Defend Account Manager

Smartcat; Indianapolis (IN); On-site; USD 90,000 - 150,000; Full time

Job summary

Smartcat is seeking an experienced Account Manager to protect, renew, and expand a portfolio of enterprise and strategic customers in a high-growth SaaS environment.

You will own renewal conversations end-to-end, drive multi-threaded relationships with executives, and strategically position expansions across regions and teams. The role requires travel and onsite collaboration with customers to ensure outcomes align with business goals.

Qualifications

• 3-5+ years in Account Management, Renewal Management, or Enterprise AM within high-growth SaaS.
• Proven track record owning renewals and expansion within existing accounts.
• Experience managing large account portfolios with commercial discipline.
• Strong executive communication and negotiation skills; experience selling into enterprise buyers.
• Comfort traveling and onsite with customers.

Responsibilities

• Drive on-time 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.
• Build and sustain multi-threaded relationships across business owners, procurement/finance, and VP/SVP/C-level executives.
• Own an accurate renewal and expansion forecast, with clean CRM hygiene and early, clear risk escalation.

Skills

Account Management

Renewal Management

Enterprise AM

Executive communication

Negotiation

Travel

Job description

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.

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. These AI agents aren't generic copilots. They're fully trained digital teammates that learn from your best people, your content, and your business strategy—ready to get to work from day one.

Our platform combines generative AI, human-in-the-loop workflows, and a living Enterprise Skill Graph that continuously learns and improves. Whether you're launching a product globally, onboarding new hires, translating learning content, or aligning legal teams across regions, Smartcat turns knowledge into action and action into scale.

Over 1,000 companies, including 20% of the Fortune 500, rely on Smartcat to bring their business to the world- instantly, accurately, and in every language. As a Series C company with consistently high year-over-year growth, we're scaling fast and investing in people who want to shape the future of work with us.

Join us in unlocking global potential, one human and agent team at a time.

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

Why joining Smartcat might be your best move so far

• A global, connected team We're a team of 200+ people across 30+ countries, working together through a hub-and-spoke model anchored in eight key locations: New York, London, Lisbon, Costa Rica, Serbia, Armenia, Georgia, and Spain. Most of our roles are remote-friendly, giving you the flexibility to do your best work from where you thrive. For customer-facing teams, we prioritize proximity to our customers, ensuring we stay deeply connected to their needs and deliver an exceptional experience. No matter where you're based, you'll be part of a highly collaborative, globally-distributed team that values ownership, speed, and meaningful impact.
• Be part of an AI Native Organization We are highly innovative, using AI across all areas of the organization to accelerate decision-making and free people to focus on strategy and high-impact work. We embrace new ideas and encourage all Smartcaters, regardless of level or department, to manage their own AI Agents. At Smartcat you'll shape how AI transforms the workplace and play an integral role in ensuring Smartcat remains a leader in AI innovation.
• Innovating a $100 Billion industry Smartcat is reshaping the $100B multilingual content industry with an AI-powered platform that makes it easy for companies to create, translate, and localize global content at scale. Our platform enables enterprise