---
title: 'Enterprise Account Executive (Japan) at Optro'
canonical: 'https://feeny.ai/job/enterprise-account-executive-japan-optro-japan-j9k45r7xg01v'
type: 'job'
last_seen: '2026-10-14'
---

# Enterprise Account Executive (Japan) at Optro

- **Company:** Optro
- **Location:** Japan
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-30
- **Last confirmed live:** 2026-10-14
- **Apply:** https://jobs.ashbyhq.com/optro/9cc5b1fa-e97c-4283-9580-97af674de287

## Job description

## Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on [G2.com](http://G2.com) and Gartner Peer Insights.

At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Location: Japan

## Why This Role is Exciting

You will work with leading Japanese companies, build trusted relationships with senior leaders and help customers improve how they work. You will have support from our regional and global teams, with the chance to make a clear impact as we grow in Japan.

This role is based in Japan and includes regular face-to-face meetings with customers and partners.

## Key Responsibilities

- Own a sales target for your assigned accounts in Japan.
- Build a clear account and territory plan, with a strong focus on winning new customers.
- Create your own pipeline through direct outreach, referrals, events and partner relationships.
- Manage the full sales process, from the first meeting through to contract signing.
- Understand each customer’s needs, current ways of working and reasons for change.
- Build relationships across audit, risk, finance, IT and procurement, including senior decision-makers.
- Work with our technical team to deliver demos and proposals that address real customer needs.
- Build clear business cases that show the value of Optro.
- Guide deals through Japanese buying processes, including internal approvals, ringi, legal and procurement.
- Grow existing accounts by finding new teams and use cases that can benefit from Optro.
- Work with our partner team and firms such as the Big Four and local advisers to find and win business.
- Use MEDDPICC to assess deals and keep sales forecasts and CRM records accurate.
- Work with delivery and customer success teams to set clear expectations and support a smooth handover.
- Travel for customer meetings, partner meetings and events, around 25–30% of the time.

Attributes for a Successful Candidate

- What you will bring
- 7+ years of sales experience, including at least 4 years selling enterprise software or SaaS.
- A strong record of meeting or beating sales targets and winning new customers.
- Experience selling to large Japanese companies and managing deals with several decision-makers.
- The ability to build your own pipeline and move deals forward.
- A good understanding of Japanese business culture and buying processes.
- Confidence working with senior leaders and explaining business value.
- Fluent Japanese and enough English to work well with regional and global teams.
- Strong listening, presentation and negotiation skills.
- Experience using MEDDICC or MEDDPICC.
- A willingness to learn, act on feedback and work closely with others.
- The ability to plan your own work and adapt as our Japan business grows.
- A degree or equivalent work experience.

We also welcome candidates from a Big Four risk or internal audit advisory practice at Senior Manager level or above, with a strong record of winning client work and an interest in enterprise software sales.

## Perks

- A key sales role in a growing Japan team.
- The chance to work with leading Japanese companies.
- Competitive base pay and a sales incentive plan.
- Training, coaching and support from experienced teams.
- Paid leave, public holidays and benefits based on local policy.
- Opportunities to meet and work with colleagues across the region and globally.
- Perks may vary based on eligibility/location

*perks may vary based on eligibility/location

Our Company Values

- Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
- Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
- Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
- Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
- Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

#LI-Remote

## About Optro

## Company Overview
- **One-liner**: Optro is an AI-powered GRC (Governance, Risk, and Compliance) system of action that unifies audit, risk, infosec, and compliance into a single, connected platform, trusted by over 50% of the Fortune 500.
- **Entity Type**: Public Company (ticker not specified in available sources)
- **Headquarters**: Cerritos, California, United States
- **Founded**: 2014
- **Founders**: Not publicly available in the provided sources (known previously as AuditBoard)

## Core Business
- **Primary industry**: Governance, Risk, and Compliance (GRC) software, serving audit, risk management, infosec, and compliance teams.
- **Target customers**: B2B, primarily large enterprises and regulated industries; over 50% of the Fortune 500 are customers.
- **Mission or purpose**: "To redefine GRC through a single, AI-powered system of action." [optro.ai](https://optro.ai/about-us)

## Products & Services
- **Optro Platform (GRC System of Action)**: A unified SaaS platform that integrates internal audit, enterprise risk management, regulatory compliance, IT/cyber risk, and AI governance into one shared workflow environment.
  - **Audit Module**: Tools for audit planning, documentation, evidence collection, and reporting.
  - **Risk Module**: Enterprise and operational risk tracking, threat landscape visualization.
  - **Compliance Module**: Regulatory requirement monitoring, control management, SOX compliance.
  - **Infosec Module**: Cybersecurity framework management and autonomous testing.
  - **AI Governance Module**: Guardrails and oversight for responsible AI adoption. [optro.ai](https://optro.ai/) [optro.ai/blog/what-is-optro](https://optro.ai/blog/what-is-optro)

