[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. This is not 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

• A global, connected team across 30+ countries
• Remote-friendly roles for flexibility
• Innovative use of AI across all areas of the organization
• Reshaping the $100B multilingual content industry
• Opportunity to scale from a post-Series C startup to exceeding $100M in ARR

Smartcat Culture Code

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.