Key Account Executive

Smartcat

1d•Remote

About The Position

Smartcat is building the future of work, where human expertise meets digital teammates to drive 10x to 1000x productivity gains for the world’s leading enterprises. We’re on the frontier of an entirely new category: Agentic AI. We enable enterprises to build high-performing hybrid workforces made up of both humans and AI agents. These AI agents aren’t generic copilots. They’re fully trained digital teammates that learn from your best people, your content, and your business strategy—ready to get to work from day one. Our platform combines generative AI, human-in-the-loop workflows, and a living Enterprise Skill Graph that continuously learns and improves. Whether you're launching a product globally, onboarding new hires, translating learning content, or aligning legal teams across regions, Smartcat turns knowledge into action and action into scale. Over 1,000 companies, including 20% of the Fortune 500, rely on Smartcat to bring their business to the world—instantly, accurately, and in every language. As a Series C company with 130% year-over-year growth, we’re scaling fast and investing in people who want to shape the future of work with us. Join us in unlocking global potential, one human and agent team at a time. Role Overview The Key Account Executive at Smartcat is a senior, revenue-owning role responsible for building multi-million ARR relationships across our highest-potential enterprise customers — and selectively, new enterprise logos with long-term expansion potential. This is not a passive account management role. It is a hunter–expander role that requires urgency, executive presence, commercial rigor, AI business fluency, and strong character. You will: 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 This role directly drives NRR, expansion ARR, and Smartcat’s path to $100M+ ARR.

Requirements

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
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
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
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
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
You must be comfortable: Collaborating deeply on scoped expansions Ensuring complexity is sold correctly Co-owning outcomes through delivery Escalating early and intelligently
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.
This role requires adult, high-integrity communication. You must be comfortable: 👉 Delivering uncomfortable truth internally and externally
In this role: You own your forecast You call it straight You surface risk early You do not sandbag You do not hero-forecast
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