Account Executive, Enterprise

Account Executive, Enterprise - Strategic Expansion

Fivetran

Location:
Japan

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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Job Description:

Fivetran is scaling its Japan business. We already have a small Tokyo office, an APJ hub, a tight-knit GTM team in Japan, and 100+ customers there. The Account Executive, Enterprise - Strategic Expansion will be the primary point of contact for over half of those customers and will directly influence customer satisfaction, adoption, and ARR growth. Success is measured by excellent customer outcomes (CSAT / advocacy) and measurable revenue expansion tied to adoption.

Job Responsibility:

Be the primary relationship owner for a book of existing customers in Japan: retention, renewals, upsells and adoption-driven expansion
Build trusted executive and technical relationships with customers (in Japanese and English). Run regular business reviews and create expansion roadmaps tied to business outcomes
Drive customer adoption of Fivetran connectors and platform features through consultative, use-case driven conversations — translate technical capability into measurable business value
Manage the full contracting lifecycle for your book: planning, strategy, negotiation, amendments and execution (working closely with Legal and Sales Ops)
Provide timely and accurate forecasts for renewals, expansions and amendments
keep Salesforce and forecasting tools up to date
Partner cross-functionally with Customer Success Managers, Sales Engineers, Product, Marketing and Partners/SIs to deliver excellent outcomes and smooth implementation/migration projects
Act as the escalation owner when issues arise
resolve problems quickly and transparently while protecting the customer relationship
Capture and communicate customer feedback, competitive intelligence and product requests to influence product and go-to-market strategy
Create customer advocates and referenceable success stories for the Japan market

Requirements:

Native Japanese speaker with strong professional English (daily business and executive communication)
3+ years (preferably 4–7) of demonstrated success in SaaS Account Management, Customer Success, or Enterprise AE roles managing renewals, upsells and contracting
Strong project management skills — able to coordinate multi-stakeholder technical projects, migrations and onboarding programs end-to-end
Exceptional personal integrity and customer centricity — you build trust and act with transparency
Highly detail-oriented: excellent contract/review discipline, accurate forecasting, and clear documentation
Proven negotiation experience handling renewals, amendments and commercial conversations
Experience with CRM and forecasting tools (Salesforce preferred) and strong organizational skills to manage many concurrent accounts
Comfort working cross-functionally and influencing without formal authority
Familiarity with data platforms, ETL, analytics, or engineering teams is strongly preferred (ability to have technical conversations with architects and analytics leaders)
Ability to travel domestically as customer needs require

Nice to have:

Previous experience working for a US-based cloud/SaaS company or within an international organization
Experience working with Systems Integrators / Partners in Japan
Knowledge of SaaS financial metrics and how adoption maps to consumption/ARR

What we offer:

100% employer-paid medical insurance*
Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents

Additional Information:

Job Posted:
March 12, 2026

Employment Type:

Fulltime

Work Type:

Remote work

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