Strategic Account Executive

WHY YOU SHOULD JOIN OUR TEAM

You’ll win and grow Smartcat’s largest enterprise relationships, owning a small set of named strategic accounts and new enterprise prospects and running the full sales cycle. Our largest customers often start with Smartcat in a single team, and the opportunity is to change how the whole organization creates and adapts content across marketing, product, and other functions, replacing work it pays agencies, language service providers, and internal teams to do today. You’ll lead a cross-functional account team that includes AI Strategists, who run consulting-style assessments of a customer’s current and future state and develop the recommendations and business case you’ll use to win. As our offering grows, you’ll help shape how Smartcat sells to the enterprise.

MISSION

Win and grow Smartcat’s largest enterprise relationships by turning an initial foothold into a funded, multi-year content transformation across a customer’s functions, business units, and markets, building executive sponsorship from the project team to the C-suite.

OUTCOMES

• Win new business and expand strategic accounts by running the full sales cycle, from outbound prospecting and discovery through negotiation, signature, and expansion
• Turn an initial foothold into a broader content transformation across functions, business units, and markets, opening new buying centers before an active project exists
• Build relationships from project teams to the C-suite, developing several champions and reaching the executive who owns the business outcome and the budget
• Lead the value conversation yourself, building a quantified business case covering cost, speed, capacity, and quality, and partner with AI Strategists to deepen it through current- and future-state assessments
• Negotiate customized multi-year agreements through procurement, legal, security, and AI governance reviews, protecting value rather than discounting
• Lead the account team around one account strategy, including AI Strategists, Solutions Engineers, Technical Account Managers, Forward Deployed Engineers, Product, and executives, with delivery scope agreed before close
• Forecast accurately, call risk early, and bring customer insight back to Product to shape our enterprise offering and sales playbook

HOW YOU’LL RAMP

By Day 30:

• Learn Smartcat’s platform, AI agent capabilities, and enterprise value story, along with how AI Strategists, Solutions Engineers, Technical Account Managers, and Forward Deployed Engineers each contribute to an account
• Get oriented on your named strategic accounts and target prospects: current footprint, key stakeholders, buying centers, and whitespace
• Meet your account team partners across AI Strategy, Solutions Engineering, Technical Account Management, Product, and leadership

By Day 60:

• Have an account strategy in place for each named account, with a plan to open new buying centers and build champions across functions
• Be running outbound and discovery on selected new enterprise prospects
• Begin building quantified business cases for priority accounts, with AI Strategists where an assessment will strengthen them

By Day 90:

• Have active, multi-threaded opportunities in your accounts, with relationships reaching executive sponsors who own the business outcome and the budget
• Present a business case to a customer executive, and be moving at least one opportunity toward a funded multi-year agreement
• Deliver an accurate forecast, with risk called early

WHAT YOU’VE ACCOMPLISHED

• 10+ years of enterprise software sales experience, including 5+ years owning strategic or named enterprise accounts
• A track record of personally creating and closing large, multi-year enterprise agreements, ideally eight figures in total contract value, and growing them afterward
• Experience turning a narrow initial use case into a larger, funded initiative across a customer’s organization
• Proven ability to sell to C-level executives and navigate complex buying groups across business, technical, finance, procurement, and legal stakeholders
• Skill in building a quantified business case with customers, and fluency in structured methods such as MEDDPICC
• Experience leading a virtual team of solution consultants, services, and customer success colleagues across reporting lines while keeping accountability for the deal
• Comfort creating and closing opportunities with an evolving offering and lean infrastructure
• Experience selling platform, data, security, or workflow software to large enterprises; experience with content, marketing, or localization technology is a plus
• Excellent written and verbal communication, and the judgment to challenge customers and disqualify weak opportunities