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.
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
- 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
- You own your forecast
- You call it straight
- You surface risk early
- You do not sandbag
- You do not hero-forecast
- You bring rigor, judgment, and clarity
- Leadership brings coaching, support, and execution alignment
- Together, we drive outcomes
- 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
- 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
- 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
- A global, connected team
- Be part of an AI Native Organization
- Innovating a $100 Billion industry
- Join the rocketship to scale-up 10x and beyond together
- Where Diversity Meets High Performance
Skills
- Senior, revenue-owning role responsible for building multi-million ARR relationships across enterprise customers
- Hunter–expander role 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, 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
- Treat accounts as businesses, not books of business
- 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, and C-level executives
- Create momentum where none exists
- Read and understand balance sheets, budget ownership and buying power, 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
- Confidently run high-stakes conversations with senior executives across global organizations
- Lead deals through procurement, legal, security, and 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
- 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 and its impact on productivity, speed-to-market, cost efficiency, and risk mitigation
- Understand AI governance, trust, and responsible use
- Translate Smartcat's agentic platform and Multi-Agent Systems into measurable ROI
- Strategic and fast-moving, avoiding analysis paralysis
- Maintain quarter-by-quarter execution discipline
- Collaborate deeply with Forward Deployed Engineers, Customer AI Engineers, Product and Solutions teams, Marketing and Revenue Operations
- Deliver uncomfortable truth internally and externally
- Own your forecast, call it straight, surface risk early, and do not sandbag
- 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 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
- 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
- Comfortable delivering uncomfortable truth
Benefits
- 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
- Most of our roles are remote-friendly, giving you the flexibility to do your best work from where you thrive
- Be part of an AI Native Organization
- Join the rocketship to scale-up 10x and beyond together
- 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
Company Overview
Smartcat 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.