Enterprise Client Executive

Enterprise Client Executive

(Defend Account Management Team | Enterprise & Strategic Accounts)

Location: US - Remote

Reports to: Sr. Director of Defend Account Management

Segment: Enterprise & Strategic Accounts (Defend Portfolio)

Primary Metrics: Gross Renewal Rate, Net Revenue Retention (NRR), Expansion ARR, Forecast Accuracy

Role Overview

The Enterprise Client Executive at Smartcat is a senior, revenue-owning role responsible for protecting, renewing, and expanding Smartcat’s enterprise and strategic customer base at scale.

This is not a Customer Success role.

This is not a low-touch renewal desk.

This role sits at the intersection of renewal ownership, executive relationship management, and expansion strategy, operating at mid-market velocity across enterprise-level accounts.

You will manage a large portfolio (~35 accounts), drive on-time renewals as your core mandate, and consistently expand account value by multi-threading relationships, uncovering new stakeholders, and selling additional use cases, workflows, and value.

This role is critical to Smartcat’s retention engine, base protection, and long-term revenue durability.

Core Responsibilities

1. Renewal Ownership & Base Protection

Own gross renewals across a defined portfolio of enterprise and strategic accounts

Run the full renewal lifecycle, including:

Early risk identification

Stakeholder alignment

Commercial positioning

Negotiation and close

Defend existing ARR and prevent churn through proactive engagement and value articulation

Treat renewals as commercial motions, not administrative tasks

Operate with urgency and discipline to ensure on-time, predictable renewals

Renewal ownership is the foundation of this role.

2. Expansion Within Existing Accounts

Drive expansion ARR on top of renewals through:

Cross-sell and upsell motions

New teams, departments, regions, and workflows

Consistently grow accounts (e.g., $20K → $80K+ ARR) through structured expansion planning

Identify whitespace and expansion triggers inside existing customers

Build credible expansion narratives tied to business outcomes, not feature lists

3. High-Velocity Enterprise Account Management

Manage ~35 accounts with a fast, repeatable operating cadence

Balance depth and speed without sacrificing commercial rigor

Prioritize accounts intelligently based on:

Renewal timing

Expansion potential

Risk signals

Avoid over-reliance on any single stakeholder or champion

This role requires enterprise judgment at mid-market speed.

4. Executive & C-Level Multi-Threading

Build and maintain multi-threaded relationships across:

Business owners

Functional leaders

Procurement and finance

VP, SVP, and C-level executives

Move beyond day-to-day users into economic buyers and decision-makers

Expand account influence even when the original champion changes or exits

Single-threaded accounts are considered at risk.

5. Commercial & Business Acumen

Understand:

Customer business models

Budget ownership and buying processes

Renewal and procurement cycles

Position renewals and expansions in terms of:

Business impact

ROI

Productivity and efficiency gains

Confidently lead renewal and expansion negotiations

You are expected to think and act like a business owner.

6. AI & Smartcat Value Fluency

Speak credibly about:

AI-driven productivity and speed-to-market

Human-in-the-loop quality models

Business value of AI, not just technology

Translate Smartcat’s platform into clear, outcome-driven value for customers

Be comfortable using and discussing AI in customer-facing conversations

You do not need to be deeply technical—but you must be commercially fluent.

7. Cross-Functional Execution Model

Partner closely with Field Delivery Engineers (FDE) for technical and solution needs

Operate without dedicated CSM support on these accounts

Own customer momentum, alignment, and outcomes end-to-end

Escalate risks early and clearly

This role requires independence, judgment, and accountability.

8. Forecasting & Pipeline Discipline

Own your renewal and expansion forecast

Call risk early and accurately

Generate and manage pipeline proactively

Maintain clean CRM hygiene and predictable execution

Forecasting is ownership—not reporting.

9. Character, Judgment & Operating Standards

This role requires strong performance with strong character.

We hire for people who are:

Confident without ego

Direct, clear, and accountable

Comfortable delivering uncomfortable truths

Focused on outcomes over activity

Passive account managers, order-takers, or relationship-only sellers will not succeed here.

Experience & Requirements

3-5+ years of experience in:

Account Management, Renewal Management, or Enterprise AM roles in high growth SaaS

Proven track record owning:

Renewals

Expansion within existing accounts

Experience managing large account portfolios at velocity

Strong executive communication and negotiation skills

Comfort traveling and being onsite with customers

Experience selling into enterprise buying environments

Who This Role Is Not For

Customer Success–only backgrounds without commercial ownership

Passive relationship managers

Reps uncomfortable with renewals, negotiation, or executive conversations

Low-velocity sellers who need deep support per account