As an Mid Market Account Executive, you'll be responsible for developing and executing against a comprehensive territory/accounts plan as well as driving sales in a defined territory and/or account list to achieve revenue targets, working in collaboration with Cloudflare Partners.

The person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services. Additional responsibilities will include:

• Manage contract negotiations.
• Generate and maintain a robust sales pipeline in coordination with Partners in assigned territory to maximize, achieve and exceed sales targets
• Develop long-term strategic relationships with key partners to capture market share, acquiring new accounts and expanding Cloudflare services in existing accounts
• Prospecting into target accounts to generate new sales opportunities.
• Aligning with channel partners on go-to-market strategy.

Desirable skills, knowledge and experience include:

• Bachelor's degree required
• English/Spanish Fluency
• 3+ years experience selling technology solutions in a B2B model
• Experience orchestrating cross-functional teams, including Partners sales and marketing teams to plan and execute a territory business plan
• Experience supporting and building relationships highly preferred
• Basic understanding of computer networking and “how the internet works”
• Experience managing longer, complex sales cycles
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment

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We are seeking a highly motivated and experienced Senior Sales Development Representative to join our team in Phoenix, Arizona. As a Senior Sales Development Representative, you will be responsible for identifying and engaging senior-level executives at Enterprise organizations, building a robust sales pipeline for Enterprise Account Executives, and driving opportunities through strategic outbound sales efforts.

What You Will Do:

• Identify and engage senior-level executives at Enterprise organizations (1,000+ employees), building a robust sales pipeline for Enterprise Account Executives.
• Research, develop, and execute a strategic outbound sales plan by mapping out targeted accounts and driving opportunities.
• Educate prospective leads on the full suite of ZoomInfo solutions, focusing on how our products solve real pain points within their Sales, Marketing, and Operations teams.
• Help prospects understand the business impact ZoomInfo can deliver, ensuring your conversations are rooted in their needs and challenges.
• Establish strong, trusting relationships with both internal team members and external stakeholders, building confidence in the value ZoomInfo brings.

What You Bring:

• 1+ year of outbound experience, demonstrating a strong ability to uncover opportunities and engaging decision makers.
• Demonstrated skill in communicating in a concise and compelling way to senior-level executives across multiple departments.
• The ability to assess prospects' needs, personalize your outreach, and uncover high-probability opportunities that align with their business challenges.
• Experience creating, executing, and maintaining a well-structured prospecting plan that drives results.
• An eagerness to understand market trends, customer pain points, and organizational changes to improve the effectiveness of your outreach.
• Experience with go-to-market (GTM) technologies like Salesforce, Outreach, and ZoomInfo is a plus.
• Adaptability and the ability to thrive in a fast-paced environment, and always thinking of new ways to drive engagement and pipeline.

What's In It For You:

• An opportunity to partner with the top 10% of Account Executives at ZoomInfo.
• Payouts based on both opportunities created and converted revenue, with uncapped earning potential.
• Ongoing training to help you grow - our SDR Academy is best in class.
• Top-notch tech stack - Market leading product offering (check our our long list of G2 awards).
• Benefits to Help You Thrive - Comprehensive Medical, Dental, Vision - Eligibility for Future Equity Awards - 401k Matching (50% of the first 7% of your contribution) - 12 weeks Parental Leave for primary caregivers, 4 weeks for secondary caregivers - Family forming benefits up to $20k, plus discounts on a Care.com membership - Virgin Pulse Wellness Program - Optional add-ons such as pet insurance, legal service support, and more!

If you're driven, results-oriented, and ready to make an impact in the enterprise sales space, ZoomInfo is the place for you. Join us, and be part of our exciting journey!

The base pay for this position is $65,000 per year paid hourly with an on-target earnings of $105,800 with uncapped commission + benefits.

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Your primary focus will be on three areas:

• Expanding our Airbnb-friendly apartments program
• Developing partnerships with developers, owners, and operators of for-sale housing
• Growing our aparthotel and other intensive hosting use cases

In this role, you will collaborate with our Supply Operations team to develop outreach strategies, create and curate a prospect list, and move each prospect through our sales funnel. You will also work closely with Account Management to grow existing partnerships.

