Anaplanについて 

Anaplanでは、営業革新を推進するプロフェッショナルチームが、業界をリードするシナリオプランニングおよび分析プラットフォームを活用し、企業の意思決定を高度化することに注力しています。これにより、お客様は市場や競合に対して優位性を確保することができます。 

Anaplan社員は部門や地域を超えて連携し、お客様の成功と「Winning Culture（勝利の文化）」の実現に共に取り組んでいます。 

Anaplanのお客様には、グローバルのトップ企業が含まれ、Fortune 50の44%のお客様にAnaplanをご活用いただいます。コカ・コーラ、グーグル、アマゾンウェブサービス、マイクロソフト、リンクトイン、エヌビディア、アドビ、モエ・ヘネシー・ルイ・ヴィトン、ジャガーランドローバー、バイエル、みずほフィナンシャルグループ、富士通、デンソー、三井物産、パナソニックなど、2,400社以上が当社のプラットフォームに信頼を寄せています。 

Anaplanの「Winning Culture」は、営業革新を担う私たちの原動力です。多様な考え方やバックグラウンドを尊重し、役職に関係なくリーダーシップを発揮し、高い目標を達成した際にはチームで成果を共に共に讃え合います。 

「戦略主導」「バリュー（価値観）に基づく」「実行における規律」という運営原則のもと、Anaplanは個々の成長を支援し、挑戦と成果が正当に評価される環境を提供します。あなたならではの個性と経験を活かし、私たちと共に次の成功を築いてください。 

募集職種 

Anaplanでは、製造業の大手戦略アカウント営業（Enterprise Strategic Account Executive for Manufacturing Industry） を募集しています。このポジションでは、大手企業向けの複雑なテクノロジーソリューションの営業およびアカウントマネジメント経験を活かし、高度な柔軟性を持つAnaplanプラットフォームの提案活動をリードしていただきます。 

Anaplanの営業チームは、各インダストリーを代表する企業の意思決定者に対し、Anaplanが提供するディシジョンエクセレンス・ソリューションの価値を明確に伝え、ファイナンスとオペレーションの連携を促進することで、短期的な目標達成と将来の成長支援を両立させています。 

このポジションは、Anaplanの成長とお客様の変革を加速するキーポジションです。クロスファンクショナルチームと連携しながら、お客様への価値提供と売上拡大を担っていただきます。 

主な業務内容 

• 製造業の大手戦略アカウントに対する業務課題の特定と、Anaplanのソリューション提案 

• VP〜Cレベルの経営層（CEO, CFO, CRO, CIO, サプライチェーン責任者, HR責任者等）への戦略的プレゼンテーションの実施 

• アカウントプランとオポチュニティ管理プロセスの構築・推進 

• Anaplanのバリューベースセールスメソドロジーを活用したセールス活動と正確なビジネス予測 

• クロスセル・アップセル機会の発見と拡大 

• 戦略的セールスプランの策定と正確な売上フォーキャストの実行 

• セールスディベロップメント、マーケティング、ソリューションコンサルタント、カスタマーサクセスチームとの連携 

応募資格 

• Fortune 2000企業へのSaaSソリューションのコンサルティング型セールス経験（8年以上） 

• Cレベルのステークホルダーへの営業経験と実績 

• 年間契約価値（ACV）1億円以上の大型契約を複数成功させた実績 

• 顧客およびパートナーとの信頼性の高いエグゼクティブネットワーク 

• 複雑な社内外チームを調整・推進した経験 

• 製造業における部門長〜Cレベルとの接点・人脈 

• 製造業に対する深い理解と営業経験 

• 業務知識や実務経験 (サプライチェーン、ファイナンス、HR、セールス&マーケティングのプランニング、プロセス、意思決定) 

• ビジネス、ファイナンス、エコノミックス等に関する学士号、または同等の実務経験 

• ネイティブレベルの日本語力（会話・文書） 

※応募資格の一部のスキル・経験が不足している場合には、入社後に必要なイネーブルメント支援を提供します。 

Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career.

What you’ll do

As an Account Executive at Stripe, you will drive Stripe’s future growth engine by building relationships with prospective users and turning them into happy Stripe users.

Responsibilities

• Own a named account list and develop account plans for winning and expanding business with middle market and enterprise companies
• Develop outbound strategies to create and nurture opportunities
• Own the full sales cycle from prospecting to close, to go live for middle market and enterprise companies
• Develop relationships with executive stakeholders at new and existing users
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and develop financial analyses
• Lead and contribute to team projects to develop and refine our sales process
• Operate with high agency in a high-growth startup environment
• Contribute to a results-oriented culture while demonstrating humility, resilience and receptiveness to constructive feedback to find the globally optimal outcome
• Engage with cross functional teams (Partners, Post Sales, Product and Engineering) to help drive and iterate Stripe’s strategy

Who you are

You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organization, including the CTO, COO, and CFO. You have experience working with upper middle market and enterprise companies. You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping businesses quantify their investment decisions. You get excited about prospecting, and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building – you like to actively participate in the development of our sales process, the articulation of our value proposition, and the creation of key tools and assets.

If you’re motivated, smart, persistent, and a great teammate, we want to hear from you!

We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.

