Account Executive, Install Base

Cleo (US)

1d•$80,000 - $100,000•Remote

About The Position

The Account Executive, Install Base is part of Cleo’s Sales Team and is responsible for growing revenue within the company’s existing customer base. The role involves becoming a product expert across the Cleo Integration Cloud and expanding the value customers receive by identifying new use cases, adding trading partners, volumes, and modules, and renewing and growing recurring revenue across a portfolio of installed customers. The position uses modern AI tools to identify account whitespace, recognize expansion and renewal signals, personalize outreach, and maintain an accurate pipeline. The Account Executive is expected to use AI responsibly while applying sound judgment and keeping customer relationships central. The role requires collaboration with Account Managers, Customer Success, Support, Professional Services, SDRs, and Solution Consultants, as well as educating customers about industry trends and B2B integration best practices. Travel of 30% is required. The work environment is remote.

Requirements

Bachelor’s degree.
3–5 years of prior experience in an Account Executive, Account Management, SDR/BDR, or Inside Sales role.
Confident communication in person, over the phone, and online.
Comfort using AI tools to research, plan, and communicate, with sound judgment about when and how to use them.
Strong organization and time management across a large portfolio of accounts.
Focus on the positive and strive for continual improvement.
Ambition and motivation to achieve results.
Ability to collaborate and operate effectively in a fast-paced, team-oriented environment.
Ability to build strong, long-term relationships.
Strong work ethic and sense of commitment.
Interest in learning about supply chain, B2B integration, and the IT industry.
Ability to travel 30%.

Nice To Haves

B2B SaaS experience is preferred.
Experience managing renewals and driving expansion within an existing customer base is a plus.

Responsibilities

Manage and grow a book of installed customers as the commercial point of contact for expansion and renewal opportunities.
Identify and close upsell, cross-sell, and add-on opportunities, including modules, trading partners, volumes, business units, and use cases.
Execute the sales process from opportunity identification through appointment and close, maintaining high activity across a large number of accounts.
Own renewals for assigned accounts, forecast renewals early, address risks, and negotiate terms that protect and grow recurring revenue.
Analyze customer usage, contract, and product-footprint data to identify whitespace and prioritize accounts with expansion potential.
Partner with Account Managers, Customer Success, Support, and Professional Services to drive adoption, resolve issues, and help customers realize value.
Work with SDRs and Solution Consultants to build programs that meet client needs and budgets.
Educate and advise clients on industry trends, EDI and B2B integration best practices, and Cleo’s ecosystem.
Obtain client feedback, adjust messaging to improve execution, and share customer insights with Product and Marketing.
Negotiate with clients, solve problems, and ensure deadlines are met.
Check and report on customers’ Cleo program progress and realized value.
Maintain accurate opportunity, account, and forecast data in the CRM and deliver reliable renewal and expansion forecasts.
Use AI to analyze account data, interpret customer and usage signals, personalize communications, summarize conversations, support forecasting, and improve workflow while verifying outputs and following Cleo’s AI, data security, and confidentiality policies.
Stay current on AI capabilities, share effective practices with peers, and contribute to the team’s AI skills.