Note: The job is a remote job and is open to candidates in USA. Smartcat is building the future of work with a focus on Agentic AI, enabling enterprises to create high-performing hybrid workforces. The Key Account Executive will be responsible for developing multi-million ARR relationships with enterprise customers, focusing on both expansion and new business opportunities.
Responsibilities
- Own Expansion ARR and NRR across a defined portfolio of enterprise accounts
- Proactively identify and pursue:
- Upsell and cross-sell opportunities
- Package expansion and agent capability expansion
- New workflows, departments, business units, and geographies
- Own a select number of new enterprise logos where Smartcat sees long-term, durable ARR potential
- Build and execute a clear plan and path to multi-million ARR per account cluster
- Treat accounts as businesses, not books of business
- Getting out of coaches and low-level users
- Navigating complex enterprise organizations to reach real decision-makers
- Building multi-threaded relationships across:
- Business leaders
- Technical stakeholders
- Finance and procurement
- VP, SVP, and C-level executives
- Creating momentum where none exists
- Read and understand:
- Balance sheets
- Budget ownership and buying power
- Enterprise buying centers
- Build custom commercial proposals tied to:
- Business impact
- ROI and value realization
- Productivity, cost reduction, and risk mitigation
- Lead executive negotiations and stakeholder alignment
- Confidently run high-stakes conversations with senior executives across global organizations
- Leading deals through:
- Procurement
- Legal
- Security
- AI, data, and governance reviews
- Navigating centralized and regional buying committees
- Managing pricing, discounting, and contract negotiations
- Holding the line on value rather than defaulting to discounting
- Controlling the deal process — not being controlled by it
- Fluent across modern enterprise sales approaches, including:
- Challenger
- Value-based selling
- MEDDPICC-driven qualification
- Consultative and executive narrative selling
- Comfortable leading executive conversations about:
- The business value of AI
- AI impact on:
- Productivity
- Speed-to-market
- Cost efficiency
- Risk mitigation
- AI governance, trust, and responsible use
- Human-in-the-loop models and quality assurance
- Translating Smartcat’s agentic platform and Multi-Agent Systems into measurable ROI
- Is strategic and fast-moving
- Avoids analysis paralysis
- Maintains quarter-by-quarter execution discipline
- Does not hide behind long-term strategy to avoid closing deals
- Collaborating deeply on scoped expansions
- Ensuring complexity is sold correctly
- Co-owning outcomes through delivery
- Escalating early and intelligently
- Delivering uncomfortable truth internally and externally
- Challenging customers when value is at risk
- Calling deal risk early
- Disqualifying weak opportunities
- Pushing back on misaligned scope or expectations
- Speaking up with data and conviction
- Own your forecast
- Call it straight
- Surface risk early
- Do not sandbag
- Do not hero-forecast
- Bring rigor, judgment, and clarity
Skills
- Senior, revenue-owning role responsible for building multi-million ARR relationships across high-potential enterprise customers
- Hunter–expander mentality requiring urgency, executive presence, commercial rigor, AI business fluency, and strong character
- Expand existing enterprise customers into multi-department, multi-workflow, global relationships
- Own a select set of high-quality new logos and hunt them aggressively
- Lead executive-level conversations around AI value, governance, ROI, and outcomes
- Operate as a strategic revenue owner in close partnership with Field Delivery Engineers (FDE), Customer AI Engineers, Product, Marketing, and RevOps
- Own Expansion ARR and NRR across a defined portfolio of enterprise accounts
- Proactively identify and pursue upsell and cross-sell opportunities
- Build and execute a clear plan and path to multi-million ARR per account cluster
- Navigate complex enterprise organizations to reach real decision-makers
- Build multi-threaded relationships across business leaders, technical stakeholders, finance and procurement, and C-level executives
- Read and understand balance sheets, budget ownership, and enterprise buying centers
- Build custom commercial proposals tied to business impact, ROI and value realization, productivity, cost reduction, and risk mitigation
- Lead executive negotiations and stakeholder alignment
- Fluent across modern enterprise sales approaches, including Challenger, value-based selling, MEDDPICC-driven qualification, and consultative selling
- Comfortable leading executive conversations about the business value of AI and its impact on productivity, speed-to-market, cost efficiency, and risk mitigation
- Comfortable delivering uncomfortable truth internally and externally
- Own your forecast, surface risk early, and maintain forecast integrity
- Demonstrate elite performance with elite character, emphasizing humility as a force multiplier
- Be hungry, smart, and humble in balance
Benefits
- Most of our roles are remote-friendly, giving you the flexibility to do your best work from where you thrive.
- For customer-facing teams, we prioritize proximity to our customers, ensuring we stay deeply connected to their needs and deliver an exceptional experience.
- You’ll be part of a highly collaborative, globally-distributed team that values ownership, speed, and meaningful impact.
- Be part of an AI Native Organization where you’ll shape how AI transforms the workplace and play an integral role in ensuring Smartcat remains a leader in AI innovation.
- Join the rocketship to scale-up 10x and beyond together in a company growing at 130% YoY with plans to accelerate further.
- Access to direct leadership and hands-on coaching from a CRO who previously scaled a company to $150M+ ARR and a successful exit.
- Deep cross-functional support across Product, FDE, CX, Marketing, and RevOps.
- Clear executive sponsorship and alignment.
Company Overview