Enterprise Account Executive - Retail / CPG / Trading

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, Retail based in Tokyo, you'll drive the adoption of safe, frontier AI technology across Japan's retail, consumer packaged goods (CPG), and general trading companies. You'll own the full sales cycle from prospecting to closing, working with senior leaders to help them optimize operations, strengthen supply chains, personalize customer experiences at scale, and sharpen their competitive position with Anthropic's AI solutions.

Key responsibilities

Own and exceed revenue targets by winning new major accounts and expanding existing relationships across Japan's domestic retailers, CPG manufacturers, and general trading companies

Build and execute territory plans, identifying high-value opportunities across supermarket and convenience store groups, specialty retailers, food & beverage and consumer goods manufacturers, and sogo shosha and their group companies

Lead consultative sales processes with senior executives — including CIOs, CDOs, CMOs, and heads of supply chain, merchandising, and DX — positioning AI as a driver for demand forecasting, personalization, inventory optimization, trade and supply chain operations, and enhanced customer experience

Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to deliver solutions that integrate with existing retail and enterprise technology stacks while meeting Japan's data privacy requirements under the APPI framework

Minimum qualifications

Enterprise sales experience in Japan with significant exposure to retail, CPG, and/or trading company accounts, driving adoption of emerging technologies with a consultative, solutions-oriented approach

A track record of managing complex sales processes and securing strategic deals with large-scale retailers, consumer goods manufacturers, and trading companies by understanding the operational and technology challenges unique to Japan's consumer and trading sectors

Demonstrated ability to navigate complex stakeholder ecosystems, building consensus across merchandising, supply chain, digital, marketing, and business division teams with multiple budget authorities and approval layers

Proven experience exceeding revenue targets by effectively managing pipeline across seasonal retail cycles, the rapid decision-making cadence of consumer-facing businesses, and the consensus-driven procurement processes of trading companies

Preferred qualifications

8+ years in relevant field

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 retail, CPG, and trading 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 inte …