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Smartcat · 1 day ago

Key Account Executive

United States

Full-time

Remote

Senior Level

Smartcat is building the future of work by integrating human expertise with AI to enhance productivity for leading enterprises. The Key Account Executive role is a senior position focused on developing and expanding multi-million ARR relationships with high-potential enterprise customers, requiring strong commercial acumen and a hunter mentality.

Information TechnologySoftware

Growth 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

This role requires urgency. We do not wait years for deals to happen

You must be comfortable:

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

This is not a caretaker role.It is a hunter role inside enterprise whitespace

You are expected to:

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

You sell outcomes and impact, not SKUs

You must be highly comfortable:

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

You are expected to be fluent across modern enterprise sales approaches, including:

Challenger

Value-based selling

MEDDPICC-driven qualification

Consultative and executive narrative selling

No single framework is followed dogmatically.You must apply the right approach for the buyer, the moment, and the deal

This is a hard requirement

You must be 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

You are not required to be technical-first, but you must be business-first and outcomes-driven

We expect someone who:

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

If you are “too strategic to close,” you will not succeed here

You will work closely with:

Forward Deployed Engineers (FDE)

Customer AI Engineers

Product and Solutions teams

Marketing and Revenue Operations

You must be comfortable:

Collaborating deeply on scoped expansions

Ensuring complexity is sold correctly

Co-owning outcomes through delivery

Escalating early and intelligently

There is no throwing work over the fence

This role requires elite performance with elite character

We explicitly hire for the principles of an Ideal Team Player, with special emphasis on humility as a force multiplier

Humility Is a Requirement

At Smartcat, humility is not weakness.Humility is power under control

We expect people who are:

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

High-ego, lone-wolf behavior will not succeed here — regardless of past revenue

Hungry, Smart, and Humble — In Balance

Hungry: Relentless about results, ownership, and momentum

Smart: High emotional intelligence and organizational judgment

Humble: Coachable, collaborative, and grounded

Being hungry without humility creates chaos.Being smart without humility creates friction.This role requires all three

This role requires adult, high-integrity communication

You must be comfortable:

👉 Delivering uncomfortable truth internally and externally

That includes:

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

We value truth over harmony and accuracy over optimism

Forecasting is not reporting — it is ownership

In this role:

You own your forecast

You call it straight

You surface risk early

You do not sandbag

You do not hero-forecast

We operate as one team:

You bring rigor, judgment, and clarity

Leadership brings coaching, support, and execution alignment

Together, we drive outcomes

Forecast integrity is table stakes

This is a Tier-1, board-level role

Quotas and performance history will be validated

References are required and will be checked

We evaluate patterns over time, not one-off wins

We look for sustained performance, learning from losses, and ownership across roles

This is not a short-term hire. It is a long-term investment

Smartcat is making a real business bet on this role

In return, we 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

Leadership leads from the front. Coaching is real

Passive account managers

SKU or price-book sellers

Reps uncomfortable with executives or procurement

Ego-driven lone wolves

“Wait-and-see” strategists

Anyone seeking comfort over accountability

Fully remote teamWe are a global team of 200+ enthusiastic people spread across 30+ countries. We have been fully remote since 2020, with some locations populated with more Smartcaters than others, such as Boston, Belgrade, Lisbon, Tbilisi and Yerevan

We are highly innovative, using AI across all areas of the organization to accelerate decision-making and free people to focus on strategy and high-impact work. We embrace new ideas and encourage all Smartcaters, regardless of level or department, to manage their own AI Agents. At Smartcat you’ll shape how AI transforms the workplace and play an integral role in ensuring Smartcat remains a leader in AI innovation

Smartcat is reshaping the $100B multilingual content industry with an AI-powered platform that makes it easy for companies to create, translate, and localize global content at scale. Our platform enables enterprise teams to move away from slow, traditional outsourcing methods, and achieve fast, high-quality results, at a fraction of the cost

We are looking for someone to become an integral part of our team and play a crucial role in the most exciting part of our journey: transitioning from a post-Series C startup to a company exceeding $100M in ARR and $1B in valuation. Our journey isn’t for the faint of heart. We are growing at 130% YoY, thanks to our strong product-market fit and high-performing team, and plan to accelerate from here

At Smartcat, we 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 engagement. We believe in welcoming everyone and fostering an inclusive environment where team members can be their authentic selves at work. Our commitment to inclusion is steadfast, and we stand firmly against discrimination and harassment

Qualification

AI business fluencyExecutive-level commercial acumenEnterprise deal masteryMulti-method selling fluencyForecast rigorCross-functional leadershipCharacterHumilityHigh emotional intelligence

Required

Experience in building multi-million ARR relationships across enterprise customers

Ability to expand existing enterprise customers into multi-department, multi-workflow, global relationships

Proven track record of owning a select set of high-quality new logos and hunting them aggressively

Strong executive presence and commercial rigor

Fluency in AI business concepts and ability to lead executive-level conversations around AI value, governance, ROI, and outcomes

Experience in driving NRR, expansion ARR, and strategic revenue ownership

Ability to identify and pursue upsell and cross-sell opportunities

Experience in navigating complex enterprise organizations to reach decision-makers

Ability to build multi-threaded relationships across business leaders, technical stakeholders, finance, and procurement

Strong executive-level commercial and financial acumen

Ability to read and understand balance sheets and budget ownership

Experience in building custom commercial proposals tied to business impact, ROI, and value realization

Experience leading deals through procurement, legal, and security reviews

Fluency in modern enterprise sales approaches, including Challenger, value-based selling, MEDDPICC-driven qualification, and consultative selling

Comfort in 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 execution with urgency

Experience in collaborating with cross-functional teams, including engineers, product, marketing, and revenue operations

Strong character, humility, and adherence to high operating standards

Ability to deliver uncomfortable truths and challenge customers when value is at risk

Strong forecasting skills and ownership of revenue forecasts

Proven history of sustained performance and learning from losses

Ability to work in a fully remote team environment

Commitment to building an inclusive culture and fostering diversity