When Kaori Saito joined Abnormal earlier this year, she became one of the founding members of the Japan sales team. From the start, she’s been bridging cultures and time zones—using AI to work smarter while building genuine human connections with customers and teammates around the world.

Building Abnormal’s Presence in Japan, One Conversation at a Time

For Kaori Saito, success often begins with curiosity. Early on, she noticed that the customer segments she predicted would respond most strongly to Abnormal were indeed the first to engage. “The moments when everything clicks for me is when a hypothesis I made turns out to be right,” she explained, a reminder that strategy and intuition often go hand in hand.

That analytical approach is backed by a genuine belief in Abnormal’s technology. “It’s no longer realistic for people to manually detect fraudulent or suspicious emails among the massive volume they receive every day,” she said. “Abnormal’s behavioral AI learns from each user’s behavior to detect and stop threats before they reach the inbox.”

As one of the founding members of the Japan sales team, Kaori focuses on helping customers understand not just what Abnormal does, but why it matters. “Since we still have very few local customer references in Japan, nothing can move forward unless customers first feel a sense of trust and interest in Abnormal AI as a company,” she said, an approach that anchors every conversation in credibility and care.

Respect, Trust, and the Human Side of Sales

Selling in Japan means understanding the unspoken. Kaori is mindful of how tone and formality shape relationships, especially with senior decision-makers. She chooses her words carefully and approaches each exchange with gratitude and respect.

That attention to detail has already paid off. Not long after she joined, customers began recognizing Abnormal by name at industry events — a milestone for a team still building its local presence. “It felt like Abnormal is truly starting to make an impact in Japan, step by step,” she said.

She credits those moments of progress to staying grounded in empathy. Even when faced with cultural differences or the challenges of early-stage growth, she centers her work around trust and thoughtfulness.

Where AI Amplifies Human Connection

AI is a daily partner in Kaori’s work, streamlining tasks like research, proofreading, and translation so she can focus on meaningful conversations. But for her, automation will never replace authenticity.

“I intentionally use the time AI saves me to think deeply about how to make others—both customers and teammates—feel happy and comfortable,” she said. “For me, leveraging AI is not about replacing the human element, but about ensuring I never lose the sincerity, warmth, and humanity that define my role.”

It’s this mindset that reflects Abnormal’s broader culture of innovation. Employees are encouraged to use AI as a collaborator that enhances judgment and frees people to do their best work.

Global Support Across Time Zones

Even as the only SDR based in Japan, Kaori feels deeply connected to her global teammates. Her colleagues across the UK, Australia, and North America regularly check in, share insights, and offer help. Those small acts of support, especially from teammates working nine hours behind — have become a source of motivation and belonging.

One of her UK colleagues, for example, consistently made time for check-ins and offered to join customer calls if language or scheduling ever posed a challenge. For Kaori, those gestures speak volumes. “What meant the most was that this support wasn’t just once — he consistently made time for me. That continued effort made me feel truly included and supported, even across time zones,” she said.

She says that kindness is what defines Abnormal’s culture. “Even across distances, we celebrate each other’s successes and cheer one another on,” Kaori explained, crediting the company’s transparency and shared purpose for making remote collaboration feel personal.

Adapting, Learning, and Looking Ahead

Every day brings new insights about what it means to build trust in a new market. While data can point to opportunity, Kaori says real understanding comes from listening closely to customers and adjusting based on their language, norms, and business culture. “Because our customers have their own way of communicating, I’m still learning how to tailor our approach,” she said. “Every interaction brings new learnings, and I want to use them to help pave the way for future teammates who will join the Japan team.”

That sense of purpose drives her forward. “What excites me most is hearing direct feedback from customers about how Abnormal’s technology has contributed to their success,” she shared. “Those conversations prove the real value of what we’re building.”

As Abnormal grows in Japan, Kaori is proud to be part of this moment — where curiosity, collaboration, and technology come together to shape a new chapter. “Right now, I’m part of a critical phase — establishing trust in Abnormal AI within the Japanese market,” she said. “I believe this combination of meaningful outreach and cultural understanding is the key to long-term success.”

And for anyone considering joining her? Kaori offers this perspective: “We’re in a market-launch phase that offers wide responsibility, high ownership, and the ability to make a direct impact. It’s a rare opportunity you can only experience right now.”

Want to help build something extraordinary in Japan? Explore open roles.