Senior Account Executive – Key Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the commercial relationship for a designated portfolio of strategic accounts, acting as the main point of contact for executive and senior stakeholders.

• Develop and implement strategic account plans that align with customer business objectives, trading partner networks, and integration roadmaps tailored to Cleo solutions.

• Generate expansion revenue through upselling, cross-selling, and identifying new-use-case opportunities; guide multi-threaded sales processes from identification to closure.

• Collaborate with Customer Success, Account Management, Support, and Professional Services to achieve outcomes, drive adoption, and ensure timely renewals.

• Partner with SDRs and Solution Consultants to create programs that cater to each client's specific needs and budget.

• Inform and guide clients on industry trends, EDI and B2B integration best practices, and the Cleo ecosystem.

• Negotiate contracts and renewals, address issues, and guarantee that deadlines are adhered to.

• Monitor account health, usage, and customer sentiment; proactively identify risks and lead recovery initiatives.

• Collect client feedback, refine messaging, and relay customer insights to Product and Marketing teams.

• Conduct regular business reviews and report on customer progress and the value delivered.

• Maintain precise opportunity, account, and forecast data in the CRM; provide accurate pipeline and revenue forecasts.

• Utilize AI for account research, planning, opportunity prioritization, customer communication, sales productivity, pipeline management, and forecast preparation.

• Implement effective prompting, critically assess AI outputs, verify their accuracy, and safeguard customer and company information.

• Continuously enhance AI proficiency and share successful workflows with colleagues.

⛳️ Requirements

• Bachelor's degree.

• 10-15 years of relevant experience in a quota-carrying Account Executive, Account Management, Strategic Accounts, or Enterprise Sales capacity, ideally within the B2B SaaS sector.

• Proven track record in managing complex sales cycles, renewals, and expansion opportunities within existing accounts.

• Ability to engage, advise, and influence senior and executive stakeholders confidently in both in-person and virtual settings.

• Strong commercial acumen with the ability to balance customer needs against business goals.

• Demonstrated proficiency in using AI tools for research, planning, communication, and enhancing sales productivity, with sound judgment regarding accuracy, confidentiality, and the role of human expertise.

• Willingness to travel 30% of the time.

• Excellent negotiation, forecasting, and strategic account planning abilities.

• Experience thriving in a fast-paced, highly collaborative sales environment.

• Proven capability to foster strong, long-lasting customer relationships.

• Strong sense of accountability, ownership, and dedication.

• Interest in or experience with supply chain technology, EDI, B2B integration, SaaS, or enterprise IT.

• Curiosity about AI, automation, and how emerging technologies can enhance customer outcomes and sales efficiency.

🏝️ Benefits

• Commission Potential.

• Comprehensive Healthcare, Dental, and Vision coverage.

• Flexible Paid Time Off (PTO).

• Supportive culture promoting Life-Work balance.

• 401k matching.

• FSA and HSA options.

• Employee Assistance Program.

• Paid Parental Leave.

• Remote work environment.

• Potential for accelerated title and salary progression.

• A vibrant and energetic workplace that motivates you to come to work every day.