["Full-Time"]
Remote
SaaS
jobicy
About this 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, mul
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Location flexibility
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionThis Account Executive position at Nebius involves managing the full sales cycle from prospecting through close.
SaaS sales roles typically involve consultative selling with longer deal cycles.
This remote-friendly role based in JP provides geographic flexibility while maintaining access to a SaaS market.
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