Account Executive - Japan

About the role

About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. The role Nebius is hiring a senior Account Executive to drive customer acquisition and growth across Japan. This is a strategic hunter role, focused on expanding adoption of our AI and cloud platform with new and existing customers in the region. You will own complex, high-value sales cycles end to end—building executive relationships, uncovering new opportunities, working closely with partners, and closing deals that drive long-term customer value. Success in this role requires strong consultative selling skills, the ability to translate complex business needs into tailored solutions, and comfort operating in a fast-moving, innovative environment. This role blends strategic thinking with hands-on execution and will play a key role in helping customers unlock the full potential of Nebius’ AI and cloud offerings. As a core member of our founding Japan business team, you will have the opportunity to help shape the foundations of our culture and operations while working remotely and being based in the Greater Tokyo Area. Your responsibilities will include: - Own and grow your territory: Build and execute a strategic territory plan, delivering against revenue and growth targets. - Negotiation & closing: Lead complex, multi-stakeholder negotiations with C-suite and senior decision-makers, closing deals that support long-term partnerships. - Solution selling: Demonstrate the value of Nebius’ AI and cloud platform through consultative discovery, tailored presentations, and product demonstrations. - Client engagement: Develop trusted relationships with key stakeholders across the enterprise, aligning solutions to customer-specific challenges and outcomes. - Team orchestration: Partner closely with Sales Engineers, Industry Specialists, Partners, and Customer Success to deliver differentiated value propositions. - Forecasting & execution: maintain strong forecast accuracy and delivering against ACV and activity targets. - Market presence: Represent Nebius at regional and industry events, webinars, and customer forums. - Subject matter expertise: Stay current on industry trends, emerging technologies, and the competitive landscape to position our solutions effectively. We expect you to have: - 10+ years of B2B sales experience, ideally in AI, cloud, data infrastructure, or related technologies. - A proven track record of exceeding sales targets, generating pipeline, and maintaining forecast accuracy. - Experience selling cloud platforms (AWS, Azure, Google Cloud), AI solutions, or complex enterprise technologies. - Strong commercial acumen, including value-based selling, executive storytelling, negotiation, and multi-year deal structuring. - A genuine interest in working in a high-growth, startup environment, with a desire to directly impact company growth. - Willingness and ability to travel within the region as needed. It will be an added bonus if you have: - Prior experience in a high-growth or early-stage startup environment. Benefits & Perks: - Competitive compensation - Career growth and learning opportunities - Flexibility and ownership - Collaborative and innovative culture - Opportunity to work on impactful AI projects - International environment and talented teams What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire. If you need accommodations during the application process, please let us know.