Account Executive (Japan)

Replit is the agentic software creation platform that enables anyone to build applications using natural language. With millions of users worldwide, Replit is democratizing software development by removing traditional barriers to application creation. Replit is experiencing extraordinary demand and seeking an Account Executive with strong communication skills to drive our hyper-growth. Candidates with SaaS experience, particularly with some technical background (i.e. having some coding knowledge or prior experience at other developer tool companies) are ideal. This full-cycle sales position encompasses new client acquisition. We believe this role offers a distinctive opportunity for people who excel in client-facing situations and have a passion for driving sales and AI. You'll leverage your skills to effectively communicate Replit's value proposition: a world where anyone can create software using natural language. IN THIS ROLE YOU WILL: - Evangelize a future where anyone can create software in natural language, ushering in a change in the nature of the firm on par with the PC era - Serve as the primary point of contact for prospects and customers, guiding them through the buying journey - Conduct compelling product demonstrations and help realize the art of the possible by orchestrating non-engineering hackathons - Articulate Replit's value proposition and align it with customers' business objectives - Collaborate with product and engineering teams to ensure technical accuracy and successful delivery - Prepare tailored quotes and skillfully negotiate deals - Maintain accurate customer and forecasting data in Replit’s CRM (Hubspot) - Foster strong relationships with existing clients while identifying opportunities for expanded adoption - Optimize customers' use of the Replit platform through ongoing collaboration and support - Gather and communicate valuable customer feedback, championing their interests within Replit REQUIRED SKILLS AND EXPERIENCE: - Experience in AE or SE/technical sales role, preferably in SaaS or developer tools - Excellent communication skills, with the ability to explain technical concepts to both technical and non-technical audiences - Proven track record of meeting or exceeding sales quotas - Experience with, or direct observations of full-cycle sales, from prospecting to closing deals to managing existing customers - Proficiency in using CRM systems and sales tools (e.g., Hubspot) - Ability to quickly learn and articulate the value of new technologies - Strong problem-solving skills and the ability to think on your feet - Self-motivated with excellent time management and organizational skills - Passion for technology and staying current with industry trends - Experience with or strong interest in AI and machine learning is a plus - Willingness to travel up to 25% of the time for client meetings and events

Nice to Have

• You're an active Replit user - You've worked at an early-stage startup or in developer tools - Degree in Computer Science, Engineering, or a related technical field (or equivalent practical experience) TOOLS + TECH STACK FOR THIS ROLE: - Replit - Hubspot CRM - ZoomInfo - Clay - SmartLead - LinkedIn Sales Navigator - Hashboard, Hex THIS ROLE MAY NOT BE A FIT IF: - You’re not based in Japan - You lack an understanding of the software development lifecycle; have little to no coding knowledge - You’re not passionate about AI - You don’t enjoy being in client facing roles where 80% of your day is talking to others Note: This role will begin as remote, with plans to transition to a hybrid model once we establish a local office presence.

• Meet the Replit Agent https://www.youtube.com/watch?v=IYiVPrxY8-Y - Replit: Make an app for that https://www.youtube.com/watch?v=4zd9hzngFwY - Replit Blog https://blog.replit.com/ - Amjad TED Talk https://youtu.be/kCudFI4tcpg?si=l4ViCejV_f2RZkDi Interviewing + Culture at Replit - Operating Principles https://blog.replit.com/operating-principles - Reasons not to work at Replit https://blog.replit.com/reasons-not-to-join-replit To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world.

• Showcase a mini‑sales playbook built in HubSpot: create a public HubSpot portfolio (e.g., a shared sandbox or a PDF export) that includes a custom deal pipeline for developer‑tool prospects, sample email sequences, and automated follow‑up workflows tailored to Japanese tech companies. Mention the exact HubSpot certifications you hold and any Japanese‑language automation you’ve set up.
• Prepare a one‑page “Revenue Impact Dashboard” in Excel that visualizes your past AE results (ARR, win‑rate, sales‑cycle length) with Japanese market segmentation. Use pivot tables and sparklines to highlight how you consistently exceeded quota by ≥ 20 % and how you shortened sales cycles for SaaS products with a technical component. Bring this file to the interview and be ready to walk through the formulas.
• Build a 5‑minute live demo on Replit that solves a small, real‑world problem for a Japanese developer (e.g., a simple chatbot that answers common API‑usage questions). Deploy it during the interview to prove you can “talk the product” and that you understand the platform’s AI‑driven coding assistance, even if you’re not a senior coder.
• Emphasize remote‑work discipline: list concrete tools and routines you use (e.g., timezone‑aware calendar blocks, Slack status automation, daily “stand‑up” video recap, and a dedicated home office with 2 Gbps fiber). Cite a specific metric—like maintaining ≥ 95 % on‑time meeting attendance across global teams—to reassure interviewers you’ll thrive in a fully remote Japan setting.
• When discussing compensation, reference Replit’s recent funding round and the typical AE OTE range for Japanese SaaS (≈ ¥20–30 M). Prepare a “value‑justification sheet” that matches your proven quota‑beat record, language fluency, and technical product expertise to a salary request of ¥12–14 M base plus a performance‑driven bonus, and be ready to negotiate a higher commission tier for exceeding quarterly ARR targets.