Smartcat · 11 hours ago
Key Account Executive
United States
Full-time
Remote
Senior LevelSmartcat is an innovative company focused on merging human expertise with AI to enhance productivity for enterprises. The Key Account Executive will be responsible for building and expanding multi-million ARR relationships with enterprise customers, requiring a proactive and strategic approach to sales and account management.
Information TechnologySoftware
Hiring Manager
Kevin Antonellis
Responsibilities
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
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
Get out of coaches and low-level users
Navigate complex enterprise organizations to reach real decision-makers
Build multi-threaded relationships across:
Business leaders
Technical stakeholders
Finance and procurement
VP, SVP, and C-level executives
Create 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
Lead deals through:
Procurement
Legal
Security
AI, data, and governance reviews
Navigate centralized and regional buying committees
Manage pricing, discounting, and contract negotiations
Hold the line on value rather than defaulting to discounting
Control the deal process — not being controlled by it
Be fluent across modern enterprise sales approaches, including:
Challenger
Value-based selling
MEDDPICC-driven qualification
Consultative and executive narrative selling
Lead 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
Translate 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
Work closely with:
Forward Deployed Engineers (FDE)
Customer AI Engineers
Product and Solutions teams
Marketing and Revenue Operations
Collaborate deeply on scoped expansions
Ensure complexity is sold correctly
Co-own outcomes through delivery
Escalate early and intelligently
Deliver uncomfortable truth internally and externally
Own your forecast
Call it straight
Surface risk early
Do not sandbag
Do not hero-forecast
Bring rigor, judgment, and clarity
Drive outcomes
Quotas and performance history will be validated
References are required and will be checked
Evaluate patterns over time, not one-off wins
Look for sustained performance, learning from losses, and ownership across roles
Provide direct access to leadership
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
Qualification
Required
Senior, revenue-owning role responsible for building multi-million ARR relationships across highest-potential enterprise customers
Hunter–expander role that requires 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
Directly drive NRR, expansion ARR, and Smartcat's path to $100M+ ARR
Own Expansion ARR and NRR across a defined portfolio of enterprise accounts
Proactively identify and pursue upsell and cross-sell opportunities
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
True Enterprise Hunter Mentality
Comfortable getting out of coaches and low-level users
Navigate complex enterprise organizations to reach real decision-makers
Build multi-threaded relationships across business leaders, technical stakeholders, finance and procurement, VP, SVP, and C-level executives
Create momentum where none exists
Executive-Level Commercial & Financial Acumen
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
Procurement & Enterprise Deal Mastery
Lead deals through procurement, legal, security, AI, data, and governance reviews
Navigate centralized and regional buying committees
Manage pricing, discounting, and contract negotiations
Hold the line on value rather than defaulting to discounting
Control the deal process — not being controlled by it
Multi-Method Enterprise Selling Fluency
Fluent across modern enterprise sales approaches, including Challenger, value-based selling, MEDDPICC-driven qualification, consultative and executive narrative selling
Apply the right approach for the buyer, the moment, and the deal
AI, Governance & Business Outcomes Fluency
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
Strategic + Urgent Execution Balance
Strategic and fast-moving
Avoid analysis paralysis
Maintain quarter-by-quarter execution discipline
Cross-Functional Leadership & Delivery Partnership
Work closely with Forward Deployed Engineers (FDE), Customer AI Engineers, Product and Solutions teams, Marketing and Revenue Operations
Collaborate deeply on scoped expansions
Ensure complexity is sold correctly
Co-own outcomes through delivery
Escalate early and intelligently
Character, Humility & Operating Standards (Non-Negotiable)
Elite performance with elite character
Confident without ego
Secure enough to invite challenge
Willing to be wrong, learn fast, and adapt
Quick to share credit and slow to assign blame
Focused on outcomes over personal recognition
Hungry, Smart, and Humble — In Balance
Relentless about results, ownership, and momentum
High emotional intelligence and organizational judgment
Coachability, collaboration, and groundedness
Comfort Delivering Uncomfortable Truth
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
Forecast Rigor & Revenue Ownership
Own your forecast
Call it straight
Surface risk early
Do not sandbag
Do not hero-forecast
Bring rigor, judgment, and clarity
Leadership brings coaching, support, and execution alignment
Quotas and performance history will be validated
References are required and will be checked
Evaluate patterns over time, not one-off wins
Look for sustained performance, learning from losses, and ownership across roles
Direct access to leadership
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
Benefits
Fully remote team
Be part of an AI Native Organization
Innovating a $100 Billion industry
Join the rocketship to scale-up 10x and beyond together
Smartcat Culture: Where Diversity Meets High Performance
Company
Smartcat
Smartcat is an all-in-one platform connecting businesses and translators into a continuous translation delivery loop.
Founded in 2016
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$71.92MKey Investors
Left Lane CapitalMatrixAltaIR Capital
2024-09-10Series C· $43M
2020-09-23Series B· $14.64M
2018-06-13Series A· $6.98M
Leadership Team
Ivan Smolnikov
CEO & founder
Recent News
The Motley Fool
2025-09-17
Company data provided by crunchbase