Key Account Executive

About 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.

Role Overview

The Key Account Executive at Smartcat is a senior, revenue-owning role responsible for building multi-million ARR relationships across our highest-potential enterprise customers — and selectively, new enterprise logos with long-term expansion potential. This is not a passive account management role. It is a hunter–expander role that requires urgency, executive presence, commercial rigor, AI business fluency, and strong character.

Core Responsibilities

• Expand existing enterprise customers into multi-department, multi-workflow, global relationships

• Own a select set of high-quality new logos and hunt them aggressively

• Lead executive-level conversations around AI value, governance, ROI, and outcomes

• Operate as a strategic revenue owner in close partnership with Field Delivery Engineers (FDE), Customer AI Engineers, Product, Marketing, and RevOps

Executive-Level Commercial & Financial Acumen

You are expected to read and understand:

• Balance sheets

• Budget ownership and buying power

• Enterprise buying centers

Procurement & Enterprise Deal Mastery

You must be highly comfortable leading deals through:

• Procurement

• Legal

• Security

• AI, data, and governance reviews

• Navigating centralized and regional buying committees

• Managing pricing, discounting, and contract negotiations

• Holding the line on value rather than defaulting to discounting

• Controlling the deal process — not being controlled by it

Multi-Method Enterprise Selling Fluency

You are expected to be fluent across modern enterprise sales approaches, including:

• Challenger

• Value-based selling

• MEDDPICC-driven qualification

• Consultative and executive narrative selling

AI, Governance & Business Outcomes Fluency

You must be comfortable leading executive conversations about:

• The business value of AI

• AI impact on:

  • Productivity

  • Speed-to-market

  • Cost efficiency

  • Risk mitigation

• AI governance, trust, and responsible use

• Human-in-the-loop models and quality assurance

• Translating Smartcat’s agentic platform and Multi-Agent Systems into measurable ROI

Character, Humility & Operating Standards

This role requires elite performance with elite character. We explicitly hire for the principles of an Ideal Team Player, with special emphasis on humility as a force multiplier. Humility is a Requirement at Smartcat. We expect people who are:

• Confident without ego

• Secure enough to invite challenge

• Willing to be wrong, learn fast, and adapt

• Quick to share credit and slow to assign blame

• Focused on outcomes over personal recognition

Comfort Delivering Uncomfortable Truth

You must be comfortable:

• Delivering uncomfortable truth internally and externally

• That includes:

  • Challenging customers when value is at risk

  • Calling deal risk early

  • Disqualifying weak opportunities

  • Pushing back on misaligned scope or expectations

  • Speaking up with data and conviction

Forecast Rigor & Revenue Ownership

Forecasting is not reporting — it is ownership. In this role:

• You own your forecast

• You call it straight

• You surface risk early

• You do not sandbag

• You do not hero-forecast

Cross-Functional Leadership & Delivery Partnership

You will work closely with:

• Forward Deployed Engineers (FDE)

• Customer AI Engineers

• Product and Solutions teams

• Marketing and Revenue Operations

You must be comfortable:

• Collaborating deeply on scoped expansions

• Ensuring complexity is sold correctly

• Co-owning outcomes through delivery

• Escalating early and intelligently

Leadership & The Business Bet

This role requires direct access to leadership, hands-on coaching from a CRO who previously scaled a company to $150M+ ARR and a successful exit, deep cross-functional support across Product, FDE, CX, Marketing, and RevOps, clear executive sponsorship and alignment, and a leadership who leads from the front, coaches, and supports execution alignment.

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. Our commitment to inclusion is steadfast, and we stand firmly against discrimination and harassment.