preferred. * Solid experience applying structured sales methodologies and processes (e.g., account planning, MEDDPICC, value selling, Command of the Message) to win complex, multi‑stakeholder deals. * Proven track record of creating strong customer champions and leading collaborative internal and external teams to support implementation and expansion within strategic accounts. * Clear understanding of how to build a focused partner strategy for the public sector and manage SI, cloud, and consulting partners to jointly win and deliver large, impactful projects.   About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Databricks

SLSQ427R74 As an Enterprise Account Executive - Retail/CPG your mission will be to grow some of our focus Retail/CPG enterprise customers in Databricks Japan. You love understanding a product in depth and are passionate about communicating its value to customers and partners. Always prospecting for new opportunities, you will focus on growing our business in existing accounts. You will report to the Director of Sales, Japan. The impact you will have: * You will grow strategic accounts in the Retail/CPG vertical. * Expand Databricks use cases in existing and newly won accounts to maximize impact for customers. * Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates. * You will build value in all engagements to guide successful negotiations. * You will plan, document, and drive the growth of Databricks usage for your customers. * You will develop a deep and detailed understanding of the customer's business. * Provide leadership to the customer, important staff, and technical teams. * Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization. * Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions. What we look for: * 7+ years of experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment. * Selling experience to Enterprise Retail/CPG customers in Japan. * Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem * Background of selling usage-based SaaS solutions, or other Data/ AI/ML technologies. * 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message. * Build customer champions and collaborative teams to support the implementation of the expansion plan. * Understanding of how to develop a clear partner strategy and manage it to success. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.