Travel throughout your region and nationally to meet prospects and clients, attend events, and launch new partners is estimated to be 33%.

A typical day in this role will involve conducting research into high-value developers, owners, operators, and investors in your region, engaging with prospects through various means, qualifying prospects, and identifying areas where our solutions can provide value.

You will also interface with external partners at all seniority levels and across disciplines throughout the deal process, lead presentations for potential partnerships, accurately manage a CRM sales pipeline, negotiate contracts, and work towards monthly, quarterly, and annual sales targets.

Your expertise should include approximately 8+ years of experience, a working knowledge of multifamily, condominium, and/or hospitality real estate acquisitions, development, finance, and operations, drive and ambition with proven ability to repeatedly exceed sales objectives, track record of cold outreach and prospecting to drive top-of-funnel conversion, highly developed analytical, interpersonal, and verbal/written communication skills, time management skills to balance cold outreach while negotiating warm prospects, advanced level of proficiency in Salesforce and Google Suite, consultative approach to solving problems and presenting solutions, talent for distilling meaning from data and then presenting information clearly and concisely, positive and motivated attitude with a desire and willingness to collaborate effectively with others, and willingness and ability to consistently solicit, provide, and receive feedback to help improve individual and team performance.

Desirable qualifications include a Bachelor's degree in real estate/finance and an advanced degree in real estate/finance.

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You'll focus on selling directly to partners to ensure Anthropic's AI capabilities are delivered within their own solutions and service offerings. Working closely with GTM, product, and marketing teams, you'll help these partners understand and implement our technology while driving significant revenue growth.

Responsibilities:

• Win new business and drive revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close
• Identify net-new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids
• Navigate complex technical sales conversations with partners' engineering and product teams
• Work with partners' technical teams to ensure successful implementation, adoption and deployment of Anthropic's AI capabilities into their solutions
• Coordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals
• Build deep relationships with key decision makers within partner organizations
• Provide market intelligence and partner feedback to product teams to influence our roadmap and feature development
• Create and maintain sales playbooks specific to SI and ISV sales motions
• Track and forecast sales pipeline specific to the partner segment

Requirements:

• 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs
• Security clearances preferred
• Strong track record of closing complex technical sales to partner organizations
• Deep understanding of SI and ISV business models, buying processes, and technology evaluation criteria
• Experience navigating technical requirements and security standards specific to public sector implementations
• Proven ability to exceed revenue targets in partner-focused sales roles
• Strong technical acumen and ability to engage with partners' engineering teams
• Experience coordinating with cloud providers in complex deal scenarios
• Excellent communication skills and ability to present to both technical and business audiences
• Strategic thinking combined with hands-on sales execution capabilities
• Understanding of public sector procurement processes and how partners operate within them
• A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations

Annual Salary: $360,000-$435,000 USD

This is a full-time role with a hybrid policy, requiring at least 25% of the time to be spent in the office. Visa sponsorship is available.

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Sales Account Management, Staff

Tokyo, Japan

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Category: SalesHire Type: Employee

Job ID 16518Date posted 03/23/2026

We Are:

At Synopsys, we drive the innovations that shape the way we live and connect. Our technology is central to the Era of Pervasive Intelligence, from self-driving cars to learning machines. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content. Join us to transform the future through continuous technological innovation.

You Are:

You are a driven and relationship-focused sales professional with a passion for technology and a keen understanding of how engineering solutions power innovation. With a background in technical, engineering, business, or a related field, you bring a proven track record in technical sales and thrive on helping customers unlock the full potential of their product development processes. You are adaptable and resourceful, able to manage multiple priorities and opportunities with clarity and precision. Your communication skills are exceptional, allowing you to present compelling value propositions and build lasting partnerships with stakeholders at all levels. You are fluent in English and Japanese, ready to engage with local and international clients, and you understand the importance of both maintaining existing relationships and expanding into new markets.