Minimum requirements

• 10+ years of sales experience, preferably at a technology company, with a track record of consistent top performance
• Proven ability to operate within a high performing culture with strong humility and resilience and respect
• Ability to own executive relationships with top customers, prospects and industry thought leaders, resulting in better sales outcomes.
• Ability to understand complex business problems companies face today,  and craft solutions across multiple products
• Ability to develop and execute account plans spanning multiple business units across complex organizations
• Strong presentation skills, particularly for in-person meetings with multiple stakeholders
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills in English and Japanese
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology

Preferred requirements

• Prior experience at a growth stage Internet / Software company

Anaplanについて 

Anaplanでは、営業革新を推進するプロフェッショナルチームが、業界をリードするシナリオプランニングおよび分析プラットフォームを活用し、企業の意思決定を高度化することに注力しています。これにより、お客様は市場や競合に対して優位性を確保することができます。 

Anaplan社員は部門や地域を超えて連携し、お客様の成功と「Winning Culture（勝利の文化）」の実現に共に取り組んでいます。 

Anaplanのお客様には、グローバルのトップ企業が含まれ、Fortune 50の44%のお客様にAnaplanをご活用いただいます。コカ・コーラ、グーグル、アマゾンウェブサービス、マイクロソフト、リンクトイン、エヌビディア、アドビ、モエ・ヘネシー・ルイ・ヴィトン、ジャガーランドローバー、バイエル、みずほフィナンシャルグループ、富士通、デンソー、三井物産、パナソニックなど、2,400社以上が当社のプラットフォームに信頼を寄せています。 

Anaplanの「Winning Culture」は、営業革新を担う私たちの原動力です。多様な考え方やバックグラウンドを尊重し、役職に関係なくリーダーシップを発揮し、高い目標を達成した際にはチームで成果を共に共に讃え合います。 

「戦略主導」「バリュー（価値観）に基づく」「実行における規律」という運営原則のもと、Anaplanは個々の成長を支援し、挑戦と成果が正当に評価される環境を提供します。あなたならではの個性と経験を活かし、私たちと共に次の成功を築いてください。 

募集職種 

Anaplanでは、コンシューマー業（食品・消費財・リテール）の大手戦略アカウント営業（Enterprise Strategic Account Executive for Consumer Industry） を募集しています。このポジションでは、大手企業向けの複雑なテクノロジーソリューションの営業およびアカウントマネジメント経験を活かし、高度な柔軟性を持つAnaplanプラットフォームの提案活動をリードしていただきます。 

Anaplanの営業チームは、各インダストリーを代表する企業の意思決定者に対し、Anaplanが提供するディシジョンエクセレンス・ソリューションの価値を明確に伝え、ファイナンスとオペレーションの連携を促進することで、短期的な目標達成と将来の成長支援を両立させています。 

このポジションは、Anaplanの成長とお客様の変革を加速するキーポジションです。セールスディレクターに直接レポートし、1〜8社の戦略アカウントを担当。クロスファンクショナルチームと連携しながら、お客様への価値提供と売上拡大を担っていただきます。 

主な業務内容 

• コンシューマー業（食品・消費財・リテール）の大手戦略アカウントに対する業務課題の特定と、Anaplanのソリューション提案 

• VP〜Cレベルの経営層（CEO, CFO, CRO, CIO, サプライチェーン責任者, HR責任者等）への戦略的プレゼンテーションの実施 

• アカウントプランとオポチュニティ管理プロセスの構築・推進 

• Anaplanのバリューベースセールスメソドロジーを活用したセールス活動と正確なビジネス予測 

• クロスセル・アップセル機会の発見と拡大 

• 戦略的セールスプランの策定と正確な売上フォーキャストの実行 

• セールスディベロップメント、マーケティング、ソリューションコンサルタント、カスタマーサクセスチームとの連携 

応募資格 

• Fortune 2000企業へのSaaSソリューションのコンサルティング型セールス経験（8年以上） 

• Cレベルのステークホルダーへの営業経験と実績 

• 年間契約価値（ACV）1億円以上の大型契約を複数成功させた実績 

• 顧客およびパートナーとの信頼性の高いエグゼクティブネットワーク 

• 複雑な社内外チームを調整・推進した経験 

• コンシューマー業（食品・消費財・リテール）における部門長〜Cレベルとの接点・人脈 

• コンシューマー業（食品・消費財・リテール）に対する深い理解と営業経験 

• 業務知識や実務経験 (サプライチェーン、ファイナンス、HR、セールス&マーケティングのプランニング、プロセス、意思決定) 

• ビジネス、ファイナンス、エコノミックス等に関する学士号、または同等の実務経験 

• ネイティブレベルの日本語力（会話・文書） 

※応募資格の一部のスキル・経験が不足している場合には、入社後に必要なイネーブルメント支援を提供します。 

Anaplanについて 

Anaplanでは、営業革新を推進するプロフェッショナルチームが、業界をリードするシナリオプランニングおよび分析プラットフォームを活用し、企業の意思決定を高度化することに注力しています。これにより、お客様は市場や競合に対して優位性を確保することができます。 

Anaplan社員は部門や地域を超えて連携し、お客様の成功と「Winning Culture（勝利の文化）」の実現に共に取り組んでいます。 

Anaplanのお客様には、グローバルのトップ企業が含まれ、Fortune 50の44%のお客様にAnaplanをご活用いただいます。コカ・コーラ、グーグル、アマゾンウェブサービス、マイクロソフト、リンクトイン、エヌビディア、アドビ、モエ・ヘネシー・ルイ・ヴィトン、ジャガーランドローバー、バイエル、みずほフィナンシャルグループ、富士通、デンソー、三井物産、パナソニックなど、2,400社以上が当社のプラットフォームに信頼を寄せています。 

Anaplanの「Winning Culture」は、営業革新を担う私たちの原動力です。多様な考え方やバックグラウンドを尊重し、役職に関係なくリーダーシップを発揮し、高い目標を達成した際にはチームで成果を共に共に讃え合います。 

