Senior Account Executive (Japan Remote)

Company Description

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in global education. For over 25 years, Turnitin has partnered with educators and institutions to develop learning integrity solutions that recognize the enduring value of critical thinking in a rapidly changing world. Over 16,000 academic institutions, publishers, and corporations use our services in more than 185 countries around the world: Turnitin Feedback Studio, Clarity, Originality, Gradescope, ExamSoft, Similarity, and iThenticate. Protecting the value of an authentic education is at the heart of who we are.

Experience a remote-first culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education.

Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines.

Job Description

We’re seeking a driven, results-oriented Account Executive to accelerate growth through new business acquisition and strategic cross-sell within existing accounts. This role is ideal for a sales hunter who thrives on creating opportunities, building strong relationships across education and research institutions, and closing complex deals that deliver real impact on academic and research integrity.

The ideal candidate is passionate about education and technology, highly collaborative, and capable of working strategically and tactically to deliver measurable results.

Key Responsibilities:

• Drive new business growth: Identify, qualify, and close new opportunities within K–12, Higher Education, or assessment markets.
• Expand existing relationships: Partner with Customer Success and Marketing to uncover cross-sell opportunities that deepen customer value.
• Own the full sales cycle: From prospecting to negotiation and close, with disciplined pipeline management, forecasting, and account planning.
• Build lasting relationships: Engage stakeholders at all levels—from teachers to district or institutional executives—to influence decisions and strengthen advocacy.
• Deliver consultative solutions: Understand customer challenges and craft tailored solutions that meet their needs.
• Collaborate cross-functionally: Partner with Product, Marketing, Customer Success, and internal Sales teams to ensure a seamless client experience and relay market feedback.
• Leverage data and insights: Use CRM, usage analytics, and market intelligence to prioritize high-impact opportunities and optimize territory strategy.
• Represent the brand: Communicate the company’s value proposition effectively through presentations, product demos, pitches, social channels, and industry events.
• Maintain accurate reporting: Document sales activity, pipeline, forecasts, and metrics in Salesforce and other systems to inform business strategy.
• Stay informed: Keep up-to-date on industry trends, educational legislation, and territory-specific opportunities.
• Travel: Up to 25% travel to engage directly with customers, nurture partnerships, and accelerate sales opportunities.

シニアアカウントエグゼクティブ – 新規事業開拓およびクロスセル

勤務先: リモート（日本の在留資格者）

部署: APACセールス / Go-To-Market

地域: 日本

概要

当社は、新規事業獲得と既存アカウント内での戦略的クロスセルを通じて成長を加速させる、意欲的で結果志向のアカウントエグゼクティブを求めています。この役割は、機会を創出し、教育機関や研究機関との強固な関係を築き、学術的および研究の誠実性に真の影響をもたらす複雑な取引を成立させることに意欲的な「セールスハンター」に理想的です。

理想的な候補者は、教育とテクノロジーに情熱を持ち、高い協調性を持ち、測定可能な結果を出すために戦略的かつ戦術的に行動できる方です。

主な職責

• 新規事業の成長を推進する: K–12、高等教育、またはアセスメント市場内での新しい機会を特定、適格化し、クロージングします。
• 既存の関係を拡大する: カスタマーサクセスおよびマーケティングと連携し、顧客価値を深めるクロスセル機会を発掘します。
• 販売サイクル全体を管理する: プロスペクティングから交渉、クロージングまで、規律あるパイプライン管理、予測、アカウントプランニングを行います。
• 永続的な関係を構築する: 教師から学区や機関の上層部まで、あらゆるレベルのステークホルダーと関わり、意思決定に影響を与え、支持を強化します。
• コンサルティングソリューションを提供する: 顧客の課題を理解し、ニーズを満たすオーダーメイドのソリューションを作成します。
• 部門横断的に協力する: 製品、マーケティング、カスタマーサクセス、および社内営業チームと連携し、シームレスなクライアント体験を確保し、市場のフィードバックを伝達します。
• データとインサイトを活用する: CRM、利用状況分析、および市場インテリジェンスを使用して、影響力の大きい機会を優先し、テリトリー戦略を最適化します。
• ブランドを体現する: プレゼンテーション、製品デモ、ピッチ、ソーシャルチャネル、業界イベントを通じて、会社の価値提案を効果的に伝えます。
• 正確な報告を維持する: Salesforceおよびその他のシステムで営業活動、パイプライン、予測、および指標を文書化し、事業戦略に役立てます。
• 情報を把握し続ける: 業界のトレンド、教育関連の法規制、およびテリトリー固有の機会について最新の情報を把握します。
• 出張: 顧客との直接的な関与、パートナーシップの育成、販売機会の加速のために、最大25%の出張があります。

