Strategic Account Executive – EMEA

Smartcat

. Own Expansion ARR and NRR across a defined portfolio of enterprise accounts .

Posted 10/26/2026full-timeRemote • Portugal, Serbia, SpainMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in enterprise sales strategies, including upselling and cross-selling, while effectively managing relationships with diverse stakeholders. Proficient in navigating complex procurement and governance processes to drive multi-million ARR growth.

Highest-signal resume keywords

Enterprise Sales StrategiesMulti-Agent SystemsAI/Governance Value PropositionComplex Organization NavigationExecutive-Level Relationship Building

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Quotas AchievementValue-Based SellingChallenger Sales ApproachMEDDPICC MethodologyConsultative SellingForecastingRisk AssessmentAccount Expansion PlanningNegotiationData-Driven Decision Making

Soft Skills

CoachabilityHumilityOutcome FocusRelationship BuildingConviction in Sales

Tools & Technologies

Smartcat's Agentic PlatformAI SolutionsProcurement SystemsLegal Review ProcessesSecurity Governance

Industry Keywords

Enterprise AccountsARRNRRStakeholder EngagementExecutive Narrative Selling

About the role

Key responsibilities & impact

Own Expansion ARR and NRR across a defined portfolio of enterprise accounts
Build and execute plans toward multi-million ARR per account cluster
Source upsell, cross-sell, package expansion, and agent capability expansion opportunities
Own selected new enterprise logos with long-term ARR potential
Build multi-threaded relationships across business, technical, finance/procurement, and executive stakeholders
Lead deals through procurement, legal, security, and AI/data governance reviews
Maintain rigorous forecasts, call risk early, and own the number
Learn Smartcat's agentic platform, Multi-Agent Systems, and AI/governance value proposition
Develop relationships with Forward Deployed Engineer, Customer AI Engineer, Product, Marketing, and RevOps partners
Execute account-cluster expansion plans and pursue upsell, cross-sell, and new-logo opportunities

Requirements

What you’ll need

Validated track record of quotas and performance history, with references that hold up to scrutiny
Sustained performance over time across roles, including learning from losses
Fluency across modern enterprise sales approaches, including Challenger, value-based selling, MEDDPICC, consultative selling, and executive narrative selling
Experience navigating complex enterprise organizations, including procurement, legal, security, and governance reviews
Ability to build relationships with business leaders, technical stakeholders, finance/procurement, and VP/SVP/C-level executives
Ability to challenge customers, disqualify weak opportunities, and call risk early with data and conviction
Ability to operate with humility, coachability, and focus on outcomes
Ability to learn Smartcat's agentic platform, Multi-Agent Systems, and AI/governance value story
Ability to lead executive-level conversations around AI value, ROI, and outcomes

Benefits

Comp & perks

Remote-friendly work arrangements
Global, connected team across 30+ countries
Hands-on coaching from a CRO
Deep cross-functional support across Product, FDE, CX, Marketing, and RevOps
Collaborative, globally distributed team
Inclusive culture committed to respect, diversity, and anti-discrimination
Opportunity to work in an AI Native Organization
Opportunity to shape AI workplace transformation
Opportunity to help scale a post-Series C startup toward $100M+ ARR and $1B valuation