「戦略主導」「バリュー（価値観）に基づく」「実行における規律」という運営原則のもと、Anaplanは個々の成長を支援し、挑戦と成果が正当に評価される環境を提供します。あなたならではの個性と経験を活かし、私たちと共に次の成功を築いてください。 

募集職種 

Anaplanでは、組み立て製造業の大手戦略アカウント営業（Enterprise Strategic Account Executive for Automotive Industry） を募集しています。このポジションでは、大手企業向けの複雑なテクノロジーソリューションの営業およびアカウントマネジメント経験を活かし、高度な柔軟性を持つAnaplanプラットフォームの提案活動をリードしていただきます。 

Anaplanの営業チームは、各インダストリーを代表する企業の意思決定者に対し、Anaplanが提供するディシジョンエクセレンス・ソリューションの価値を明確に伝え、ファイナンスとオペレーションの連携を促進することで、短期的な目標達成と将来の成長支援を両立させています。 

このポジションは、Anaplanの成長とお客様の変革を加速するキーポジションです。クロスファンクショナルチームと連携しながら、お客様への価値提供と売上拡大を担っていただきます。 

主な業務内容 

• 組み立て製造業（自動車および建設機械・農業機械がメイン）の大手戦略アカウントに対する業務課題の特定と、Anaplanのソリューション提案 

• VP〜Cレベルの経営層（CEO, CFO, CRO, CIO, サプライチェーン責任者, HR責任者等）への戦略的プレゼンテーションの実施 

• アカウントプランとオポチュニティ管理プロセスの構築・推進 

• Anaplanのバリューベースセールスメソドロジーを活用したセールス活動と正確なビジネス予測 

• クロスセル・アップセル機会の発見と拡大 

• 戦略的セールスプランの策定と正確な売上フォーキャストの実行 

• セールスディベロップメント、マーケティング、ソリューションコンサルタント、カスタマーサクセスチームとの連携 

応募資格 

• Fortune 2000企業へのSaaSソリューションのコンサルティング型セールス経験（8年以上） 

• Cレベルのステークホルダーへの営業経験と実績 

• 年間契約価値（ACV）1億円以上の大型契約を複数成功させた実績 

• 顧客およびパートナーとの信頼性の高いエグゼクティブネットワーク 

• 複雑な社内外チームを調整・推進した経験 

• 組み立て製造業における部門長〜Cレベルとの接点・人脈 

• 組み立て製造業に対する深い理解と営業経験 

• 業務知識や実務経験 (サプライチェーン、ファイナンス、HR、セールス&マーケティングのプランニング、プロセス、意思決定) 

• ビジネス、ファイナンス、エコノミックス等に関する学士号、または同等の実務経験 

• ネイティブレベルの日本語力（会話・文書） 

※応募資格の一部のスキル・経験が不足している場合には、入社後に必要なイネーブルメント支援を提供します。 

日本含むAPAC地域におけるAnaplanのファイナンストランスフォーメーション領域のエキスパートとして、お客様の財務変革を成功に導く戦略的リーダーを募集します。

As a Sr. Director and Finance Transformation Domain Expert within Anaplan’s Center of Excellence, you will be a pivotal, strategic leader and influential subject matter expert at the forefront of this transformation. You will be instrumental in helping customers navigate and lead large-scale finance transformations, realizing the full potential of Anaplan's platform. This is a unique opportunity for a senior leader with deep Finance Transformation expertise, compelling executive experience, and exceptional collaboration skills to shape the future of how companies approach financial planning and analysis.

This role combines deep functional and process expertise with outstanding communication skills, C-level consultative engagement, and ecosystem enablement to drive strategic customer adoption of solutions that address key business challenges, while scaling knowledge across the broader Anaplan ecosystem.

Key Responsibilities

• Partner with Anaplan’s Product Management, Sales, Customer Success, and GTM Enablement Teams to ensure the seamless integration of Finance Applications into Anaplan’s go-to-market motion.
• Create and deliver compelling, executive-level sales plays, presentations, ROI insights, and customer stories, along with supporting enablement content to empower partners and internal teams.
• Distill your deep domain expertise and strategic messaging into crisp, actionable tactics for the Sales and Customer Success teams.
• Influence the long-term product and GTM strategy by synthesizing market trends, feedback from the Office of the CFO, and competitive analysis to keep Anaplan at the cutting edge of finance transformation.
• Serve as a process and functional expert, guiding prospects and customers on best practices for adopting Anaplan’s Finance Applications and transforming their financial planning and analysis capabilities.
• Support the sales team in key and late-stage sales opportunities, providing executive-level credibility and strategic guidance on finance transformation journeys.
• Partner with prospects, customers, and partners to conduct executive discovery workshops, identify strategic needs, and align them to Anaplan’s new and existing Finance Applications.
• Act as a preeminent thought leader and evangelist for finance transformation, representing Anaplan at key industry events, engaging with C-level executives, and shaping market perception through high-impact content via website blogs, webcasts, presentations, and whitepapers.

Key Metrics

• Adoption and successful completion of enablement by Anaplan Teams.
• Number of executive presentations, demonstrations, and other supporting activities related to Finance Applications.
• Value of sales that include Finance Applications.
• Evaluation and feedback from Sales, Solution Consulting, and GTM Enablement.

