Smartcat · 1 week ago
Key Account Executive
United States
Full-time
Remote
Senior LevelSmartcat is building the future of work by combining human expertise with digital teammates to enhance productivity for leading enterprises. The Key Account Executive role is a senior position focused on fostering multi-million ARR relationships with enterprise customers, requiring a hunter mentality and strong commercial acumen.
Information TechnologySoftware
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
Maintain quarter-by-quarter execution discipline
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
Qualification
Required
Experience in building multi-million ARR relationships across enterprise customers
Ability to expand existing enterprise customers into multi-department, multi-workflow, global relationships
Experience in owning a select set of high-quality new logos and hunting them aggressively
Ability to lead executive-level conversations around AI value, governance, ROI, and outcomes
Experience operating as a strategic revenue owner in partnership with Field Delivery Engineers, Customer AI Engineers, Product, Marketing, and RevOps
Ability to identify and pursue upsell and cross-sell opportunities
Experience in building and executing a clear plan and path to multi-million ARR per account cluster
Ability to navigate complex enterprise organizations to reach real decision-makers
Experience in creating momentum in sales processes
Ability to read and understand balance sheets, budget ownership, and enterprise buying centers
Experience in building custom commercial proposals tied to business impact, ROI, and value realization
Ability to lead executive negotiations and stakeholder alignment
Experience in leading deals through procurement, legal, security, and AI governance reviews
Ability to manage pricing, discounting, and contract negotiations
Fluency in modern enterprise sales approaches including Challenger, Value-based selling, MEDDPICC-driven qualification, and consultative selling
Comfort leading executive conversations about the business value of AI and its impact on productivity, speed-to-market, cost efficiency, and risk mitigation
Ability to balance strategic and urgent execution
Experience collaborating with cross-functional teams including Forward Deployed Engineers, Customer AI Engineers, Product and Solutions teams, Marketing, and Revenue Operations
Demonstrated elite performance with elite character
Ability to deliver uncomfortable truths internally and externally
Ownership of forecasting and revenue responsibilities
Proven track record of quotas and performance history
Ability to work in a fully remote team environment
Preferred
Experience in AI, governance, and business outcomes fluency
Experience in strategic execution without analysis paralysis
Demonstrated high emotional intelligence and organizational judgment
Experience in a Tier-1, board-level role
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