You excel at identifying customer needs, proposing effective solutions, and collaborating across teams to deliver results. You are comfortable navigating trade shows, seminars, and conventions to generate new business, and you are adept at leveraging tools like Salesforce to maintain a healthy sales pipeline. Your organizational skills ensure that proposals, quotations, and contracts are handled efficiently and accurately. You are proactive, taking initiative to alert clients to new or improved products and relaying feedback to product development teams. Above all, you are committed to continuous learning, staying informed about the latest advancements in engineering simulation and sales techniques to ensure your customers realize the greatest possible ROI. Your energy, integrity, and dedication make you a valued partner to both clients and colleagues, and you are ready to contribute to Synopsys' ongoing success in Japan.

What You’ll Be Doing:

• Establishing, developing, and maintaining business relationships with current and prospective customers across Japan.

• Managing renewal business and generating new business for assigned accounts and territories to achieve or exceed revenue targets.

• Creating and conducting impactful sales presentations that clearly communicate the value of Synopsys and Ansys engineering simulation solutions.

• Building strong relationships with business leaders and customer executives to identify and develop business champions.

• Coordinating sales efforts with internal teams including marketing, sales management, technical services, legal, and accounting.

• Developing clear, effective written proposals and quotations that address customer needs and ensure maximum value.

• Maintaining detailed account plans, highlighting opportunities for growth and value creation.

• Alerting clients to new or improved products/services and gathering feedback for product development.

• Researching and expanding into new customer groups and leveraging industry events to enhance business opportunities.

• Completing administrative tasks such as order processing, contract preparation, and data entry into Salesforce.

• Staying knowledgeable about Synopsys and Ansys products and services to support sales efforts.

The Impact You Will Have:

• Drive revenue growth and achieve sales quotas by expanding Synopsys and Ansys solutions within the Japanese market.

• Help customers realize significant ROI and innovation through the integration of engineering simulation technologies.

• Build and sustain strategic partnerships with key clients, positioning Synopsys as a trusted advisor.

• Contribute to the development and enhancement of products by relaying valuable customer feedback.

• Support cross-functional collaboration to deliver seamless customer experiences and maximize business value.

• Enhance Synopsys’ reputation and visibility through active participation in industry events and targeted outreach.

• Foster long-term customer loyalty by delivering measurable results and consistent support.

What You’ll Need:

• Bachelor’s degree in technical, engineering, business, or a related field; or 4+ years of relevant experience.

• Demonstrated success in technical sales roles, ideally within engineering or software sectors.

• Fluency in English and Japanese, with strong written and verbal communication skills.

• Ability to manage multiple sales opportunities and priorities while tracking progress through CRM tools (e.g., Salesforce).

• Basic understanding of engineering analysis, simulation technology, and related product lines.

• General knowledge of sales fundamentals, including the 8 pillars of sales excellence.

• Experience coordinating internal and external stakeholders to ensure successful outcomes.

Who You Are:

• An effective communicator and persuasive presenter.

• Organized and detail-oriented, adept at managing proposals, contracts, and account plans.

• Proactive, resourceful, and able to take initiative in identifying customer needs and solutions.

• Collaborative and skilled at networking, building rapport with clients and colleagues.

• Adaptable to changing priorities, with a strong sense of integrity and professionalism.

• Committed to continuous learning and personal growth.

The Team You’ll Be A Part Of:

You will join a dynamic sales team dedicated to supporting the growth and adoption of Synopsys and Ansys engineering simulation solutions in Japan. The team is focused on delivering value-driven results, fostering innovation, and building strategic customer relationships across industries. Collaboration, mentorship, and knowledge sharing are core values, ensuring every team member is empowered to succeed and contribute to collective goals.

Rewards and Benefits:

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about the salary range and benefits during the hiring process.

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Your Core Responsibilities

• Proactively and reactively sell profitable new business within a territory to meet set KPIs and targets.
• Achieve and exceed monthly new business targets.
• Manage a sales territory and create prospect lists for business opportunities.
• Report calls, leads, quotes and contract activity on to the Company Operating System.
• Produce and present weekly, monthly, quarterly personal performance reports.
• Liaise regularly with Regional Commercial Manager/ Depot Manager / Regional General Manager to determine sales offensives within the region.
• Be the primary interface between Biffa and our target customers.
• Responsible for door-to-door sales prospecting and pricing negotiations.