Qualifications

• 15+ years of experience in corporate finance (FP&A), strategic finance, or a related field, with a significant portion in a leadership or strategic advisory capacity.
• Demonstrable experience leading or advising on major finance transformation projects for large enterprises, either internally or as a consultant.
• Extensive and deep domain knowledge of financial planning, budgeting, forecasting, and reporting processes, as well as the market for financial management solutions and best practices.
• Proven experience in C-level consultative selling or strategic advisory roles, preferably within a major consulting firm, SaaS, or enterprise software company.
• Demonstrable understanding of Anaplan’s platform and its application to solve complex business challenges is highly preferred.
• Excellent communication, facilitation, and knowledge-sharing skills, with a demonstrated exceptional ability in presenting compelling content and leading executive workshops with the Office of the CFO.
• A results-driven mindset, able to collaborate across teams, with a focus on contributing deliverables of the highest possible quality and impact.
• A CPA, CFA, or MBA is highly desirable.
• Fluent in both Japanese and English

How you’ll demonstrate Ownership

• Net New ARR Generation: Achieving annual quota targets specifically from Scaled customers..
• Value Realization (Expansion): Identifying and securing a minimum of $1.5M in annual expansion opportunities within existing accounts.
• Stakeholder Breadth: Documented engagement and multi-threading across at least four distinct business units (e.g., Upstream, Downstream, Renewables, IT) per global account.
• Forecast Accuracy: Maintaining +/- 10% variance on monthly and quarterly forecasts through rigorous MEDDPICC discipline.

• Strategic Expansion Roadmap: Develop and execute comprehensive account plans that drive cross-functional use-case adoption and deliver incremental business value. Establish clear methodologies to scale existing portfolios and achieve defined annual ARR growth targets.
• Ecosystem Orchestration: Establish a repeatable "Account War Room" cadence involving Field Engineering and Product to resolve technical "Build vs. Buy" roadblocks.
• C-Level Advocacy: Convert at least two skeptical C-suite stakeholders (e.g., VP of Operations or CFO) into active "Champions" who will provide external references.
• Competitive Displacement: Execute a successful "Value-Centric Defense" to proactively nullify a major incumbent or niche competitor foothold.

• Global Account Orchestration: Lead the "Cognite Village"—including Field Engineering, Product, and Delivery—to execute multi-site rollouts and enterprisewide adoption.
• Complex Value Engineering: Identify and quantify unrealized value pools (e.g., $17M+ annual site savings) to transition accounts from pilots to multi-year enterprise agreements.
• Political & Strategic Navigation: Masterfully navigate global reorganizations and mergers within client organizations, ensuring continuity and growth even when original champions exit.

Value-Centric Defense: Proactively nullify high-tier competitors by positioning Cognite’s Open Interoperability and superior multimodal industrial data handling.

• Industrial Builder DNA: 15+ years of experience closing multi-million dollar deals in industrial software, with a proven track record of scaling accounts to $22M+ ARR.
• Comfort with Complexity: Proven ability to navigate convoluted global organizational structures and extremely complex technical OT/IT environments.
• Strategic Business Acumen: Fluently translates digital transformation into EBITDA improvement and Cash Flow acceleration.

 

 

 

Learn more about us

 

 

 

• Impact 2025
• Cognite's Industrial AI: Moonshot
• We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.

 

 

Equal Opportunity

Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment.

About Zuora

At Zuora, we help businesses grow smarter and adapt faster. Our platform powers modern business models — from subscriptions and usage-based pricing to AI-driven and outcome-based offerings — helping companies launch new products, automate complex billing, and unlock predictable, recurring revenue.

We’ve led the Subscription Economy for more than a decade. Now we’re evolving again by building the definitive platform for quote to cash and helping companies monetize their products and services with an adaptable, AI-ready foundation.

The Opportunity

As an Enterprise Account Executive, you’ll be at the center of helping $100M–$1B+ organizations transform how they operate in the Subscription Economy.

This role offers a unique balance of:

• Expansion (70%) – deepening relationships with existing customers, identifying cross-sell and upsell opportunities, and driving renewals.
• New business (30%) – opening new doors, winning new logos, and expanding Zuora’s footprint in your territory.

You’ll have the full backing of our Sales Development team, but you’ll also roll up your sleeves and lead some of your own prospecting to expand into new areas of opportunity. If you love building trusted partnerships while hunting for the next big win, this role gives you the best of both worlds.

You’ll act as the CEO (“ZEO”) of your territory—owning strategy, leading the sales cycle, and collaborating across a high-performing, diverse team that includes marketing, product, services, and our award‑winning customer success organization.

What you’ll do

• Become an expert in Zuora’s solutions, market position, and value-driven sales methodology through our world-class onboarding.
• Own your book of business by developing territory plans, account strategies, and opportunity pipelines that balance expansion and new logo acquisition.
• Drive customer growth by identifying and closing cross-sell and upsell opportunities while ensuring renewals are seamless.
• Win new business by leveraging SDR partnerships, your own network, our ICP, and targeted outbound activity.
• Inspire confidence with C-level stakeholders by aligning Zuora’s technology to complex, multi-stakeholder business challenges.
• Collaborate across functions to deliver outcomes that delight our customers and fuel long-term partnerships.
• Exceed quotas for both renewals and new business, with accurate and predictable forecasting.
• And yes—get to P-Club and celebrate big wins with your peers.

About You

You are a strategic, consultative seller who loves building long-term relationships and closing complex deals. You’re equally comfortable in the boardroom and in the details of a multi-threaded sales cycle.

Your experience

• 7+ years of enterprise SaaS solution selling with a proven record of exceeding quotas; experience selling to the Office of the CFO is preferred but not required.
• Experience managing complex, multi-stakeholder sales cycles at the $100M+ account level.
• Confidence selling at the C-suite level, with the ability to navigate both strategic and technical conversations.
• A growth mindset—you thrive in fast-paced environments, adapt quickly, and embrace learning.
• Strong communication, presentation, and negotiation skills, with the ability to build trust and influence across diverse teams.
• Experience using Salesforce and modern sales tools (Google Workspace, Microsoft Office, etc.).
• A genuine passion for customer success, teamwork, and making an impact.

