Enterprise Client Executive
3 days ago
New York
Job DescriptionAbout 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 consistently high 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. Enterprise Client Executive (Defend Account Management Team | Enterprise & Strategic Accounts) Location: US - Remote Reports to: Sr. Director of Defend Account Management Segment: Enterprise & Strategic Accounts (Defend Portfolio) Primary Metrics: Gross Renewal Rate, Net Revenue Retention (NRR), Expansion ARR, Forecast Accuracy Role Overview 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. You will manage a large portfolio (~35 accounts), drive on-time renewals as your core mandate, and 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 Responsibilities1. 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 Renewal ownership is the foundation of this role. 1. 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 lists3. 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 This role requires enterprise judgment at mid-market speed. 1. 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 Single-threaded accounts are considered at risk. 1. Commercial & Business Acumen • Understand:, • Customer business models, • Budget ownership and buying processes, • Renewal and procurement cycles, • Position renewals and expansions in terms of:, • Business impact, • ROI, • Productivity and efficiency gains, • Confidently lead renewal and expansion negotiations You are expected to think and act like a business owner. 1. AI & Smartcat Value Fluency • Speak credibly about:, • AI-driven productivity and speed-to-market, • Human-in-the-loop quality models, • Business value of AI, not just technology, • Translate Smartcat's platform into clear, outcome-driven value for customers, • Be comfortable using and discussing AI in customer-facing conversations You do not need to be deeply technical—but you must be commercially fluent. 1. Cross-Functional Execution Model • Partner closely with Field Delivery Engineers (FDE) for technical and solution needs, • Operate without dedicated CSM support on these accounts, • Own customer momentum, alignment, and outcomes end-to-end, • Escalate risks early and clearly This role requires independence, judgment, and accountability. 1. 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 Forecasting is ownership—not reporting. 1. 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 Passive account managers, order-takers, or relationship-only sellers will not succeed here. Experience & Requirements • 3-5+ years of experience in:, • Account Management, Renewal Management, or Enterprise AM roles in high growth SaaS, • Proven track record owning:, • Renewals, • 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 accountWhy joining Smartcat might be your best move so far, • A global, connected team We're a team of 200+ people across 30+ countries, working together through a hub-and-spoke model anchored in eight key locations: New York, London, Lisbon, Costa Rica, Serbia, Armenia, Georgia, and Spain. Most of our roles are remote-friendly, giving you the flexibility to do your best work from where you thrive. For customer-facing teams, we prioritize proximity to our customers, ensuring we stay deeply connected to their needs and deliver an exceptional experience. No matter where you're based, you'll be part of a highly collaborative, globally-distributed team that values ownership, speed, and meaningful impact. • 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 Code: 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.
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