Enterprise Account Executive, Transportation & Utilities

About the role

As an Enterprise Account Executive, Transportation & Utilities based in Tokyo, you'll drive the adoption of safe, frontier AI technology across Japan's transportation and utility infrastructure organizations. You'll own the full sales cycle from prospecting to closing, working with senior leaders to help them improve operational resilience, optimize asset performance, and deliver safer and more efficient services with Anthropic's AI solutions.

Responsibilities:

• Own and exceed revenue targets by winning new major accounts and expanding existing relationships across Japan's railway operators, airlines, logistics providers, electric and gas utilities, and water infrastructure organizations
• Build and execute territory plans, identifying high-value opportunities across national and regional rail groups, major carriers, electric power companies, and municipal utility providers
• Lead consultative sales processes with senior executives — including CIOs, CDOs, COOs, and heads of operations and safety — positioning AI as a driver for predictive maintenance, energy management, operational efficiency, and infrastructure resilience
• Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to deliver solutions that meet the stringent safety, reliability, and regulatory standards governing Japan's critical infrastructure sectors

You may be a good fit if you have:

• 8+ years of enterprise sales experience in Japan with significant exposure to transportation and/or utility accounts, driving adoption of emerging technologies with a consultative, solutions-oriented approach
• A track record of managing complex, long-cycle sales processes and securing strategic deals with infrastructure-focused organizations by understanding the safety, regulatory, and operational requirements unique to these sectors
• Demonstrated ability to navigate the stakeholder ecosystems of asset-heavy industries, building consensus across operations, engineering, IT, and executive leadership with multiple layers of approval
• Proven experience exceeding revenue targets by effectively managing pipeline across the long planning and p