## Market Standing
- **Valuation/Market Cap**: Not disclosed in available sources.
- **Key Metric**: Trusted by over 50% of the Fortune 500; named a Leader in the 2025 Gartner® Magic Quadrant™ for GRC Tools, Assurance Leaders and a Leader in The Forrester Wave™: Governance, Risk, And Compliance Platforms, Q2 2026.
- **Notable Investors/Partners**: Not explicitly listed in the provided search results; the company is public.
- **Growth Signals**: Headcount of 637 employees with a monthly growth rate of +5.1% (LinkedIn). Recognized on the Deloitte Fast 500 for seven consecutive years. Active job postings: 39, with monthly posting growth of +5.4%. [linkedin.com](https://www.linkedin.com/company/optro) [optro.ai/careers](https://optro.ai/careers)

## Competitive Advantages
- **Unified platform** replacing fragmented point solutions for audit, risk, and compliance, reducing redundant controls by 64% and risk assessment completion time by 33%.
- **AI-native architecture** (agentic GRC) that moves beyond static record-keeping to real-time risk intelligence and autonomous testing.
- **Deep enterprise penetration** (over 50% of Fortune 500) creates a strong switching cost and network effect in the GRC ecosystem.
- **Industry recognition**: Top-rated on G2 and consistently named a Leader by Gartner and Forrester. [optro.ai](https://optro.ai/)

## Strategic Focus
- **AI governance and agentic GRC**: Building guardrails and autonomous capabilities to help enterprises adopt AI responsibly while managing new risk vectors.
- **Connected risk intelligence**: Shifting from siloed oversight to a dynamic, decision-ready view of enterprise risk across all governance functions.
- **Expanding platform capabilities** to deepen integration between audit, risk, infosec, and compliance workflows. [optro.ai](https://optro.ai/) [optro.ai/blog/what-is-optro](https://optro.ai/blog/what-is-optro)

## Why Work Here
- **Culture and values**: Core values guide decisions and shape culture; employee resource groups (ERGs) include Women of Optro (WOO) and Diversity, Inclusion, Belonging (DIBs). A Culture Committee drives engagement and community impact.
- **Work model**: Hybrid and remote roles available (e.g., "Remote USA" positions in engineering and GTM automation). Global presence across 10 countries including US, UK, Canada, Germany, Poland, and Netherlands.
- **Benefits and perks**: Competitive salary, health and wellness benefits (including hormonal and family-building support), mental health support via Headspace, retirement plans, life and disability insurance, generous paid time off, parental leave, monthly wellness stipend, and professional development programs (workshops, mentoring).
- **Engineering culture**: Emphasis on innovation in AI and GRC technology; roles include Senior Software Engineer II (AI Developer Experience) and Engineering Manager (AI Applications). Technical team makes up ~16% of workforce.
- **Growth trajectory**: Fast-growing public company with consistent recognition on Deloitte Fast 500, offering opportunity to work on cutting-edge risk and compliance challenges at scale. [optro.ai/careers](https://optro.ai/careers) [linkedin.com](https://www.linkedin.com/company/optro)

## Sources
1. [Optro Website](https://optro.ai/)
2. [Optro About Us](https://optro.ai/about-us)
3. [Optro Careers Page](https://optro.ai/careers)
4. [Optro LinkedIn](https://www.linkedin.com/company/optro)
5. [What is Optro? Blog Post](https://optro.ai/blog/what-is-optro)

## Other roles at Optro

- [Partnerships Manager (EMEA)](https://feeny.ai/job/partnerships-manager-emea-optro-london-2bfvj9xqwa8s) — London, United Kingdom
- [Technical Support Specialist (Poland)](https://feeny.ai/job/technical-support-specialist-poland-optro-poland-0dk7c10kn3ed) — Poland
- [Sr Manager, EMEA Partner Marketing](https://feeny.ai/job/sr-manager-emea-partner-marketing-optro-london-sy0mx15ckpe2) — London, United Kingdom
- [Senior Commercial Counsel](https://feeny.ai/job/senior-commercial-counsel-optro-canada-1615z05qm1vd) — Canada
- [Senior Sales Strategy & Analytics Manager](https://feeny.ai/job/senior-sales-strategy-analytics-manager-optro-united-states-dfrrzwjv9fem) — United States
- [Senior Analytics Engineer, Commercial](https://feeny.ai/job/senior-analytics-engineer-commercial-optro-united-states-yysw7myxj3rj) — United States
- [Senior HRIS Systems Manager (Remote)](https://feeny.ai/job/senior-hris-systems-manager-remote-optro-united-states-8g83djhrmjng) — United States
- [Regional Alliance Manager (EMEA)](https://feeny.ai/job/regional-alliance-manager-emea-optro-london-46dpygedfmzz) — London, United Kingdom
- [Regional Alliance Manager (Japan)](https://feeny.ai/job/regional-alliance-manager-japan-optro-japan-z0kd8vwtn5he) — Japan
- [Enterprise Account Executive](https://feeny.ai/job/enterprise-account-executive-optro-united-states-avs1x16zn537) — United States