[Remote] Key Account Executive

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 to enhance productivity for leading enterprises. The Key Account Executive will be responsible for developing multi-million ARR relationships with enterprise customers and driving expansion revenue through strategic engagement and executive-level conversations.ResponsibilitiesOwn Expansion ARR and NRR across a defined portfolio of enterprise accountsProactively identify and pursue:Upsell and cross-sell opportunitiesPackage expansion and agent capability expansionNew workflows, departments, business units, and geographiesOwn a select number of new enterprise logos where Smartcat sees long-term, durable ARR potentialBuild and execute a clear plan and path to multi-million ARR per account clusterTreat accounts as businesses, not books of businessGetting out of coaches and low-level usersNavigating complex enterprise organizations to reach real decision-makersBuilding multi-threaded relationships across:Business leadersTechnical stakeholdersFinance and procurementVP, SVP, and C-level executivesCreating momentum where none existsRead and understand:Balance sheetsBudget ownership and buying powerEnterprise buying centersBuild custom commercial proposals tied to:Business impactROI and value realizationProductivity, cost reduction, and risk mitigationLead executive negotiations and stakeholder alignmentConfidently run high-stakes conversations with senior executives across global organizationsLeading deals through:ProcurementLegalSecurityAI, data, and governance reviewsNavigating centralized and regional buying committeesManaging pricing, discounting, and contract negotiationsHolding the line on value rather than defaulting to discountingControlling the deal process — not being controlled by itFluent across modern enterprise sales approaches, including:ChallengerValue-based sellingMEDDPICC-driven qualificationConsultative and executive narrative sellingLeading executive conversations about:The business value of AIAI impact on:ProductivitySpeed-to-marketCost efficiencyRisk mitigationAI governance, trust, and responsible useHuman-in-the-loop models and quality assuranceTranslating Smartcat’s agentic platform and Multi-Agent Systems into measurable ROIIs strategic and fast-movingAvoids analysis paralysisMaintains quarter-by-quarter execution disciplineDoes not hide behind long-term strategy to avoid closing dealsCollaborating deeply on scoped expansionsEnsuring complexity is sold correctlyCo-owning outcomes through deliveryEscalating early and intelligentlyDelivering uncomfortable truth internally and externallyChallenging customers when value is at riskCalling deal risk earlyDisqualifying weak opportunitiesPushing back on misaligned scope or expectationsSpeaking up with data and convictionYou own your forecastYou call it straightYou surface risk earlyYou do not sandbagYou do not hero-forecastYou bring rigor, judgment, and clarityLeadership brings coaching, support, and execution alignmentTogether, we drive outcomesQuotas and performance history will be validatedReferences are required and will be checkedWe evaluate patterns over time, not one-off winsWe look for sustained performance, learning from losses, and ownership across rolesDirect access to leadershipHands-on coaching from a CRO who previously scaled a company to $150M+ ARR and a successful exitDeep cross-functional support across Product, FDE, CX, Marketing, and RevOpsClear executive sponsorship and alignmentPassive account managersSKU or price-book sellersReps uncomfortable with executives or procurementEgo-driven lone wolves“Wait-and-see” strategistsAnyone seeking comfort over accountabilityA global, connected teamBe part of an AI Native OrganizationInnovating a $100 Billion industryJoin the rocketship to scale-up 10x and beyond togetherWhere Diversity Meets High PerformanceSkillsSenior, revenue-owning role responsible for building multi-million ARR relationships across enterprise customersHunter–expander role requiring urgency, executive presence, commercial rigor, AI business fluency, and strong characterExpand existing enterprise customers into multi-department, multi-workflow, global relationshipsOwn a select set of high-quality new logos and hunt them aggressivelyLead executive-level conversations around AI value, governance, ROI, and outcomesOperate as a strategic revenue owner in close partnership with Field Delivery Engineers, Customer AI Engineers, Product, Marketing, and RevOpsOwn Expansion ARR and NRR across a defined portfolio of enterprise accountsProactively identify and pursue upsell and cross-sell opportunitiesBuild and execute a clear plan and path to multi-million ARR per account clusterTreat accounts as businesses, not books of businessComfortable getting out of coaches and low-level usersNavigate complex enterprise organizations to reach real decision-makersBuild multi-threaded relationships across business leaders, technical stakeholders, finance and procurement, and C-level executivesCreate momentum where none existsRead and understand balance sheets, budget ownership and buying power, and enterprise buying centersBuild custom commercial proposals tied to business impact, ROI and value realization, productivity, cost reduction, and risk mitigationLead executive negotiations and stakeholder alignmentConfidently run high-stakes conversations with senior executives across global organizationsLead deals through procurement, legal, security, and AI, data, and governance reviewsNavigate centralized and regional buying committeesManage pricing, discounting, and contract negotiationsHold the line on value rather than defaulting to discountingControl the deal process — not being controlled by itFluent across modern enterprise sales approaches, including Challenger, value-based selling, MEDDPICC-driven qualification, consultative and executive narrative sellingComfortable leading executive conversations about the business value of AI and its impact on productivity, speed-to-market, cost efficiency, and risk mitigationUnderstand AI governance, trust, and responsible useTranslate Smartcat's agentic platform and Multi-Agent Systems into measurable ROIStrategic and fast-moving, avoiding analysis paralysisMaintain quarter-by-quarter execution disciplineCollaborate deeply with Forward Deployed Engineers, Customer AI Engineers, Product and Solutions teams, Marketing and Revenue OperationsDeliver uncomfortable truth internally and externallyOwn your forecast, call it straight, surface risk early, and do not sandbagQuotas and performance history will be validatedReferences are required and will be checkedEvaluate patterns over time, not one-off winsLook for sustained performance, learning from losses, and ownership across rolesDirect access to leadership and hands-on coaching from a CRO who previously scaled a company to $150M+ ARR and a successful exitDeep cross-functional support across Product, FDE, CX, Marketing, and RevOpsClear executive sponsorship and alignmentElite performance with elite characterConfident without ego, secure enough to invite challenge, willing to be wrong, learn fast, and adaptQuick to share credit and slow to assign blame, focused on outcomes over personal recognitionHungry, smart, and humble in balanceComfortable delivering uncomfortable truthBenefitsDirect access to leadershipHands-on coaching from a CRO who previously scaled a company to $150M+ ARR and a successful exitDeep cross-functional support across Product, FDE, CX, Marketing, and RevOpsClear executive sponsorship and alignmentMost of our roles are remote-friendly, giving you the flexibility to do your best work from where you thriveBe part of an AI Native OrganizationJoin the rocketship to scale-up 10x and beyond togetherWe are committed to building a culture that highlights respect and appreciation for each individual's unique background and perspective, while maintaining a strong focus on results and engagementWe believe in welcoming everyone and fostering an inclusive environment where team members can be their authentic selves at workCompany OverviewSmartcat is an all-in-one platform connecting businesses and translators into a continuous translation delivery loop. It was founded in 2016, and is headquartered in Cambridge, Massachusetts, USA, with a workforce of 201-500 employees. Its website is https://www.smartcat.com.