ЕвропаSmartcat
Strategic Account Executive (EMEA)
3 дн. назад
ЕвропаSeniorRemote
meddpicc
Win and grow Smartcat's largest enterprise relationships by owning strategic accounts and new enterprise prospects, running the full sales cycle. Smartcat is an AI-native company reshaping the multilingual content industry with a platform that enables global content creation, translation, and localization at scale.
About the company
- A global team of 200+ people across 30+ countries, working mainly remote-friendly with hubs in New York, London, Lisbon, Costa Rica, Serbia, Armenia, Georgia, and Spain.
- Smartcat is an AI Native Organization using AI throughout the company to accelerate decision-making and enable high-impact work.
- Smartcat is innovating the $100B multilingual content industry with an AI-powered platform for creating, translating, and localizing content at scale.
- The company is growing at 130% YoY, transitioning from a post-Series C startup to a business exceeding $100M ARR and $1B valuation.
Responsibilities
- Win new business and expand strategic accounts by running the full sales cycle from outbound prospecting to negotiation, signature, and expansion.
- Turn an initial foothold into broader content transformation across functions, business units, and markets, opening new buying centers before active projects.
- Build relationships from project teams to the C-suite by developing multiple champions and reaching business outcome and budget owners.
- Lead value conversations, building quantified business cases covering cost, speed, capacity, and quality, collaborating with AI Strategists for assessments.
- Negotiate customized multi-year agreements through procurement, legal, security, and AI governance reviews, preserving value without discounting.
- Lead a cross-functional account team including AI Strategists, Solutions Engineers, Technical Account Managers, and Forward Deployed Engineers with delivery scope defined before closing.
- Accurately forecast, call risk early, and share customer insights with the Product team to influence enterprise offerings and sales playbook.
- Ramp up by learning platform capabilities, account details, and building strategies, relationships, and business cases within 90 days.
Requirements
- 10+ years of enterprise software sales experience, with 5+ years owning strategic or named enterprise accounts.
- Proven record of creating and closing large, multi-year enterprise agreements, ideally eight figures total contract value, and growing them.
- Experience expanding narrow use cases into larger, funded initiatives across organizations.
- Ability to sell to C-level executives and navigate complex buying groups including business, technical, finance, procurement, and legal stakeholders.
- Skilled in building quantified business cases and fluent in structured sales methods such as MEDDPICC.
- Experience leading a virtual team of solution consultants, services, and customer success colleagues while maintaining deal accountability.
- Comfortable creating and closing opportunities within an evolving offering and lean infrastructure.
- Experience selling platform, data, security, or workflow software to large enterprises; experience with content, marketing, or localization technology is a plus.
- Excellent written and verbal communication with judgment to challenge customers and disqualify weak opportunities.