Senior Account Executive, Enterprise

About the role and team

Uber for Business (U4B) is rapidly expanding, and we are looking for a Senior Enterprise Account Executive to join our elite sales group in Japan. This is a "hunter" role designed for those who thrive in a startup-like environment but have the sophistication to navigate organizations with headcounts exceeding 2,000. You won’t just be selling a platform; you’ll be reimagining how the world’s largest companies move their people and things, turning "nice-to-have" services into essential business infrastructure.

The reality of this role is high-velocity and high-stakes. You will face the challenge of building a pipeline from 0 to 100 in a market that is still being defined, requiring deep resilience and a builder’s mindset. Success here means identifying hidden pain points, crafting winning narratives that displace legacy systems, and staying disciplined through complex contract negotiations. If you are a self-initiating individual who is energized by ambiguity and motivated by the prospect of scaling a "star market," this is where you’ll make your mark.

What you’ll do

• Plan, strategize, and execute a comprehensive GTM plan to consistently achieve and exceed quotas within the Enterprise segment (headcount > 2,000).
• Identify critical business pain points and craft compelling narratives to convert "nice-to-have" interest into high-priority, qualified leads.
• Coordinate the end-to-end sales motion—from initial education and qualification to complex pricing, contract negotiation, and launch implementation.
• Prioritize and influence key C-level decision-makers, navigating large-scale organizational structures to drive sales velocity.
• Manage a mature pipeline and forecast structure, utilizing a rigorous sales cadence to provide accurate data-driven projections to leadership.
• Partner cross-functionally with Product, Operations, and Implementation teams to ensure seamless account launches and long-term solution adoption.

Basic Qualifications

• 7+ years of B2B sales experience in the enterprise sector, preferably selling tech solutions or platform services.
• Demonstrated success in 0-100 pipeline management and driving new business acquisitions in the enterprise space.
• Proven track record of navigating complex, multi-stakeholder contract negotiations.
• Fluency in Japanese and Business-level English.
• Bachelor’s degree or equivalent professional experience.

Preferred Qualifications

• Deep understanding of the Japanese enterprise landscape and local business purchasing behavior.
• Experience selling "Anything-as-a-Service" (XaaS) or consumption-based technology solutions.
• Strong presentation skills with a solution-oriented approach to uncovering business challenges.
• High adaptability and resilience, with a proven ability to thrive in a fast-paced, high-growth environment.
• Dedicated team player who finds energy in building businesses and contributing to a diverse workplace culture.