AI Security - Account Executive Strategic Accounts

Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform. We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler. 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 Strategic Accounts 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. Bonus Points (Preferred Qualifications) ・Experience leveraging AI-powered sales intelligence, predictive forecasting, or conversational AI platforms to optimize enterprise territory planning and pipeline acceleration Why Join Zscaler? • Be part of the defining security challenge of our era: enabling safe AI adoption at enterprise scale. • Help shape the AI security category at a pivotal moment of growth. • Work with world-class red teamers, engineers, and security leaders. • Remote-first flexibility, with opportunities for travel and event representation. • Direct impact: your work directly shapes outcomes for Fortune 500 enterprises and beyond. #LI-RS1 At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: • Various health plans • Time off plans for vacation and sick time • Parental leave options • Retirement options • Education reimburseme