Enterprise Account Executive, Transportation & Utilities

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, 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 procurement cycles typical of infrastructure organizations - 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 transportation and utility sectors combined with patient, relationship-focused execution - A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely and responsibly for broad benefit - Excellent communication skills in both Japanese and English What We Offer - Competitive base salary and commission structure commensurate with experience - Equity participation - Comprehensive benefits package - Hybrid work model with flexibility - Access to cutting-edge AI technology and world-class research team Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position 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. Your safety matters to us. To protect yourself from potential scams, rem

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. Track record of managing complex, long-cycle sales processes and securing strategic deals with infrastructure-focused organizations by understanding safety, regulatory, and operational requirements. Ability to navigate stakeholder ecosystems across asset-heavy industries (operations, engineering, IT, and executive leadership) with multiple layers of approval. Proven experience exceeding revenue targets by effectively managing pipeline across long planning and procurement cycles typical of infrastructure organizations. Strong collaborative mindset and ability to thrive in ambiguous, startup-like environments. Strategic, analytical approach to identifying opportunities within Japan’s transportation and utility sectors, with patient, relationship-focused execution. Passion for and/or experience with advanced AI systems, with emphasis on safety and responsible development. Excellent communication skills in both Japanese and English.

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.