If you meet many, but not all, of the criteria above, we still encourage you to apply. We know that diverse experiences and perspectives make our team stronger.

About the Team

You’ll join a high-performing Enterprise Sales team that partners closely with:

• Sales Development – to generate pipeline and open new doors in your territory.
• Customer Success & Services – to ensure customers realize value, expand usage, and renew successfully.
• Product & Marketing – to position Zuora’s platform, influence our roadmap with customer feedback, and bring compelling stories to market.

We operate with a “ZEO” mindset—taking ownership of our business, supporting one another, and celebrating wins together. The team is collaborative, curious, and always looking for better ways to help customers succeed in the Subscription Economy.

Benefits

At Zuora, we’re constantly learning, innovating, and growing. Our people—known as ZEOs—are empowered to take ownership, challenge the status quo, and make a lasting impact. We collaborate deeply, think boldly, and support one another to make what’s next possible—for our customers, our communities, and each other.

We offer:

• Comprehensive health coverage – medical, dental, and vision (benefits may vary by location)
• Competitive compensation, bonus opportunities, and retirement programs
• Generous, flexible time off
• Paid holidays, wellness days, and a company-wide year-end break
• Paid parental leave
• Learning & development stipend to support your growth
• Opportunities to give back, including volunteer time and donation matching
• Mental wellbeing resources and support

Details of the benefits package specific to your location will be shared during the interview process.

Location & Work Arrangements

Zuora teams are empowered to design flexible, intentional ways of working. Whether remote, hybrid, or in-office, we balance flexibility with accountability—to each other, our customers, and our mission. For most roles, you’ll have the freedom to work where you’re most productive while staying connected to your team and the broader ZEO community.

Our Commitment to an Inclusive Workplace

Think, be and do you!

At Zuora, different perspectives, experiences, and contributions matter. Everyone counts.

Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all. We do not discriminate on the basis of, and consider individuals seeking employment with Zuora without regard to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply.

Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance@zuora.com.

International Sustainability Standards Board—Call for a member from Asia–Oceania

Who we are

The IFRS Foundation is an independent, not-for-profit organisation created in 2001 to develop—in the public interest—high-quality, understandable, enforceable and globally accepted standards for financial reporting, and to promote and facilitate their adoption.

The Standards—IFRS^® Accounting Standards and IFRS^® Sustainability Disclosure Standards—are collectively referred to as IFRS® Standards. They are set by the Foundation’s two independent standard-setting boards, the International Accounting Standards Board (IASB) and the International Sustainability Standards Board (ISSB), using a rigorous, inclusive and transparent due process. The IFRS Foundation Trustees oversee the IASB and the ISSB and are accountable to a Monitoring Board of public authorities.

The ISSB’s Standards provide a global baseline of sustainability-related disclosures designed to meet investors’ information needs.  Jurisdictions around the world—currently over 40, representing 60% of global GDP—are in the process of adopting or using the Standards.

The ISSB works with the IASB to ensure that a company’s sustainability-related financial disclosures work well with its financial statements, providing investors with transparent and decision-useful information about a company’s financial position, performance and sustainability-related risks and opportunities. While the ISSB’s Standards can be applied together with the IFRS Accounting Standards, they need not be applied together.

The ISSB comprises professionally and geographically diverse senior experts with experience in sustainability and its reporting, gained through backgrounds such as preparers, investors, standard-setters, regulators, auditors, sustainability specialists and academics.

The ISSB members and staff are based in the Foundation’s offices in Beijing, Frankfurt, London, Montreal, San Francisco and Tokyo.

Full details about the ISSB—as well as the Foundation’s structure, activities and key personnel—can be found here.

What are we looking for

The Foundation is seeking candidates from Asia–Oceania with substantial senior experience to fill a vacancy on the ISSB from 1 October 2026. This is a senior, high-profile appointment with global reach and impact. It offers an opportunity to contribute to the continued development and implementation of a global baseline for corporate sustainability disclosures, responding to investors’ demand for high-quality, consistent and decision-useful information about sustainability-related risks and opportunities.

The role is full time, although the Trustees will also consider candidates wishing to serve on a part-time basis, provided they can demonstrate and maintain the required level of independence and the ability to effectively contribute on a part-time basis.

The position is based in the Foundation’s Asia–Oceania office in Tokyo and involves frequent international travel to engage with fellow board members and staff, as well as a wide range of stakeholders.

Role responsibilities include:

• Working with the ISSB—engage with fellow ISSB members as part of a collegial standard-setting board, contributing to the development and maintenance of IFRS Sustainability Disclosure Standards.
• Working with the ISSB’s technical staff—liaise closely with members of the technical staff, providing advice, guidance and thought leadership, suggesting creative solutions to resolve issues and help projects progress on a range of complex sustainability disclosure issues.
• Engaging with external stakeholders—engage with a wide variety of external stakeholders to assist in the development of high-quality IFRS Sustainability Disclosure Standards that meet the financial markets’ needs and to promote IFRS Sustainability Disclosure Standards as the globally accepted standard for sustainability disclosures focused on meeting investors’ information needs.
• Working with the IASB—engage with the IASB to ensure the two boards develop Standards that are compatible and avoid inconsistencies and conflicts.

Role requirements

Membership of the ISSB requires:

• a strong understanding of, and interest in, sustainability disclosures and the broader global environment in which the ISSB operates (including financial, economic, business, environmental, social and other relevant societal matters);
• intellectual rigour and balanced judgement;
• extensive stakeholder engagement, demonstrating sensitivity and responsiveness, and influencing skills;
• independence; and
• a commitment to serving the public

Additional abilities required include:

• excellent strategic and analytical thinking skills combined with a pragmatic mindset and strong management skills;
• the ability to work as a team player with personal impact with a range of individuals from across the globe; and
• strong oral and written communication skills, with the ability to represent the ISSB effectively and to engage with the views of others.

