[Hiring] Senior Account Executive @Cleo (US)

Role Description

• Own the commercial relationship for an assigned portfolio of strategic accounts, serving as the primary point of contact for executive and senior stakeholders.
• Build and execute strategic account plans that map customer business goals, trading partner networks, and integration roadmaps to Cleo solutions.
• Drive expansion revenue through upsell, cross-sell, and new-use-case opportunities, and lead multi-threaded 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 each client’s needs and budget.
• Educate and advise clients on industry trends, EDI and B2B integration best practices, and the value of Cleo’s ecosystem to build long-term, trusted relationships.
• Negotiate contracts and renewals with clients, resolve issues, and make sure deadlines are met.
• Identify risk early by monitoring account health, usage, and sentiment, and lead recovery plans when needed.
• Obtain feedback from clients and adjust messaging to improve downstream execution; share customer insights with Product and Marketing.
• Conduct regular business reviews with customers and report on the progress and value realized from their Cleo programs.
• Maintain accurate opportunity, account, and forecast data in the CRM, and deliver reliable pipeline and revenue forecasts.

AI Fluency Competencies

• Use AI to strengthen account research and planning, synthesizing relevant customer, industry, business, and account information to prepare for meetings, uncover opportunities, and develop informed account strategies.
• Leverage AI-driven signals and insights to help prioritize expansion opportunities, renewal activities, account risks, and next-best actions across your portfolio.
• Use AI to enhance executive and customer communication, including emails, proposals, business reviews, meeting preparation, and follow-up, while ensuring the final communication is accurate, relevant, and authentic.
• Apply AI to sales productivity and pipeline management, including call summaries, action tracking, CRM hygiene, opportunity progression, and forecast preparation.
• Demonstrate effective prompting and critical evaluation, providing AI with appropriate context, refining outputs, and verifying accuracy before using AI-generated information internally or with customers.
• Use AI responsibly and securely, protecting customer and company information and following Cleo's AI, data security, confidentiality, and approved-tool policies.
• Continuously build your AI fluency, exploring new capabilities, sharing successful workflows with peers, and helping elevate AI adoption across the sales organization.

Qualifications

• Bachelor's degree.
• 10-15 years of prior experience in a quota-carrying Account Executive, Account Management, Strategic Accounts, or Enterprise Sales role, preferably within B2B SaaS.
• Proven success managing complex sales cycles, renewals, and expansion opportunities within existing accounts.
• Ability to engage, advise, and influence senior and executive stakeholders with confidence across in-person and virtual environments.
• Strong commercial judgment and the 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 around accuracy, confidentiality, and when human expertise should lead.
• Ability to travel 30%.

Nice to have

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

Benefits

• Compensation Range - $130,000 - $140,000 + Commission Potential.
• Great Healthcare + Dental + Vision.
• Flexible PTO.
• Culture of support, encouraging Life-Work balance.
• 401k match.
• FSA and HSA options.
• Employee Assistance Program.
• Paid Parental Leave.
• Remote work environment.
• Accelerated title and salary growth potential.
• A fun and energetic work environment that makes you excited to go to work every day.