Enterprise Account Executive - Japan

We are looking for a results-driven Enterprise Account Executive to lead sales expansion across Japan and the broader APAC region. This individual will be a key driver of new business, responsible for owning and executing strategic sales plans that strengthen Orca AI’s presence and customer base in the maritime industry. You will operate as a seasoned individual contributor with strong selling instincts and the ability to build lasting customer partnerships.

About Orca AI: Shipping accounts for over 90% of global trade, yet the industry remains decades behind in digitization and automation. Operating safely and efficiently in congested ports and high-traffic sea lanes is becoming increasingly challenging. Orca AI is transforming maritime operations through real-time AI and computer vision, delivering next-generation situational awareness and decision-making. Our platform connects onboard crews with shoreside teams, improving navigational safety, reducing human error, and supporting decarbonisation through performance optimisation. Founded in 2018, Orca AI is a fast-growing scale-up in an incredibly strong position. We recently raised $73M in a Series B round (May 2025) and have over 1,100 systems deployed to industry giants like MSC, Seaspan, and NYK. What sets us apart is our data – over 100 million nautical miles of proprietary data, making it the largest maritime AI dataset in the world. As we scale rapidly, we are looking for passionate individuals to join us in defining the future of the maritime world.

Responsibilities:

• Develop and execute effective sales strategies to land new enterprise customers across Japan / APAC.
• Meet or exceed aggressive revenue and pipeline targets.
• Create accurate sales forecasts and provide insights to leadership.
• Build strong, long‑lasting relationships with senior decision-makers and stakeholders.
• Continuously expand the sales pipeline through proactive prospecting and qualification.
• Represent Orca AI at industry events and customer meetings across the region.
• Collaborate closely with cross-functional teams (Marketing, Product, Customer Success) to drive success and deliver value.

Requirements:

• 6+ years of successful B2B enterprise sales experience in technology or related fields (software / SaaS preferred).
• Demonstrated track record of meeting or exceeding sales goals.
• Strong hunter mentality with excellent deal-closing skills.
• Experience managing complex, consultative sales processes end-to-end.
• Excellent negotiation and executive-level communication skills.
• Comfortable working in a fast-paced startup environment with a high degree of autonomy.
• Ability to travel frequently across Japan / Asia-Pacific.
• Fluency in English and Japanese is highly preferred.
• Experience in the maritime or logistics industry is a strong plus.

Why Orca AI?

Our Culture and Benefits:

We are a global team of 130 professionals driven by a shared mission to lead the transition to autonomous shipping. At Orca AI, we combine cutting-edge technology with a human-centric approach to redefine the maritime industry. We believe in:

• Innovation & Data-Driven Intelligence: We are passionate about solving complex problems for the first time in a “greenfield” industry. By leveraging data and intelligence, we create smarter, more efficient solutions that drive lasting change.
• Global Impact & Reliability: Our mission is to use technology to make the oceans safer and the world more efficient. We are dedicated to providing our customers with a reliable service they can count on to protect their most valuable assets.
• Customer Centricity & Agility: Our customers are at the heart of everything we do. We embrace agility as an essential part of our workflow, enabling us to respond effectively to changing market conditions and provide the best possible service.
• Global Collaboration: Diversity is our strength. We operate across Japan, Singapore, and Greece, supported by a diverse remote team spanning Europe and Asia, fostering a truly international perspective on maritime challenges.
• High-Energy Environment & Balance: We foster a vibrant, high-energy work culture. In our Tel Aviv office, we enjoy a dog-friendly environment and maintain a unique work-life balance, working 4 days a week from the office to stay connected and inspired.

Orca AI is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of all diverse backgrounds, and special accommodations are available upon request in all selection phases.