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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.

• 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

This role requires urgency. We do not wait years for deals to happen.

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
  

This is not a caretaker role.
It is a hunter role inside enterprise whitespace.

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

No single framework is followed dogmatically.
You must apply the right approach for the buyer, the moment, and the deal.

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
  

You are not required to be technical-first, but you must be business-first and outcomes-driven.

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

If you are "too strategic to close," you will not succeed here.

You will work closely with:

• Forward Deployed Engineers (FDE)
• Customer AI Engineers
• Product and Solutions teams
• Marketing and Revenue Operations

You must be comfortable:

• Collaborating deeply on scoped expansions
• Ensuring complexity is sold correctly
• Co-owning outcomes through delivery
• Escalating early and intelligently

There is no throwing work over the fence.

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.

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

High-ego, lone-wolf behavior will not succeed here - regardless of past revenue.

• Hungry: Relentless about results, ownership, and momentum
• Smart: High emotional intelligence and organizational judgment
• Humble: Coachable, collaborative, and grounded

Being hungry without humility creates chaos.
Being smart without humility creates friction.
This role requires all three.

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

We value truth over harmony and accuracy over optimism.

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

We operate as one team:

• You bring rigor, judgment, and clarity
• Leadership brings coaching, support, and execution alignment
• Together, we drive outcomes

Forecast integrity is table stakes.

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

This is not a short-term hire. It is a long-term investment.

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

Leadership leads from the front. Coaching is real.

• 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