Members of the ISSB are appointed for a term of up to five years. Consideration will be given to a second term. Second terms are usually for a further three years and a maximum of five.

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How to apply

Please apply via the "Apply" feature at the top of this page, including a CV and covering letter addressed to Ken Robinson, IFRS Foundation, Nominating Committee Chair by 8 May 2026.

Interviews for successful applicants will commence around Q2/Q3.

The Trustees have the discretion to review applications received after the specified date.

For further information, visit www.ifrs.org. 

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Role Specification—Member of the International Sustainability Standards Board

Background: The Organisation and its mission

The IFRS Foundation is an independent, not-for-profit organisation created in 2001 to develop—in the public interest—high-quality, understandable, enforceable and globally accepted standards for financial reporting, and to promote and facilitate their adoption. The Standards—IFRS^® Accounting Standards and IFRS^® Sustainability Disclosure Standards—are collectively referred to as IFRS^® Standards.

IFRS Sustainability Disclosure Standards (ISSB Standards for short) are developed by the International Sustainability Standards Board (ISSB), which was created as part of the IFRS Foundation in 2021 to meet investor, company and international policymaker (including the G20, G7, IOSCO and Financial Stability Board) demand.

ISSB Standards provide a global baseline of sustainability-related disclosures designed to meet investors’ information needs. 40 jurisdictions around the world, representing 60% of global GDP, are in the process of adopting or using the Standards.

The ISSB works with the International Accounting Standards Board (IASB) to ensure that a company’s sustainability-related financial disclosures work well with its financial statements, providing investors with transparent and decision-useful information about a company’s financial position, performance and sustainability-related risks and opportunities

Both boards follow a transparent, inclusive and rigorous due process. The IFRS Foundation Trustees oversee the ISSB and IASB and are accountable to a Monitoring Board of public authorities.

The ISSB currently comprise 12 members and will gradually transition to 10 members by the end of 2028. Members are appointed by the Trustees. The main qualifications for membership of the ISSB are professional competence and recent relevant professional experience. The Trustees select members of the ISSB, consistently with the ‘Criteria for ISSB members’ set out in the Annex to the IFRS Foundation Constitution, so that the ISSB comprises a group of people representing, within that group, the best available combination of expertise and diversity of international sustainability business and market experience. That experience may be drawn from a range of professional backgrounds, including preparers, users of sustainability information, standard-setters, auditors, academics and market and financial regulators. A broad base of skills, experience and perspectives is needed, therefore ISSB members may have other professional backgrounds that reflect a diverse range of expertise and roles that are relevant to sustainability and its reporting. The ISSB’s objective is to develop high-quality global sustainability disclosure standards that are capable of assurance, enforcement and consistent application to meet investors’ information needs. Accordingly the ISSB collectively is expected to demonstrate expert knowledge and relevant industry expertise in sustainability and corporate reporting, and share practical, relevant and up-to-date experience of them.

Members of the ISSB are required to commit themselves formally to acting in the public interest in all matters.

The ISSB members and staff are based in the Foundation’s offices in Beijing, Frankfurt, London, Montreal, San Francisco and Tokyo.

Position Summary: Member of the ISSB

This is a senior and prestigious appointment, demanding not only a high degree of expertise and ethics but also a high level of stakeholder engagement and influencing skills, as well as drive and energy.

The ISSB is charged with developing and maintaining sustainability disclosure standards that will enable companies to provide comprehensive sustainability information for the global financial markets to meet investors’ information needs. Meetings of the ISSB will be held in public.

The role is full time, although the Trustees will also consider candidates wishing to serve on a part-time basis provided they can demonstrate and maintain the required level of independence.

The position is based in the Foundation’s Asia-Oceania office in Tokyo and involves frequent international travel to engage with fellow board members and staff, as well as wide range of stakeholders.

Members of the ISSB are appointed for a term of up to five years, with eligibility for renewal for a further three years, with the possibility of renewal of up to five years.

Key Relationships

 Reports to:                        ISSB Chair

Key relationships:           All members of the ISSB

All members of the IFRS Foundation Trustees

Members of the International Accounting Standards Board Members of the IFRS Foundation’s various advisory and consultative committees (such as the IFRS Advisory Council, the Sustainability Consultative Committee, the Sustainability Standards Advisory Forum and other consultative bodies)

ISSB technical staff

Members of other standard-setting bodies Regulators

Other key stakeholders including civil society as and when needed

Purpose

• To act as an integral member of the ISSB setting IFRS Sustainability Disclosure Standards, working with fellow ISSB members and technical staff on standard-setting projects, and liaising with external stakeholders to build awareness and understanding of the ISSB’s work and gain feedback on its proposals.

Major Responsibilities

Work with the ISSB and the ISSB’s technical staff

• Engage with fellow members of the ISSB as part of a collegial standard-setting
• Contribute to the ISSB’s debate on sustainability disclosure projects by:
  • reviewing proposals developed by the technical staff and reviewing and approving due process documents drafted by the technical staff;
  • making impartial, objective and well-reasoned decisions, and voting in the ISSB’s approval process for new IFRS Sustainability Disclosure Standards;
  • ensuring connections with IFRS Accounting Standards;
  • facilitating compatibility with requirements that are jurisdiction specific or aimed at a wider group of stakeholders than investors.
• Provide input in all technical discussions with a particular emphasis in own particular areas of expertise.
• Liaise closely with members of the ISSB’s technical staff, providing them with advice and guidance on projects, acting as a sounding board on potential issues, and suggesting creative solutions to resolve issues and help projects progress.

