Key Account Executive

Smartcat

9d•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. 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

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
Lead deals through procurement, legal, security, AI, data, and governance reviews
Navigate centralized and regional buying committees
Manage pricing, discounting, and contract negotiations
Be fluent across modern enterprise sales approaches, including: Challenger, Value-based selling, MEDDPICC-driven qualification, Consultative and executive narrative selling
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
Be strategic and fast-moving
Avoid analysis paralysis
Maintain quarter-by-quarter execution discipline
Collaborating deeply on scoped expansions
Ensuring complexity is sold correctly
Co-owning outcomes through delivery
Escalating early and intelligently
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
Delivering uncomfortable truth internally and externally
Calling deal risk early
Disqualifying weak opportunities
Pushing back on misaligned scope or expectations
Speaking up with data and conviction
Own your forecast
Call it straight
Surface risk early