Key Account Executive at Smartcat

You are an experienced enterprise software hunter who has successfully managed high-stakes, multi-million dollar ARR relationships and navigated complex global

Work type: remote

Location: United States - Remote

Type: Full-time

Summary

You are an experienced enterprise software hunter who has successfully managed high-stakes, multi-million dollar ARR relationships and navigated complex global buying committees. You possess a deep, practical understanding of AI governance, value-based selling frameworks like MEDDPICC, and the ability to partner directly with technical teams to drive measurable ROI. **What makes it worth a look...** Smartcat is a Series C company hiring for a fully remote position in the United States, offering an aggressive environment for a closer who wants to push a scaling AI-native platform toward $100M in annual revenue. **You might be a good fit if you...** * Have a proven track record of managing and expanding complex enterprise accounts * Fluently translate AI capabilities into business outcomes and measurable productivity gains * Navigate procurement, legal, and security reviews for large-scale enterprise deals * Apply methodologies like Challenger or MEDDPICC to control the sales cycle

Job Description

## About Smartcat

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 consistently high 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

## Core Responsibilities

## 1. Expansion Revenue Ownership & Selective New Logo Hunting

• 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

## 2. True Enterprise Hunter Mentality

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

## 3. Executive-Level Commercial & Financial Acumen

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

## 4. Procurement & Enterprise Deal Mastery

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

## 6. AI, Governance & Business Outcomes Fluency

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

## 7. Strategic + Urgent Execution Balance

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

## 8. Cross-Functional Leadership & Delivery Partnership

You will work closely with:

• Forward Deployed Engineers (FDE)

• Customer AI Engineers

• Product and Solutions teams

• Marketing and Revenue Operations

• Collaborating deeply on scoped expansions

• Ensuring complexity is sold correctly

• Co-owning outcomes through delivery

• Escalating early and intelligently

## 9. Character, Humility & Operating Standards (Non-Negotiable)

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

### 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

## 10. Comfort Delivering Uncomfortable Truth

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

## 11. Forecast Rigor & Revenue Ownership

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

• You bring rigor, judgment, and clarity

• Leadership brings coaching, support, and execution alignment

• Together, we drive outcomes

## Proof, References & Hiring Bar

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

## Leadership & The Business Bet

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

## Who This Role Is Not For

• 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 We’re a team of 200+ people across 30+ countries, working together through a hub-and-spoke model anchored in eight key locations: New York, London, Lisbon, Costa Rica, Serbia, Armenia, Georgia, and Spain. Most of our roles are remote-friendly, giving you the flexibility to do your best work from where you thrive. For customer-facing teams, we prioritize proximity to our customers, ensuring we stay deeply connected to their needs and deliver an exceptional experience. No matter where you’re based, you’ll be part of a highly collaborative, globally-distributed team that values ownership, speed, and meaningful impact.

• Be part of an AI Native OrganizationWe 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.

• Innovating a $100 Billion industrySmartcat 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.

• Join the rocketship to scale-up 10x and beyond together 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.

• Smartcat Culture Code: Where Diversity Meets High PerformanceAt 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.

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