Strategic Account Executive

WHY YOU SHOULD JOIN OUR TEAM

You'll be a strategic revenue owner on a Tier-1, board-level seat — building multi-million ARR relationships across Smartcat's highest-potential enterprise customers, with direct access to leadership and hands-on coaching from a CRO who previously scaled a company to $150M+ ARR through a successful exit. This is a real business bet: deep cross-functional support across Product, FDE, CX, Marketing, and RevOps, in exchange for elite performance and elite character.

MISSION

Build multi-million ARR relationships across Smartcat's highest-potential enterprise customers — expanding existing accounts into multi-department, multi-workflow, global relationships, and selectively hunting new enterprise logos with long-term expansion potential — while driving NRR, expansion ARR, and Smartcat's path to $100M+ ARR.

OUTCOMES

Own Expansion ARR and NRR across a defined portfolio of enterprise accounts, building and executing a clear plan to multi-million ARR per account cluster

Proactively source upsell, cross-sell, package expansion, and agent capability expansion across new workflows, departments, business units, and geographies

Own a select number of new enterprise logos where Smartcat sees long-term, durable ARR potential

Build multi-threaded relationships across business leaders, technical stakeholders, finance/procurement, and VP/SVP/C-level executives

Lead deals through procurement, legal, security, and AI/data governance reviews while holding the line on value over discounting

Maintain forecast rigor: own your number, call risk early, and avoid sandbagging or hero-forecasting

HOW YOU'LL RAMP

By Day 30:

Learn Smartcat's agentic platform, Multi-Agent Systems, and AI/governance value story in depth

Get up to speed on your account portfolio: current relationships, whitespace, buying centers, and expansion potential

Build working relationships with your Forward Deployed Engineer, Customer AI Engineer, Product, Marketing, and RevOps partners

By Day 60:

Be leading executive-level conversations independently around AI value, ROI, and outcomes

Have identified and begun pursuing specific upsell, cross-sell, and expansion opportunities across your portfolio

Have a shortlist of new enterprise logo targets with a clear rationale for long-term ARR potential

By Day 90:

Be executing a clear, account-cluster-level plan toward multi-million ARR, with active expansion motions underway

Be multi-threaded across business, technical, and finance/procurement stakeholders in your top accounts

Own an accurate, rigorous forecast with risk called early and clearly

WHAT YOU'VE ACCOMPLISHED

A validated track record of quotas and performance history, with references that hold up to scrutiny

Sustained performance over time across roles — including how you've learned from losses, not just wins

Demonstrated fluency across modern enterprise sales approaches (Challenger, value-based selling, MEDDPICC, consultative/executive narrative selling), applied situationally rather than dogmatically

Experience navigating complex enterprise organizations — procurement, legal, security, and governance reviews — to reach real decision-makers

A track record operating with humility as a force multiplier: confident without ego, coachable, quick to share credit, focused on outcomes over recognition

Comfort delivering uncomfortable truth — challenging customers, disqualifying weak opportunities, calling risk early with data and conviction