Senior Account Executive, Key Accounts

Cleo (US); United States; Remote; USD 130,000 - 140,000; Full time

Benefits offered by this job

Commission potential

Healthcare

Flexible PTO

Remote work environment

Salary growth opportunities

Job summary

Cleo (US) is seeking an experienced Enterprise Account Executive to own strategic accounts and drive revenue growth through AI-supported sales activities. You will coordinate with success, services, and sales teams to deliver outcomes, build trusted relationships, and renewals.

You will work remotely with up to 30% travel, engaging executive stakeholders and shaping long-term account strategies across a B2B SaaS ecosystem. Compensation includes base salary and commission.

Qualifications

• 10–15 years of quota-carrying account executive/enterprise sales experience with B2B SaaS or similar.
• Proven success managing complex sales cycles, renewals, and expansion within existing accounts.
• Ability to engage, advise, and influence senior/executive stakeholders across in-person and virtual environments.

Responsibilities

• Own the commercial relationship for a portfolio of strategic accounts and serve as primary contact for executives.
• Build and execute strategic account plans mapping customer goals to Cleo solutions.
• Drive expansion revenue through upsell, cross-sell, and new-use-case opportunities; lead multi-threaded sales cycles.
• Partner with Customer Success, Account Management, Support, and Professional Services to deliver outcomes and secure renewals.
• Work with SDRs and Solution Consultants to develop programs meeting client needs and budgets.
• Educate clients on industry trends, EDI and B2B integration best practices, and Cleo ecosystem value.

Skills

Executive stakeholder engagement

Strategic account management

Complex sales cycles

Renewals management

AI tools usage in sales

Job description

The essential functions include, but are not limited to, the following:

• Own the commercial relationship for an assigned portfolio of strategic accounts, serving as the primary point of contact for executive and senior stakeholders
• Build and execute strategic account plans that map customer business goals, trading partner networks, and integration roadmaps to Cleo solutions
• Drive expansion revenue through upsell, cross-sell, and new-use-case opportunities, and lead multi-threaded sales cycles from identification through close
• Partner with Customer Success, Account Management, Support, and Professional Services to deliver outcomes, drive adoption, and secure on-time renewals
• Work with SDRs and Solution Consultants to develop programs that meet each client’s needs and budget
• Educate and advise clients on industry trends, EDI and B2B integration best practices, and the value of Cleo’s ecosystem to build long-term, trusted relationships
• Negotiate contracts and renewals with clients, resolve issues, and make sure deadlines are met
• Identify risk early by monitoring account health, usage, and sentiment, and lead recovery plans when
  needed
• Obtain feedback from clients and adjust messaging to improve downstream execution; share customer
  insights with Product and Marketing
• Conduct regular business reviews with customers and report on the progress and value realized from
  their Cleo programs
• Maintain accurate opportunity, account, and forecast data in the CRM, and deliver reliable pipeline andrevenue forecasts
  

AI is part of how Cleo's sales organization works. In this role, you'll be expected to use AI responsibly and effectively to improve the quality and speed of your work while keeping your judgment, accountability, and customer relationships at the center.

Use AI to strengthen account research and planning, synthesizing relevant customer, industry, business, and account information to prepare for meetings, uncover opportunities, and develop informed account strategies.

Leverage AI-driven signals and insights to help prioritize expansion opportunities, renewal activities, account risks, and next-best actions across your portfolio.

Use AI to enhance executive and customer communication, including emails, proposals, business reviews, meeting preparation, and follow-up, while ensuring the final communication is accurate, relevant, and authentic

Apply AI to sales productivity and pipeline management, including call summaries, action tracking, CRM hygiene, opportunity progression, and forecast preparation.

Demonstrate effective prompting and critical evaluation, providing AI with appropriate context, refining outputs, and verifying accuracy before using AI-generated information internally or with customers.

Use AI responsibly and securely, protecting customer and company information and following Cleo's AI, data security, confidentiality, and approved-tool policies.

Continuously build your AI fluency, exploring new capabilities, sharing successful workflows with peers, and helping elevate AI adoption across the sales organization.

Prerequisites

10-15 years of prior experience in a quota-carrying Account Executive, Account Management, Strategic Accounts, or Enterprise Sales role, preferably within B2B SaaS.

Proven success managing complex sales cycles, renewals, and expansion opportunities within existing accounts.

Ability to engage, advise, and influence senior and executive stakeholders with confidence across in-person and virtual environments.

Strong commercial judgment and the ability to balance customer needs with business objectives.

Demonstrated ability to use AI tools to research, plan, communicate, and improve sales productivity, with sound judgment around accuracy, confidentiality, and when human expertise should lead

• Ability to travel 30%

Nice to have

Strong negotiation, forecasting, and strategic account-planning skills.

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

Demonstrated ability to build strong, long-term customer relationships.

Strong sense of accountability, ownership, and commitment.

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

Curiosity around AI, automation, and how emerging technology can improve customer outcomes and sales effectiveness.

A few things we offer

• Compensation Range - $130,000 - $140,000 + Commission Potential
• Great Healthcare + Dental + Vision
• Flexible PTO
• Culture of support, encouraging Life-Work balance
• FSA and HSA options
• Employee Assistance Program
• Remote work environment
• Accelerated title and salary growth potential
• A fun and energetic work environment that makes you excited to go to work every day

We use artificial intelligence (AI) tools to assist in certain stages of our recruitment process, such as resume screening and candidate matching. These tools are designed to support fair and consistent evaluations. If you have questions about this process or would like to request an alternative assessment method, please contact us at [e-mail].

Cleo Communications US, LLC is an equal opportunity/affirmative action employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability status, protected veteran status, or any other characteristic protected by law.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Cleo (US) 's Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.