Enterprise Account Executive, Public Sector

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As an Enterprise Account Executive, Public Sector based in Tokyo, you'll drive the adoption of safe, frontier AI technology across Japan's government and public sector organizations. You'll own the full sales cycle from prospecting to closing, working with senior leaders at national ministries, local governments, and public institutions to help them modernize public services and operations with Anthropic's AI solutions.

Responsibilities:

• Own and exceed revenue targets by winning new public sector accounts and expanding existing relationships across Japan's government entities and public institutions
• Build and execute territory plans, identifying high-value opportunities across national government ministries, prefectural and municipal governments, and quasi-governmental organizations
• Lead consultative sales processes with senior government officials, procurement leaders, and technical stakeholders, positioning AI as a driver for digital government transformation and improved citizen services
• Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to deliver solutions that meet stringent public sector security, compliance, and procurement requirements
• Identify new use cases for AI in government operations and contribute to Japan public sector go-to-market strategy, providing critical feedback to shape product roadmap and regional approach
• Translate technical AI capabilities into compelling value propositions aligned with Japan's Digital Garden City Nation initiative and broader government modernization goals

You may be a good fit if you have:

• 8+ years of enterprise sales experience in Japan with significant exposure to public sector accounts, driving adoption of emerging technologies with a consultative, solutions-oriented sales approach
• Native-level Japanese fluency and business-level English required
• A track record of managing complex, long-cycle sales processes and securing strategic deals with government entities by understanding public sector procurement requirements and crafting compliant solutions
• Demonstrated ability to navigate public sector stakeholder ecosystems, building consensus across multiple departments, budget authorities, and approval layers
• Extensive experience with Japanese government procurement processes, including understanding of budget cycles, tender requirements, and compliance frameworks
• Proven experience exceeding revenue targets by effectively managing pipeline across different government fiscal timelines
• Excellent communication skills in both Japanese and English, with the ability to present confidently to audiences ranging from technical staff to senior government officials
• A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality. You are a true team player who thrives in ambiguous, startup-like environments
• A strategic, analytical approach to identifying opportunities within Japan's public sector combined with patient, relationship-focused execution
• Deep understanding of Japanese government structure, public sector digital transformation priorities, and relevant regulatory frameworks
• A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely and responsibly for public benefit

Strong candidates may have:

• Direct experience selling technology solutions (AI/ML, cloud platforms, or data analytics) to Japanese government ministries or local governments
• Established relationships with senior officials at national ministries or major local governments
• Experience working with Japanese system integrators on public sector projects
• Understanding of government cloud requirements and data residency considerations in Japan
• Familiarity with Japan's Digital Agency initiatives and government IT modernization roadmap

What We Offer

• Competitive base salary and commission structure commensurate with experience
• Equity participation
• Comprehensive benefits package
• Hybrid work model with flexibility
• Opportunity to shape the future of AI adoption in Japan's public sector
• Access to cutting-edge AI technology and world-class research team

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process