AI Security - Account Executive

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise , we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.

Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate —we’re focused on getting to the best ideas, faster.

We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession , collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential.

If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.

The Team The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to guide a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security.

Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world. The Role We are looking for a dynamic and enthusiastic Senior Account Executive (AE) - AI Security to join our Japan based team based in Tokyo to help accelerate growth in the highly competitive world of AI cybersecurity.

This is both a customer acquisition and customer management role that combines communication skills, a consultative approach, and business / sales expertise to demonstrate the value of our platform from discovery calls closing projects. As a Sr. AE, you will speak with dozens of new people every week including CISOs, AI development engineers, and security leaders.

You will strive to form lasting customer relationships with the goal of building champions of Zscaler for years to come. You’ll also channel customer insights back into Zscaler’s product roadmap and marketing, helping us continuously push the frontier of AI security.

What You’ll Do

Strategic prospecting and driving GTM motion: Research and prospect into organizations using email, calls, networking, and other creative methods to guide early-stage pipeline development. Lead qualification: Penetrate, profile, qualify, and schedule well-qualified appointments with key decision-makers within targeted companies. Activity Goals: You will exceed daily and weekly activity goals, delivering a high quantity of well-qualified sales opportunities.

Articulating our value proposition in AI Security: To assess buying interest, you will articulate our value proposition to decision makers across multiple industries. Technical Understanding: You will attain a deep understanding and demonstrate Zscaler tech solutions to prospective clients about AI Security. Work closely with Sales Engineers in the sales process with potential prospects and customers.

Research and Education: You will research customers, identify decision-makers, educate prospects, and qualify buying interest. Develop business value propositions based on customer situations and Zscaler offerings. Communicate customer needs and objections to product and marketing teams. Represent Zscaler at conferences and trade shows including booth work and networking sessions. Maintain awareness of competitors and their products that compete against Zscaler products.

Who You Are (Minimum Qualifications) Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain Experienced in customer-facing GTM roles, ideally within cybersecurity or GenAI environments. Knowledgeable in Generative AI, cybersecurity, or adjacent technical domains. Skilled communicator, equally comfortable in c level meetings and executive briefings.

Strong problem-solver with a track record of resolving AI and business-related problems. Experience with the MEDDIC sales methodology. 5+ years of full sales cycle experience within software or security industry. Bachelor’s degree or equivalent education. Why Join Zscaler? Be part of the defining security challenge of our era: enabling saf