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。

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About Tulip

Manufacturing accounts for nearly 20% of the global economy yet remains one of the least digitized industries on earth. Tulip was founded at MIT to change that — an AI-native, no-code platform built for the people on the manufacturing front line. In January 2026 we reached a $1.3B valuation and continue to grow double digits year over year. We have been recognized as a World Economic Forum Global Innovator and a Gartner leader.

About the opportunity in Japan

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.

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.

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:

- Drive revenue growth in the Japanese pharma and life sciences market by managing the full sales cycle, from prospecting to closing strategic deals within mid-market and enterprise accounts.

- Break into and drive large, complex deals from lead to close, navigating regulated procurement processes and multi-stakeholder buying committees.

- Develop and execute Japan-specific sales strategies for pharmaceutical and life sciences verticals to achieve and exceed quarterly and annual revenue targets.

- Build accurate forecasting and operational cadence, maintaining meticulous records in Salesforce.com.

- Present compelling value propositions that address pharma-specific pain points — batch review cycles, deviation management, audit readiness, paper-based processes — and demonstrate the technical and regulatory superiority of the Tulip platform.

- Build and maintain strong relationships with key stakeholders, including VP/C-level executives, plant managers, QA/RA leaders, and digital transformation owners.

- Drive account strategies and coordinate selling efforts with channel and consulting partners to execute the sales process and win deals.

- Collaborate with cross-functional teams (Pre Sales, Marketing, Customer Success, Professional Services) to ensure customer satisfaction and successful, validated implementations.

- Stay up-to-date on pharma industry trends, regulatory changes (PMDA, FDA, EMA), and competitive landscape to effectively position Tulip's solutions.

- Serve as the voice of the Japan pharma market internally, informing product, marketing, and GTM priorities.

• You will own the full sales cycle in Japan's pharma and life sciences market, from first conversation to signed contract, across mid-market and enterprise accounts.
• You will build and manage a pipeline from scratch, moving complex deals through regulated procurement processes with multiple stakeholders on the buying side — procurement, IT, QA, validation, and operations.
• You will develop a Japan-specific go-to-market approach for pharma and life sciences, set your own targets, and be accountable to them.
• You will get to know your accounts deeply and build relationships at every level, from plant managers and QA leaders to C-suite executives and digital transformation owners.
• You will work closely with partners and channel players to co-sell and execute deals, and coordinate with Pre-Sales, Customer Success, and Professional Services to make sure customers land well and expand.
• You will keep Salesforce current and forecast accurately — this matters for a small team where visibility is everything.
• You will stay close to the market: regulatory shifts from PMDA, FDA, and EMA, competitive moves, and where pharma manufacturing is heading in Japan.
• And perhaps most importantly, you will be the voice of this market inside Tulip. What you learn in the field will shape how we build, market, and sell here.

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 benefit

- 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.

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.