Inside Account Executive Japan

Elastic
Tokyo
Workplace: OnsiteFull timeFunction: SalesExperience: 3+ yearsSkills: ["Value-based selling","Deep discovery","Qualification","MEDDPICC","Negotiation","Collaboration","Coach-ability","Cross-functional partnership"]

Own a defined Japanese territory to drive net-new revenue and expansion through consumption-based multi-stakeholder deals. Build and run proactive outbound pipeline, run deep discovery and qualification using MEDDPICC, and deliver tailored demos that connect Elastic’s Search, Observability, and Security capabilities to measurable outcomes. Lead close plans, keep CRM accurate, and negotiate pricing and multi-year commitments while partnering closely with Solutions Architects, Customer Success, Marketing, and RevOps.

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Elastic
Elastic
1 day ago

Inside Account Executive Japan

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Last checked: 9 hours agoStatus: Live

Job Summary

Own a defined Japanese territory to drive net-new revenue and expansion through consumption-based multi-stakeholder deals. Build and run proactive outbound pipeline, run deep discovery and qualification using MEDDPICC, and deliver tailored demos that connect Elastic’s Search, Observability, and Security capabilities to measurable outcomes. Lead close plans, keep CRM accurate, and negotiate pricing and multi-year commitments while partnering closely with Solutions Architects, Customer Success, Marketing, and RevOps.
Location: Tokyo
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Build and manage your territory pipeline with proactive outbound cadence (email, call, social).
  • •Conduct deep discovery and qualification to uncover pain, impact, budget, and decision criteria using MEDDPICC.
  • •Deliver tailored value storytelling and live demos mapping Elastic capabilities to business outcomes.
  • •Collaborate with customers on close plans and maintain accurate CRM forecasting.
  • •Lead negotiation and closing of multi-stakeholder, multi-year consumption commitments and pricing discussions.

Pay and Benefits

Perks:Health InsurancePaid LeaveParental LeaveVolunteer Time

Key Requirements

  • •3+ years closing SaaS deals while consistently overachieving in a consumption-based or usage-model environment.
  • •Use MEDDPICC (or equivalent) to drive focused pipeline and eliminate low-probability deals.
  • •Deliver presentations and tailored demos that tie product capabilities to outcomes like cost savings, revenue growth, or risk mitigation.
  • •Strong negotiation skills to lead pricing and contract discussions, including give/get trade structuring.
  • •Fluency in Japanese and English.
Experience:3+ yearsSaaSConsumption-basedUsage-model
Skills:Value-based sellingDeep discoveryQualificationMEDDPICCNegotiationCollaborationCoach-abilityCross-functional partnership
Languages:JapaneseEnglish
Tech Stack:CRM

Company Brief

Elastic
Builds the Elastic Stack (Elasticsearch, Kibana, Beats, Logstash) and provides search, observability, and security solutions that enable organizations to search, analyze, and protect data in real time across applications, infrastructure, and enterprises.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Amsterdam, Netherlands
Founded: 2012
WebsiteLinkedIn