Work with external stakeholders

• Liaise with a wide variety of external stakeholders to explain the intent, rationale and benefits of the ISSB and its proposals and decisions, while listening and responding to these stakeholders’ views and reflecting them in the standards’ development and review
• Raise the profile of the ISSB and self, speaking at conferences, seminars,
• Liaise and build relationships with jurisdictional reporting initiatives and regulatory
• Promote IFRS Sustainability Disclosure Standards as the globally accepted standard for sustainability disclosures focused on meeting investors’ information needs.

Candidate Specification: Key Selection Criteria

Criteria for ISSB members

The criteria for ISSB membership are:

• Demonstrated competence and knowledge of sustainability and reporting—all members of the ISSB, regardless of whether they are from the accounting or sustainability reporting profession, preparers, users of sustainability information, regulators or academics, should have demonstrated a high level of knowledge and competence in sustainability and reporting. The credibility of the ISSB and its individual members and the effectiveness and efficiency of the organisation will be enhanced by members who have such knowledge and skills from recent experience.
• Ability to analyse—members of the ISSB should have demonstrated the ability to analyse complex issues, including sciences-based, and consider the implications of that analysis for the decision-making process.
• Communication skills—effective written and oral (both when engaging in person and virtually) communication skills are necessary. These skills include the ability to communicate effectively, including in ISSB meetings, meetings with stakeholders and in written materials such as IFRS Sustainability Disclosure Standards, speeches, articles, memos and external correspondence. Communication skills also include the ability to listen to and consider the views of others from a range of backgrounds and geographical regions. A working knowledge of English is necessary.
• Judicious decision-making—members of the ISSB should be capable of considering varied viewpoints, weighing the evidence presented in an impartial fashion, and reaching well-reasoned and supportable decisions, guided by an overarching conceptual framework, in a timely fashion.
• Awareness of the sustainability reporting environment—the quality and efficiency of IFRS Sustainability Disclosure Standards will be a function of their relevance in a complex and potentially fast-changing set of financial, economic, business, environmental, social and other relevant societal Members of the ISSB should have an understanding of such matters in the global environment in which the ISSB operates. This global awareness should include awareness of sustainability, business and financial reporting issues that are relevant to, and affect the quality of, transparent sustainability reporting and disclosure in the various capital markets worldwide.

• Ability to work in a collegial atmosphere—members should be able to show respect, tact and consideration for one another’s views and those of third parties. Members must be able to work with one another in reaching consensus views based on the objective of the ISSB to develop high-quality and transparent sustainability disclosure standards, working in a multilocation and multicultural environment, engaging in person and virtually with
• Integrity, objectivity and discipline—the credibility of members should be demonstrated through their integrity and objectivity. This includes intellectual integrity as well as integrity in dealing with fellow members of the ISSB and with stakeholders. Members should demonstrate an ability to be objective in reaching Members should also demonstrate an ability to show rigorous discipline and carry a demanding workload.
• Commitment to the IFRS Foundation’s mission and public interest—members should be committed to achieving the objective of the IFRS Foundation of establishing IFRS Sustainability Disclosure Standards that are of high quality, resulting in the provision of comparable and transparent information. A candidate for the ISSB should also be committed to serving the public interest through a private standard-setting process.

Ideal Expertise and Experience

• Strong understanding of sustainability reporting
• Experience at the top of their profession, for example:
  • a Chief Financial Officer, a Chief Sustainability Officer or other senior business executive with strong connection to sustainability reporting and experience integrating sustainability into business decisions;
  • a senior investor/analyst with experience in sustainability investment and the integration of sustainability factors into investment and governance decisions;
  • a senior research professional experienced with the production and use of sustainability data, analytics rankings and scores;
  • an experienced corporate or sustainability reporting standard-setter;
  • a senior regulator;
  • a broad-based academic able to synthesise a wide-array of sustainability science relevant to the financial markets;

and with associated expertise in conference speaking, stakeholder engagement and high-level project management, etc.

Critical Competencies for Success

• Strategic and analytical thinking—intellectually rigorous and able to shape far-reaching policies. A broad thinker who can understand different viewpoints and perspectives and contribute to all of the ISSB’s work while also contributing a specific area of expertise to the development of global sustainability disclosure standards. An able debater, willing to listen and to synthesise others’ arguments to agree on the best course of action.

• Communication and representational skills—able to interact effectively with a senior and demanding team and a range of stakeholders, such as groups representing businesses, investors and other capital market participants, jurisdictional standard-setters, regulators, and other international multilateral and governmental bodies.
• Influencing and negotiating skills—proactively work with colleagues and stakeholders, influencing and shaping the agendas to achieve successful Resilient with high energy levels and strong relationship building skills.
• Personal impact—able to operate as a focal point, with appropriate diplomatic, ambassadorial and public speaking skills, for a high-profile organisation, demonstrating natural authority and credibility.

Other Personal Characteristics

• Practical and pragmatic, being open-minded and willing to consider the art of the possible, rather than being overly dogmatic.
• Adaptable to change and able to accommodate ambiguity and
• A team player with a hands-on approach, able to get things done, and effective in moving projects forward.
• Ability to operate at both a strategic and operational level, meaningfully contributing to both the ISSB’s strategy and execution of its priorities and projects.
• An interest in taking on a public service
• A willingness to take on considerable international
• Working knowledge of English, though not necessarily as a first language.

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How to apply

Please apply via the "Apply" feature at the top of this page, including a CV and covering letter addressed to Ken Robinson, IFRS Foundation, Nominating Committee Chair by 8 May 2026.