Essential Requirements

• Experience of generating a sales pipeline and working to 100% new business.
• Proven track record in sales.
• Consistent over-achiever of sales targets.
• This could be a fantastic opportunity for someone ready to progress into field sales. Experience in telesales or other hunter sales-driven roles is essential.

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We're seeking an experienced Enterprise Account Executive to drive adoption of Anthropic's AI solutions across the life sciences sector throughout EMEA. In this role, you'll leverage your deep understanding of the pharmaceutical and biotech ecosystem to help organisations accelerate drug discovery, optimise clinical operations, and bring treatments to patients faster through responsible AI implementation.

Responsibilities

• Develop and execute strategic sales plans to drive adoption of Anthropic's AI solutions within large pharmaceutical, biotech, and medical device organisations
• Build and maintain relationships with key decision-makers at global pharma companies, specialty biotechs, and CROs across EMEA
• Partner with our HCLS Applied AI team to articulate technical capabilities and develop compelling value propositions for life sciences-specific applications
• Identify and qualify new opportunities through discovery calls, demonstrations, and collaborative problem-solving sessions
• Navigate complex enterprise buying processes within large pharma organisations, negotiate contracts, and close strategic deals
• Leverage our strategic partnerships to expand our reach in the life sciences market
• Monitor and report on sales pipeline, market trends, and competitive landscape
• Capture and communicate industry-specific requirements to inform product development
• Represent Anthropic at life sciences industry events and conferences
• Collaborate cross-functionally to ensure our solutions address pharma-specific challenges around data privacy, security, and regulatory compliance — including EU AI Act considerations and EMA guidance on AI in medicines development

You may be a good fit if you have

• 8+ years of enterprise sales experience within the EMEA market, with at least 5 years selling technology solutions into large pharmaceutical, biotech, or medical device companies
• Proven track record of exceeding quota and closing complex enterprise deals with global pharma or specialty biotech organisations
• Deep understanding of life sciences industry dynamics, including R&D workflows, clinical development, drug commercialisation, regulatory affairs, and digital transformation initiatives
• Experience navigating lengthy procurement cycles and multi-stakeholder decision processes within large, matrixed pharma organisations
• Established relationships with senior executives across R&D, IT, and commercial functions at major pharmaceutical and biotech companies
• Ability to translate technical AI capabilities into business value and ROI in a life sciences context
• Experience collaborating with technical teams to develop tailored solutions
• Excellent communication and presentation skills, with the ability to engage credibly with both scientific and business audiences

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.

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

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What you'll do

Actively seek out, identify, qualify, and build a sales pipeline through partnerships with Global/Regional System Integrators, Cloud Providers, Value-Added Resellers (VARs), consulting firms and Technology Partners.

What you need

• At least 7 years of quota-carrying experience in a fast-paced, competitive sales environment, focusing on new business development.
• A minimum of 3 years of experience managing sales pipelines and closing deals through partnerships with Global and Regional System Integrators, VARs, Cloud Partners, consulting firms and Technology Providers within a complex sales matrix.

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• Actively seek out, identify, qualify, and build a sales pipeline through partnerships with Global/Regional System Integrators, Cloud Providers, Value-Added Resellers (VARs), consulting firms and Technology Partners.

• Collaborate with our Enterprise Sales team to close deals and consistently exceed monthly, quarterly, and yearly sales targets.

• Establish and nurture strong partnerships that drive business growth and create new opportunities.

• Serve as the primary point of contact for all partner-related initiatives within the Regional Sales team.

• Oversee partner relationships at the regional level while maintaining alignment with global strategies.

What you need

• At least 7 years of quota-carrying experience in a fast-paced, competitive sales environment, focusing on new business development.

• A minimum of 3 years of experience managing sales pipelines and closing deals through partnerships with Global and Regional System Integrators, VARs, Cloud Partners, consulting firms and Technology Providers within a complex sales matrix.

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