Qualifications

• 5+ years of quota-carrying experience in Tech SaaS sales, with a consistent track record of achieving and exceeding targets.
• Proven ability to hunt, build, and close new business across complex buying committees.
• Exceptional storytelling and consultative sales skills, connecting customer challenges to product impact inspiring urgency and belief.
• Deep understanding of institutional decision cycles, and procurement processes.
• Strong presentation, negotiation, and relationship-building skills across technical and non-technical audiences.
• Proficiency with Salesforce.com and other sales enablement tools.
• Self-starter with a growth mindset, resilience, and collaborative spirit.
• Native Japanese/Business English.
• BA/BS degree required.

Success Metrics

• Exceeds new business and cross-sell quotas.
• Achieves high win rates and maintains accurate forecasts.
• Demonstrates meaningful pipeline growth and expansion within target accounts.
• Builds customer advocacy through consultative engagement and compelling storytelling.
• Expands institutional reach via new executive-level relationships and partnerships.

資格

• 一貫して目標を達成し上回ってきた実績を持つ、Tech SaaS営業における5年以上の目標達成責任を伴う経験。
• 複雑な購買プロセスを伴う各委員会において、新規案件を発掘・構築し、成約に導く実績がある。
• 顧客の課題と製品の影響を結びつけ、緊急性と信頼性を高める、卓越したストーリーテリングおよびコンサルティングセールススキル。
• 機関の意思決定サイクルおよび調達プロセスに関する深い理解。
• 技術系および非技術系の聴衆に対して、強力なプレゼンテーション、交渉、および関係構築スキル。
• Salesforce.comおよびその他の営業支援ツールの習熟度。
• 成長志向、回復力、協調性を持つセルフスターター。
• 日本語ネイティブ/ビジネスレベルの英語力。
• 学士号（BA/BS）が必須。

成功の指標

• 新規事業およびクロスセルの目標を上回る達成。
• 高い勝率を達成し、正確な予測を維持する。
• ターゲットアカウント内で意味のあるパイプラインの成長と拡大を実証する。
• コンサルティングによる関与と魅力的なストーリーテリングを通じて顧客の支持を構築する。
• 新しいエグゼクティブレベルの関係とパートナーシップを通じて、機関へのリーチを拡大する。

Additional Information

Total Rewards @ Turnitin
At Turnitin, we believe Total Rewards go far beyond pay. While salary, bonus, or commission are important, they’re only part of the value you receive in exchange for your work.

Beyond compensation, you’ll experience the intrinsic rewards of unleashing your potential and making a positive impact on global education. You’ll also thrive in a culture free of politics, surrounded by humble, inclusive, and collaborative teammates.

In addition, our extrinsic rewards include generous time off and health and wellness programs that provide choice, flexibility, and a safety net for life’s challenges. You’ll also enjoy a remote-first culture that empowers you to work with purpose and accountability in the way that suits you best, all supported by a comprehensive package that prioritizes your overall well-being.

Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes.

Our Values underpin everything we do.

• Customer Centric: Our mission is focused on improving learning outcomes; we do this by putting educators and learners at the center of everything we do.
• Passion for Learning: We are committed to our own learning and growth internally. And we support education and learning around the globe.
• Integrity: Integrity is the heartbeat of Turnitin—it is the core of our products, the way we treat each other, and how we work with our customers and vendors.
• Action & Ownership: We have a bias for action. We act like owners. We are willing to change even when it’s hard.
• One Team: We strive to break down silos, collaborate effectively, and celebrate each others' successes.
• Global Mindset: We consider different perspectives and celebrate diversity. We are one team. The work we do has an impact on the world.

Global Benefits

• Remote First Culture
• Health Care Coverage*
• Education Reimbursement*
• Competitive Paid Time Off 
• Self-Care Days
• National Holidays*
• 2 Founder Days + Juneteenth Observed
• Paid Volunteer Time*
• Charitable contribution match*
• Monthly Wellness or Home Office Reimbursement/*
• Access to Modern Health (mental health platform)
• Parental Leave*
• Retirement Plan with match/contribution*

* varies by country

Seeing Beyond the Job Ad
At Turnitin, we recognize it’s unrealistic for candidates to fulfill 100% of the criteria in a job ad.  We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and unleash your potential alongside us, join our team!