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
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.
