[Hiring] Enterprise Client Executive @Smartcat

Role Description

The Enterprise Client Executive at Smartcat is a senior, revenue-owning role responsible for protecting, renewing, and expanding Smartcat’s enterprise and strategic customer base at scale. This is not a Customer Success role or a low-touch renewal desk. This role sits at the intersection of renewal ownership, executive relationship management, and expansion strategy, operating at mid-market velocity across enterprise-level accounts.

• Manage a large portfolio (~35 accounts)
• Drive on-time renewals as your core mandate
• Consistently expand account value by multi-threading relationships, uncovering new stakeholders, and selling additional use cases, workflows, and value
• This role is critical to Smartcat’s retention engine, base protection, and long-term revenue durability

Core Responsibilities

• Renewal Ownership & Base Protection
  • Own gross renewals across a defined portfolio of enterprise and strategic accounts
  • Run the full renewal lifecycle, including:
    • Early risk identification
    • Stakeholder alignment
    • Commercial positioning
    • Negotiation and close
  • Defend existing ARR and prevent churn through proactive engagement and value articulation
  • Treat renewals as commercial motions, not administrative tasks
  • Operate with urgency and discipline to ensure on-time, predictable renewals
• Expansion Within Existing Accounts
  • Drive expansion ARR on top of renewals through:
    • Cross-sell and upsell motions
    • New teams, departments, regions, and workflows
  • Consistently grow accounts (e.g., $20K → $80K+ ARR) through structured expansion planning
  • Identify whitespace and expansion triggers inside existing customers
  • Build credible expansion narratives tied to business outcomes, not feature lists
• High-Velocity Enterprise Account Management
  • Manage ~35 accounts with a fast, repeatable operating cadence
  • Balance depth and speed without sacrificing commercial rigor
  • Prioritize accounts intelligently based on:
    • Renewal timing
    • Expansion potential
    • Risk signals
  • Avoid over-reliance on any single stakeholder or champion
• Executive & C-Level Multi-Threading
  • Build and maintain multi-threaded relationships across:
    • Business owners
    • Functional leaders
    • Procurement and finance
    • VP, SVP, and C-level executives
  • Move beyond day-to-day users into economic buyers and decision-makers
  • Expand account influence even when the original champion changes or exits
• Commercial & Business Acumen
  • Understand customer business models, budget ownership, and buying processes
  • Position renewals and expansions in terms of:
    • Business impact
    • ROI
    • Productivity and efficiency gains
  • Confidently lead renewal and expansion negotiations
• AI & Smartcat Value Fluency
  • Speak credibly about AI-driven productivity and speed-to-market
  • Translate Smartcat’s platform into clear, outcome-driven value for customers
  • Be comfortable using and discussing AI in customer-facing conversations
• Cross-Functional Execution Model
  • Partner closely with Field Delivery Engineers (FDE) for technical and solution needs
  • Own customer momentum, alignment, and outcomes end-to-end
  • Escalate risks early and clearly
• Forecasting & Pipeline Discipline
  • Own your renewal and expansion forecast
  • Call risk early and accurately
  • Generate and manage pipeline proactively
  • Maintain clean CRM hygiene and predictable execution
• Character, Judgment & Operating Standards
  • This role requires strong performance with strong character
  • We hire for people who are:
    • Confident without ego
    • Direct, clear, and accountable
    • Comfortable delivering uncomfortable truths
    • Focused on outcomes over activity

Qualifications

• 3–5+ years of experience in Account Management, Renewal Management, or Enterprise AM roles in high growth SaaS
• Proven track record owning renewals and expansion within existing accounts
• Experience managing large account portfolios at velocity
• Strong executive communication and negotiation skills
• Comfort traveling and being onsite with customers
• Experience selling into enterprise buying environments

Who This Role Is Not For

• Customer Success–only backgrounds without commercial ownership
• Passive relationship managers
• Reps uncomfortable with renewals, negotiation, or executive conversations
• Low-velocity sellers who need deep support per account

Benefits

• Fully remote team
• Be part of an AI Native Organization
• Innovating a $100 Billion industry
• Join the rocketship to scale-up 10x and beyond together

Smartcat Culture

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.