Senior Account Executive

About Us Most people have never heard of the technologies behind the products they use every day. Chances are, they've relied on ours. Our software and development tools help build products used in cars, hospitals, factories, homes, and industries around the world. We help engineers solve complex challenges and create technology people can depend on. Rooted in Nordic values and trusted by innovators worldwide, we combine deep technical expertise with a culture of curiosity, craftsmanship, and collaboration. With decades of engineering experience and a shared passion for technical excellence, we're helping shape the future of software and embedded development. We take pride in building tools for people who build the world around us. About the Role IAR is part of Qt Group, operating as an independent business focused on embedded software development. We provide software development tools that help engineers develop, debug, test, and secure embedded software for products across automotive, industrial automation, medical technology, and other industries. As a Senior Account Executive, you will own an assigned territory in Japan and drive revenue growth through new customer acquisition and expansion within existing accounts. You will manage the full sales cycle, from prospecting and qualification through negotiation and closing, while building long-term relationships with key stakeholders. Working closely with Field Application Engineers (FAEs), Marketing, and other teams, you will identify customer needs and turn them into business opportunities through a proactive, solution-based approach. What You’ll Do Own the full sales cycle, from prospecting and qualification through negotiation and closing. Develop and execute territory and account plans to drive new customer acquisition and grow existing accounts. Build strong relationships with key stakeholders, decision-makers, and influencers to understand their needs and identify new business opportunities. Partner with Field Application Engineers (FAEs) to develop and present solutions that address customers’ technical and business challenges. Build and maintain a healthy sales pipeline, ensuring accurate forecasting and consistent progress toward revenue targets. Collaborate with Marketing and other internal teams on demand generation and market opportunities, including representing IAR at industry events, trade shows, and conferences. What You Bring to the Table 3+ years of B2B sales experience, preferably within software, technology, or a related industry. A proven track record of meeting or exceeding sales targets and driving new business. Experience with solution-based or value-based selling in complex customer environments. Strong communication, negotiation, and relationship-building skills with the ability to engage different stakeholders. Experience driving initiatives and collaborating effectively across cross-functional teams. A proactive and independent approach, with the ability to take ownership and combine strategic thinking with hands-on execution. Bonus Points For... Experience within embedded systems, IoT, or related technology industries, including an understanding of software licensing or technical software solutions. International experience, ideally from living abroad and working within a global organization. Experience navigating complex organizational environments and adapting your approach to different stakeholders and ways of working. Build What Matters. Grow Where It Matters. We believe work should support your life, not the other way around. That's why our benefits are designed to be flexible, inclusive, and meaningful across every stage of your journey. From wellbeing and growth to celebrating life's big (and small) moments, we invest in what matters to you, wherever you are. Flexibility You Can Count On We offer hybrid working options and flexible hours, empowering you to balance your personal life and professional goals because life outside of work matters, too. Meaningful Wellbeing Support From mental health resources to physical wellness programs, we provide practical, accessible support tailored to local needs. Opportunities to Grow Whether through hands-on learning, mentorship, or international collaboration, we invest in your development so your career can grow in the direction you choose. Inclusive by Design You'll join a team that values different perspectives, encourages collaboration, and creates space for everyone to contribute and succeed. Rewarding Your Impact Our compensation and benefits packages are competitive, regularly reviewed, and locally relevant, ensuring your contribution is recognized wherever you are. Bring Your Whole Self The best ideas come from people with different experiences, perspectives, and ways of thinking. We are committed to creating an environment where everyone feels respected, supported, and able to do their best work. We welcome applicants of all backgrounds and identities and provide equal opportunities for all. Our technology may be what we're known for, but it's our people who make the difference. We'd love to learn more about you. Tell us about your skills and experience, but just as importantly, tell us what motivates you and what kind of impact you want to make.