Enterprise Account Executive - Public Sector

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, Public Sector based in Tokyo, you'll drive the adoption of safe, frontier AI technology across Japan's government at every level — with a primary focus on central government ministries, agencies, and policy bodies. You'll own the full sales cycle from prospecting to closing, working with senior public sector leaders to help them modernize operations, improve policy delivery, and enhance citizen services with Anthropic's AI solutions. This is a foundational role in establishing Anthropic's presence and credibility within Japan's public sector ecosystem.

Responsibilities:

• Own and exceed revenue targets by winning new accounts and expanding relationships across Japan's central government ministries, agencies, and affiliated organizations, while also developing pipeline with prefectural and municipal governments
• Build and execute territory plans with a clear prioritization framework — identifying high-value opportunities across national ministries, Cabinet Secretariat bodies, and inter-ministerial digital transformation initiatives
• Lead consultative sales processes with senior government stakeholders — including directors-general, bureau chiefs, division heads, and procurement and IT leadership — positioning AI as a driver for policy analysis, operational efficiency, digital government transformation, and public service delivery
• Orchestrate internal teams (Product, Engineering, Applied AI, Partnerships) to deliver solutions that meet the stringent security, compliance, and data sovereignty requirements mandated by the Japanese government
• Navigate Japan's public procurement landscape with confidence, working with relevant channels and intermediaries to ensure Anthropic's solutions are positioned effectively within government buying processes

You may be a good fit if you have:

• 8+ years of enterprise sales experience in Japan with significant, direct experience selling into central government — including demonstrated success in building relationships and closing deals with national-level ministries and agencies
• A deep understanding of how Japan's central government is structured, how policy priorities are set, and how procurement decisions are made at the ministry and agency level — including familiarity with budget cycles, fiscal year planning, and approval hierarchies
• A track record of navigating the unique relationship dynamics of public sector sales in Japan, including working effectively with intermediaries and system integrators that play a key role in government procurement
• Demonstrated ability to build trust and credibility with senior government officials over longer sales cycles, positioning complex technology solutions in the context of public interest and national priorities
• Proven experience exceeding revenue targets by effectively managing pipeline across government fiscal timelines and procurement processes that often span multiple quarters
• 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 and prioritizing opportunities within Japan's public sector 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 public 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

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.

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, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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 to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process