Senior Account Executive, Key Accounts

Cleo (US)

13h•$130,000 - $140,000•Remote

About The Position

The Senior Account Executive, Key Accounts owns the commercial relationship for an assigned portfolio of strategic accounts and serves as the primary point of contact for executive and senior stakeholders. The role develops and executes strategic account plans aligned with customer business goals, trading partner networks, integration roadmaps, and Cleo solutions. It drives expansion revenue through upsell, cross-sell, and new use cases, while leading complex sales cycles from opportunity identification through close. The role partners with Customer Success, Account Management, Support, Professional Services, SDRs, and Solution Consultants to meet customer needs, drive adoption and outcomes, and secure on-time renewals. It advises clients on industry trends, EDI and B2B integration best practices, and Cleo’s ecosystem; negotiates contracts and renewals; monitors account health and risk; and conducts business reviews. The position also maintains accurate CRM and forecast data and shares customer feedback with Product and Marketing. Cleo expects the sales organization to use AI responsibly to improve work quality and speed. The role uses AI for account research and planning, opportunity and risk prioritization, customer communications, sales productivity, CRM hygiene, and forecasting. It requires verifying AI-generated information, protecting confidential data, following approved-tool policies, and continuing to build AI fluency. The position is remote and requires 30% travel. Compensation is listed as $130,000–$140,000 plus commission potential.

Requirements

Bachelor’s degree.
10–15 years of prior experience in a quota-carrying Account Executive, Account Management, Strategic Accounts, or Enterprise Sales role; B2B SaaS experience preferred.
Proven success managing complex sales cycles, renewals, and expansion opportunities within existing accounts.
Ability to engage, advise, and influence senior and executive stakeholders in person and virtually.
Strong commercial judgment and ability to balance customer needs with business objectives.
Demonstrated ability to use AI tools to research, plan, communicate, and improve sales productivity, with sound judgment about accuracy, confidentiality, and when human expertise should lead.
Ability to travel 30%.

Nice To Haves

Strong negotiation, forecasting, and strategic account-planning skills.
Experience in a fast-paced, highly collaborative sales environment.
Demonstrated ability to build strong, long-term customer relationships.
Strong accountability, ownership, and commitment.
Interest or experience in supply chain technology, EDI, B2B integration, SaaS, or enterprise IT.
Curiosity about AI, automation, and how emerging technology can improve customer outcomes and sales effectiveness.

Responsibilities

Own the commercial relationship for an assigned portfolio of strategic accounts and serve as the primary contact for executive and senior stakeholders.
Build and execute strategic account plans connecting customer business goals, trading partner networks, and integration roadmaps to Cleo solutions.
Drive expansion revenue through upsell, cross-sell, and new-use-case opportunities, leading sales cycles from identification through close.
Partner with Customer Success, Account Management, Support, and Professional Services to deliver outcomes, drive adoption, and secure on-time renewals.
Work with SDRs and Solution Consultants to develop programs that meet client needs and budgets.
Educate and advise clients on industry trends, EDI and B2B integration best practices, and Cleo’s ecosystem.
Negotiate contracts and renewals, resolve issues, and ensure deadlines are met.
Monitor account health, usage, and sentiment to identify risks early and lead recovery plans when needed.
Obtain client feedback, adjust messaging, and share customer insights with Product and Marketing.
Conduct regular customer business reviews and report on program progress and value realized.
Maintain accurate opportunity, account, and forecast data in the CRM and deliver reliable pipeline and revenue forecasts.
Use AI to support account research and planning, opportunity and risk prioritization, customer communication, sales productivity, pipeline management, CRM hygiene, and forecast preparation.
Evaluate and verify AI outputs, protect customer and company information, and follow AI, data security, confidentiality, and approved-tool policies.
Continue building AI fluency, share successful workflows with peers, and help elevate AI adoption across the sales organization.