Defend Account Manager

WHY YOU SHOULD JOIN OUR TEAM

You'll own a large, high-value portfolio (~35 enterprise and strategic accounts) at the center of Smartcat's retention engine — with real autonomy over how you run renewals, multi-thread accounts, and drive expansion. This is a revenue-owning seat, not a support function: you'll operate independently, without dedicated CSM backing, partnering with Field Delivery Engineers on technical needs while you own customer outcomes end-to-end.

MISSION

Protect, renew, and expand Smartcat's enterprise and strategic customer base at scale — treating every renewal as a commercial motion and every account as an opportunity to multi-thread, uncover new stakeholders, and grow value.

OUTCOMES

• Drive on-time gross renewals across your portfolio, identifying and addressing risk early through proactive stakeholder engagement and commercial positioning
• Generate expansion ARR within existing accounts through cross-sell, upsell, and adoption of new teams, departments, regions, and workflows (e.g., growing accounts from $20K $80K+ ARR)
• Build and sustain multi-threaded relationships across business owners, functional leaders, procurement/finance, and VP/SVP/C-level executives — eliminating single-threaded risk
• Own an accurate renewal and expansion forecast, with clean CRM hygiene and early, clear risk escalation

HOW YOU'LL RAMP

By Day 30:

• Learn Smartcat's platform, AI/human-in-the-loop value story, and the full renewal lifecycle process
• Get up to speed on your ~35-account portfolio: renewal timing, current health, key stakeholders, and known risk signals
• Build working relationships with your Field Delivery Engineer partners and understand the cross-functional execution model

By Day 60:

• Be running renewal conversations independently — from early risk identification through commercial positioning and negotiation
• Have multi-threaded at least a portion of your portfolio, identifying whitespace and expansion triggers in target accounts
• Maintain clean, forecast-ready CRM data and be calling renewal risk early and accurately

By Day 90:

• Be fully accountable for on-time renewals and a predictable, accurate forecast across your full portfolio
• Have active expansion motions underway in multiple accounts, with credible, outcome-driven expansion narratives built
• Demonstrate consistent executive-level engagement (VP/SVP/C-level) across your book of business

WHAT YOU'VE ACCOMPLISHED

• 3-5+ years in Account Management, Renewal Management, or Enterprise AM roles within high-growth SaaS
• A proven track record owning both renewals and expansion within existing accounts
• Experience managing large account portfolios (mid-market velocity, enterprise-level accounts) with strong commercial discipline
• Strong executive communication and negotiation skills, with experience selling into enterprise buying environments
• Comfort traveling and being onsite with customers
• A track record of operating with confidence, directness, and accountability — delivering uncomfortable truths and focusing on outcomes over activity