Account Executive, 製薬

Tulipについて 製造業は世界経済の約20%を占めながら、最もデジタル化が遅れている産業のひとつです。TulipはMITで創業した、製造現場の作業者のために設計されたAIネイティブ・ノーコードプラットフォームです。2026年1月には評価額13億ドルを達成し、前年比二桁成長を継続しています。世界経済フォーラムのGlobal InnovatorおよびGartner Leaderにも選出されています。 日本市場について 日本は世界第4位の製薬市場であり、世界でも特に高い製造基準を持つ国のひとつです。Tulipにとっても非常に重要な戦略市場と位置づけています。三菱電機からの戦略的出資を受け、DMG MORIとは長年にわたるパートナーシップを築いてきました。これらの関係は、私たちがこの市場に真剣に向き合っている証でもあります。 AstraZeneca、Eli Lilly、J&J、中外製薬といったグローバルなリーディングカンパニーがすでにTulipを導入し、電子バッチ記録・eDHR・ラインクリアランス・逸脱管理などの業務デジタル化を進めています。 今私たちが求めているのは、その土台の上に新たな成長を築いていける方です。このポジションは、日本の製薬・ライフサイエンス業界におけるセールスのPlaybookを自ら主体的に作っていただける方を募集しております。　 勤務地は日本です。2026年はフルリモート勤務で、2027年にはオフィス開設を予定しています。なお、応募時点で有効な日本の就労ビザをお持ちであることが必須となります。ビザのスポンサーシップには対応しておりません。 This role is located in Japan - We are a remote work environment for 2026 with future plans to open up an office in 2027. Candidates must possess a valid Japanese work visa at the time of application. We are unable to provide visa sponsorship for this position. Tulip brings modern technology and AI into manufacturing. Manufacturing accounts for almost 20% of the global economy and one in every seven workers on Earth, yet remains among the least digitized. More than a decade ago, we created the category to close that gap: AI-native software that puts cutting-edge tools directly in the hands of the people on the manufacturing front lines. Because we are human-centered and tech-obsessed, we are building a future of work where human ingenuity is amplified with the latest technology. In January 2026 we became one of Boston's few new AI unicorns, reaching a $1.3B valuation. We're growing double digits in revenue year over year. The world's best manufacturers run on Tulip - turning inventory 10x faster, releasing gene therapies in hours instead of weeks, and training master craftspeople to forge engagement rings 5x more rapidly. Headquartered in Somerville, MA with offices in Germany, Hungary, Singapore, Japan, and Israel, we've been consistently named a World Economic Forum Global Innovator, a Gartner leader, and one of Built In Boston's "Best Places to Work." We run the way we build: AI-forward, humanistic, and high ownership. We're looking for builders who are energized by complex problems, rapid cycles, and the unique opportunity to see their impact on a global scale About the Role: Japan is the world's fourth-largest pharmaceutical market, home to some of the most demanding manufacturing standards anywhere — and one of Tulip's most strategic markets. Mitsubishi Electric has made a strategic investment in Tulip, and DMG MORI has been a longstanding partner. These relationships reflect how seriously we are committed to this market. Global pharma leaders including AstraZeneca, Eli Lilly, J&J, and Chugai are already running on Tulip to digitize operations — from electronic batch records and eDHR to line clearance and deviation management. The market is real. The customers are real. The foundation is there. What we need now is the person who will build on it. This is a founding role: the first dedicated commercial presence for Tulip in Japan's pharmaceutical and life sciences industry. We're looking for someone who is ready to own it. About You: • You are on the front lines working with large strategic pharmaceutical, biotech, and life sciences accounts in Japan, presenting from C-suite executives to front-line manufacturing operators and QA leaders. • You have successfully navigated complex enterprise sales into life sciences companies, with deep understanding of the long deal cycles, multi-stakeholder buying committees, and validation/qualification processes that define this industry. • Acronyms like ERP, MES, GxP, eBR, eDHR, LIMS, LES, and 21 CFR Part 11 are part of your daily conversations. • You are used to building, managing, and closing opportunities within a new pipeline — including proof of concept, validation phases, and expansion deals across global pharma networks. • You are comfortable with ambiguity and eager to contribute to building scalable sales processes and a localized GTM playbook for Japan. • Experience either working at a startup or helping to develop a new business unit within a multinational company is a plus. • Genuine, humble, and intellectually curious, with a passion for learning about pharmaceutical manufacturing, regulatory frameworks, and digital transformation. • Strong customer-centric approach, focused on building long-term relationships with regulated-industry customers. • Positive, proactive, and collaborative team player. What skills do I need? • 5+ years selling complex enterprise SaaS solutions into Pharmaceutical, Biotech or broader Life Sciences accounts in Japan, at management and executive levels. • Demonstrated history of consistently exceeding 100%+ quota, managing a diverse pipeline across multiple types of life sciences customers. • Experience selling Manufacturing, Quality, and Compliance solutions (MES, eBR/eDHR, LIMS, QMS, or related platforms) is strongly preferred. • Proven ability to operate and move deals through complex, regulated organizations — including procurement, IT, QA/RA, validation, and operations stakeholders. • Experience in value-based selling and MEDDPICC, closing large enterprise deals. • Familiarity with GxP environments, 21 CFR Part 11, computer system validation (CSV), and pharma-specific compliance frameworks. • Proficient in Salesforce.com, Outreach, ZoomInfo, and LinkedIn Sales Navigator. • Demonstrated ability to learn new software quickly and speak fluently about SaaS, PaaS, IoT, and cloud solutions. • Excellent written and verbal communication skills, with the ability to present complex solutions to diverse audiences from operators to C-level in Japanese. • Strong ability to manage multiple priorities and maintain a high volume of activity. • Business-level English to communicate with the global team and handle English regulatory and product documentation. • Native or business-level Japanese to communicate with Japanese customers, internal team, and handle Japanese material. Key Responsibilities: • Own the full sales cycle in Japan's pharma and life sciences market — prospecting through close — across mid-market and enterprise accounts. • Build and drive pipeline for complex, regulated deals, navigating multi-stakeholder buying committees (procurement, IT, QA, validation, operations). • Develop and execute a Japan-specific GTM strategy for pharma/life sciences, owning quarterly and annual revenue targets. • Present value propositions tied to pharma-specific pain points (batch review, deviation management, audit readiness, paper-based processes), showcasing Tulip's technical and regulatory edge. • Build relationships across the account — plant managers, QA/RA leaders, digital transformation owners, and C-suite executives. • Coordinate with channel and consulting partners to co-sell and execute deals. • Partner with Pre-Sales, Marketing, Customer Success, and Professional Services to ensure smooth, validated implementations and customer success. • Maintain accurate forecasting and pipeline records in Salesforce, supporting team-wide visibility. • Track PMDA/FDA/EMA regulatory shifts and competitive dynamics, and serve as the internal voice of the Japan pharma market to shape product, marketing, and GTM priorities. Key Collaborators: • Business Development Manager • Solution Engineer • Marketing • Professional Services • Channel & Consulting Partners Working At Tulip We know even great candidates experience imposter syndrome. Even if you don't match every requirement, applying gives you the opportunity to be considered. We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include: • Direct impact on product and culture • Company equity • Hybrid Work Style • Learning & Development benefits • Comprehensive social insurance package (Health, Pension, Employment, and Workers' Compensation) • Commutation Allowance We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.