Senior Account Executive, Digital Native

Outbound, high-touch sales role driving new business with fast-growing, cloud-native, VC-backed technology companies across Japan, working closely with founders and senior technical leaders. Part of the Go-To-Market team at Cloudflare, requiring strong discipline, resilience, and commercial focus. Terms: Permanent / Indefinite-term (正社員), 6-month probationary period, Tokyo Office (Hybrid Work Model), standard working hours 9:00 AM – 6:00 PM (1-hour lunch break included).

Responsibilities

Formulate and execute tailored sales strategies to systematically maximize market penetration in Japan; Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on Application Security, Performance & Dev Platform; Consistently achieve and exceed quarterly revenue targets by closing high-value, complex solutions; Clearly articulate Cloudflare's unique value, connecting its Cloud/Security platform directly to client business outcomes; Build and maintain a healthy, predictable sales pipeline from lead qualification to contract negotiation and closure; Identify, enable, and collaborate with strategic partners to scale sales reach and accelerate solution adoption; Foster strong, long-term relationships with key customer accounts to drive ongoing retention and customer satisfaction; Travel within Japan as required (up to ~60% dependent on business needs); Own the full sales cycle from account selection and prospecting through discovery, solution design, proposal, negotiation, and close

Requirements

10+ years of successful Field / Direct Sales experience in the IT, Cloud, or Cyber Security industry; Demonstrated success selling Network Infrastructure, SaaS, Enterprise Security, or Cloud Architecture (IaaS/PaaS) directly to enterprise clients; Proven ability to manage the complete sales lifecycle as a lead account owner and relationship orchestrator; Fluent in Japanese (Native level); Working proficiency in English (both written and verbal); Core understanding of networking fundamentals, web infrastructure, and internet security; Outstanding presentation, negotiation, and interpersonal communication skills with a consultative mindset; Bachelor's degree or equivalent practical experience

Nice to have

Technical background (Computer Science, Engineering, or MIS)