Interviews for successful applicants will commence around Q2/Q3.

The Trustees have the discretion to review applications received after the specified date.

For further information, visit www.ifrs.org. 

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エンタープライズ・セールスチームへの配属となります。多様なバックグラウンドを持つメンバーが集まり、「知的好奇心」「自発的な行動力（Drive）」「インパクトを与える意欲」を共通項として切磋琢磨しています。日本のカントリーマネージャーおよびセールスディレクター直下の組織で、日本市場における収益拡大と顧客との長期的かつ強固な信頼関係の構築をミッションとしています。

業務内容
製造業セクターの戦略的アカウントエグゼクティブとして、担当顧客のビジネス開発をリードしていただきます。 Celonisのプロセスイテリジェンスを活用し、顧客のビジネス価値実現（Value Realization）を通じて、継続的なリテンションとアカウントの拡大を図ることが主なミッションです。社内のバリューエンジニア、サービス部門、およびパートナー企業と緊密に連携し、複雑な組織構造を持つエンタープライズ顧客に対してリーダーシップを発揮することが求められます。

• 戦略的アカウント管理: 製造業セクターにおける特定の戦略的顧客（既存および新規）の担当として、BDRチームがジェネレーションしたリードを活用し、深耕営業を行う。
• Cレベルへのアプローチ: 顧客企業の経営層（CXOクラス）および各事業部門（LOB）のリーダー層に対して、経営課題に直結する対話と提案を行う。
• 包括的なソリューション提案: 顧客が抱えるミッションクリティカルなサプライチェーンの経営課題に対してCelonisのソリューション全版を活用し、課題解決およびビジネス価値の創出を支援します。Order to Cash、Procure to Pay、経理財務、サステナビリティなど、Celonisのソリューション全般を活用し、顧客の課題解決を支援する。
• 大型案件のクロージング: 担当アカウントテリトリーにおいて、数千万円〜数億円規模（six-figure deals以上）の売上目標達成に責任を持つ。
• パートナーエコシステムの活用: Big4をはじめとするコンサルティングファームや、SaaSパートナー企業と密接に連携し、共同提案やプロジェクトを推進する。
• バーチャルチームのリード: BDR、マーケティング、プリセールス、カスタマーサクセス、プロフェッショナルサービスなどで構成されるバーチャルチームを統率し、組織力で提案活動を行う。

募集要項

• 日本語ネイティブレベル（顧客との円滑な折衝・提案が可能なレベル）。
• 製造業向けのエンタープライズソフトウェア、またはITソリューションの営業経験。
• Cレベル（CIO, CFO, CPO, COO等）への提案・折衝経験。
• SaaSまたはソフトウェアにおけるバリューセリング（価値提案型営業）の実践経験。
• 複雑な商談プロセスの管理能力: 複数のステークホルダーが関与する長期的なセールスサイクルをリードし、クロージングまで導いた経験。
• パートナー協業経験: コンサルティングファームやSIer、テックパートナーと協業し、ビジネスを推進した経験。
• 変化が激しく、スピードの速い高成長環境に適応し、前向きかつクリエイティブに課題に取り組める方。
• 成長マインドセット（Growth Mindset）を持ち、自ら学び続ける意欲のある方。
• 多様性（Diversity）を受け入れ、社内外の関係者を巻き込みながらチームとして成果を出すことができる方（#differentmakesusbetter #bestteamwins）。

The team

The Strategic Account Executive sits within our Enterprise Sales team which is responsible for driving revenue growth within Enterprise accounts across Japan, creating and cultivating relationships to build and maintain customers for life.

You will be joining a dynamic team from a variety of backgrounds that has, above all, three things in common: curiosity, drive and the desire to make an impact. You will be based in our fast growing and vibrant Japan office, reporting to our Japan Sales Director.

The role:

As a Strategic Account Executive for the Manufacturing industry, the main goal is to lead the commercial development of our customer accounts, making a significant contribution to our strategic goal of capitalizing Celonis' market potential and sustainably retaining and growing our customers through business value realisation with Celonis Process Intelligence.

The individual will be required to effectively collaborate with internal stakeholders spanning direct and indirect sales as well as senior leaders in value engineering, business development and services functions. The successful candidate will demonstrate exceptional leadership qualities, and will draw upon experience in sales, relationship building, and both direct and matrix operating structures. The person will have deep expertise in successfully building enterprise customer accounts and delivering against targets.

The work you’ll do:

• Manage a small amount of Strategic Accounts in the Manufacturing Sector
• Engage cross Line-of-Business at C-level and below
• Represent the entire Celonis suite of solutions from Order to Cash, Procure to Pay, Accounts Receivable, Accounts Payable, Sustainability, and Opportunity Management
• Hold an individual revenue target for closing six-figure deals within these accounts
• Engage closely with Partners, especially Big4, other consulting firms, and SaaS partners
• Engage closely with your virtual team including business development representatives, marketing managers, partner managers, sales engineers / pre-sales, customer success managers, professional services, implementation partners

The qualifications you need:

• Native Japanese
• Experience selling enterprise software at C-level (CIO, CFO, CPO, COO…) within the Manufacturing industry
• SaaS or software with value selling experiences
• Ability to manage long and complex sales cycles with multiple stakeholders
• Have proven experience working with Partners, i.e. Consulting firms and Enterprise Tech
• Ability to adapt to a fast moving, ever changing, high growth environment and approach challenges with positivity, creative thinking, and a growth mindset
• Willingness to be collaborative, inclusive, to embrace diversity and to have strong interpersonal skills #differentmakesusbetter
• Ability to leverage internal resources and work as a team #bestteamwins

#LI-DH2