Key Account Executive

Smartcat•Boston, MA

23h•Remote

About The Position

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 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. 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 This role directly drives NRR, expansion ARR, and Smartcat’s path to $100M+ ARR .

Requirements

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
Build and execute a clear plan and path to multi-million ARR per account cluster
Treat accounts as businesses , not books of business
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
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
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
Be fluent across modern enterprise sales approaches, including: Challenger, Value-based selling, MEDDPICC-driven qualification, Consultative and executive narrative selling
Comfort 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
Is strategic and fast-moving
Avoids analysis paralysis
Maintains 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
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
Own your forecast
Call it straight
Surface risk early

Responsibilities

Expansion Revenue Ownership & Selective New Logo Hunting
True Enterprise Hunter Mentality
Executive-Level Commercial & Financial Acumen
Procurement & Enterprise Deal Mastery
Multi-Method Enterprise Selling Fluency
AI, Governance & Business Outcomes Fluency
Strategic + Urgent Execution Balance
Cross-Functional Leadership & Delivery Partnership
Character, Humility & Operating Standards (Non-Negotiable)
Comfort Delivering Uncomfortable Truth
Forecast Rigor & Revenue Ownership

Benefits

Fully remote team
We are a global team of 200+ enthusiastic people spread across 30+ countries. We have been fully remote since 2020, with some locations populated with more Smartcaters than others, such as Boston, Belgrade, Lisbon, Tbilisi and Yerevan.
Be part of an AI Native Organization
We 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 industry
Smartcat 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 : Where Diversity Meets High Performance
At 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.