• Report to a Regional Sales Director and own a broad book of business, from new prospects to growing existing accounts. • Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. • Support GitLab for prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes. • Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams. • Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. • Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement. • Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success. • Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Company OverviewDeepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. Company Operating RhythmAt Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5. THE OPPORTUNITY Japan is one of the world's most important enterprise technology markets, and Deepgram is already seeing strong demand here. Joining at the earliest stage of Deepgram's presence in the country, you will turn that demand into revenue: winning new logos, earning the trust of enterprise buyers, and growing those relationships over time. You will help shape how Deepgram sells in Japan rather than inheriting a finished playbook. Japan is a market where enterprise trust is earned in person and over time, and where the voice AI category itself is still being defined. This is a consultative, relationship-led sale: you will spend real time with customers, help them understand what voice AI makes possible, and guide them from first conversation to production. You will run both a direct motion and a co-sell motion alongside our partners. This is a role for a full-cycle seller who is at home with technical buyers and energized by building something early. WHO YOU ARE You are a full-cycle Account Executive who builds your own pipeline and closes it through a consultative, relationship-led approach. You are comfortable selling a product with real technical depth, holding your own with engineers, architects, and technical decision-makers, and translating what the product does into clear business value. You know how to earn trust with enterprise buyers, land a new logo, and grow it over time, and you are as comfortable working a partner co-sell as you are running a direct deal. You are credible with Japanese enterprises, fluent in the language and the culture of how business is done here, and patient with the relationship-building a consultative sale requires. You do your best work in a build environment where the playbook is still forming, priorities move quickly, and your input shapes how the team sells. WHAT YOU'LL DO - Own a territory end to end: generate pipeline, run full-cycle deals, and carry a new-business and expansion number. - Build your own pipeline through self-prospecting, and work with SDRs and Marketing to grow pipeline and build Deepgram's presence in the market, including representing Deepgram at key developer and industry events. - Sell consultatively: build trusted relationships with enterprise buyers in person, and help them understand what voice AI, STT, TTS, and voice agents make possible. - Run both motions: sell directly, and co-sell with systems integrators and hyperscaler partners. - Land new logos and expand them over time, growing accounts through adoption and new use cases. - Work closely with Field Engineers to guide technical evaluations and move customers from evaluation into production. - Develop a strong command of customer needs, the competitive landscape, and Deepgram's products, and articulate the value clearly to technical audiences. - Maintain accurate pipeline hygiene and forecasting. - Bring the voice of the customer back to Deepgram, feeding product feedback and market insight to the team. YOU'LL LOVE THIS ROLE IF YOU - Are energized by building early and want to help shape how Deepgram sells in Japan. - Take pride in building your own pipeline and owning a deal from first touch to close. - Believe enterprise trust is earned in person, over time, through a consultative approach. - Are at home selling to technical buyers and can hold your own on the substance of the product. - Enjoy running both direct and partner co-sell motions. - Think in terms of landing a logo and growing it, not just closing once. - Are passionate about Deepgram's mission and what voice AI makes possible. IT'S IMPORTANT TO US THAT YOU HAVE - A track record as a full-cycle Account Executive: building pipeline from scratch, running technical deals, and consistently overachieving against target. We expect this typically means 5 or more years of quota-carrying experience, but we hire at varying levels of seniority and encourage strong candidates to apply. - Consultative, relationship-led selling experience with Japanese enterprises, with business-level Japanese and native-level cultural fluency. - Experience selling products with real technical depth, such as APIs, developer tools, or platforms evaluated on their merits by engineering buyers. - Comfort running both a direct motion and a partner or co-sell motion. - A land-and-expand mindset, with a history of growing accounts after the initial win. - Strong communication and follow-up, and the discipline to run a consistent, repeatable sales process. - A history of stable tenure and clear progression across your roles. IT WOULD BE GREAT IF YOU HAD - Experience selling voice AI, speech, AI/ML, developer tools, or infrastructure. - Experience co-selling through systems integrators or hyperscaler partners. - Familiarity with a modern sales methodology such as Challenger. - Experience in a high-growth or early-stage environment. If the idea of building Deepgram's business in Japan excites you, we'd like to hear from you. BENEFITS & PERKS We offer best-in-class benefits, localized to your market. This includes comprehensive health coverage, generous paid time off, paid parental leave, meaningful learning and development support, and stipends to help you do your best work. Specific benefits are administered locally and governed by country-specific regulations. Backed by prominent investors including Y Combinator, Madrona, Tiger Global, Wing VC and NVIDIA, Deepgram has raised over $215M in total funding. If you're looking to work on cutting-edge technology and make a significant impact in the AI industry, we'd love to hear from you! Deepgram is an equal opportunity employer. We want all voices and perspectives represented in our workforce. We are a curious bunch focused on collaboration and doing the right thing. We put our customers first, grow together and move quickly. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. We are happy to provide accommodations for applicants who need them.

• 8 years of experience of selling complex SaaS Products to C-Level Executives (CISOs, CIOs, CROs) of top enterprises • Experience hunting and also growing accounts (land and expand model) • Lead sales efforts within a designated territory • Incubate and grow sales for a new cyber security platform and nurture relationships with CXOs • Achieve sales targets on a quarter-on-quarter basis with a high degree of forecast accuracy • Work to build an adequate sales pipeline and follow the rigors of pipeline management • Responsible & accountable for achieving Overall Revenue Targets of the Territory • Leverage partnerships with Channels & System Integrators (SIs) • Oversee the proposal to contract negotiation • Presentation & Negotiation Skills • Excellent analytical skills and the ability to manage complexity • Concept Selling

• Most boards and executives are currently flying blind when it comes to cyber risk. • They are guessing. • At Safe, we’ve built an AI-driven engine that finally gives the C-Suite a clear, quantified, and real-time view of their security posture. • We don’t just provide data; we provide certainty. • We are a $170M Series C-funded category leader. • We don't play in the mid-market; we operate at the highest levels of global enterprise. • Today, we are proud to serve 10% of the Fortune 500, protecting global icons such as Apple, Netflix, AT&T, Verizon, and Victoria’s Secret. • As we scale toward our next chapter, we are looking for high-performers who want to do the best work of their careers at the intersection of AI and Cybersecurity.