Enterprise Account Executive

Role Overview

• Own every aspect of Patch's commercial efforts in your territory: full-cycle enterprise deals with the region's largest buyers — from cold outreach and deep discovery through multi-stakeholder negotiation, close, and expansion.
• Build Patch's reputation as the most trusted partner in environmental markets across the region — not just a vendor — with a particular focus on the Japanese market.
• Build and own a qualified enterprise pipeline across APAC through disciplined prospecting, own network, referrals, events, and strategic outreach — creating deal flow where none existed before
• Run multi-threaded deals into large APAC enterprises and Japanese trading houses (sōgō shōsha), spanning sustainability leadership, finance, procurement, trading desks, and legal — navigating complex, consensus-driven buying committees with confidence and cultural fluency
• Lead deep discovery that uncovers not just stated needs but strategic pressures, organizational dynamics, and commitment gaps unique to each market
• Serve as a trusted advisor to accounts, bringing market intelligence on voluntary and compliance carbon markets and corporate climate claims that goes beyond the product pitch
• Partner closely with the APAC GM and with Supply, Climate, Marketing, Product, and Engineering to shape how Patch delivers, goes to market, and what to build for the region next
• Represent Patch at marquee regional and Patch-hosted events, building relationships that compound over time and establishing Patch as a recognized name in APAC environmental markets
• Feed regional insight back into the company — informing localization, supply strategy, and product priorities for APAC
• Work in a modern, AI-native sales environment: Salesforce, Gong, Dust AI, Asana, Slack, and a team obsessed with workflow efficiency

Requirements

• 5–10+ years of enterprise B2B sales experience in a quota-carrying closing role, with a consistent track record of 100%+ quota attainment
• You've run complex, multi-stakeholder deals with large enterprises (1,000+ employees) in APAC — you know how to navigate consensus-driven procurement, legal, and the C-suite simultaneously
• You have direct experience selling into Japanese trading houses (sōgō shōsha) and understand how decisions get made inside them
• You bring domain knowledge of carbon markets — voluntary and/or compliance — and corporate climate claims, and can hold a credible conversation with sustainability and trading leaders
• You're a 0-to-1 builder and market maker — you've created your own deal flow from scratch, not worked inbound queues or relied on a strong PLG motion or an established brand
• You're a strong networker and problem-solver who operates with high agency in ambiguity and treats opening a new market as the opportunity, not the obstacle
• You've sold a new or emerging category and know what it takes to help buyers develop conviction in something that's still being defined
• You can earn trust in a room with a sustainability lead and a CFO at the same time — and you've done it
• You're a constant learner of new tools with the appetite to grow your technical capabilities across AI

Benefits

• Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to demonstrated skill set, years and depth of relevant experience, location, and some role-dependent factors. Full-time employees will also be eligible for equity and insurance. *