Enterprise Client Executive

(Defend Account Management Team | Enterprise & Strategic Accounts)

Location: UK - Remote
Reports to: Sr. Director of Defend Account Management
Segment: Enterprise & Strategic Accounts (Defend Portfolio)
Primary Metrics: Gross Renewal Rate, Net Revenue Retention (NRR), Expansion ARR, Forecast Accuracy

Role Overview

The Enterprise Client Executive at Smartcat is a senior, revenue-owning role responsible for protecting, renewing, and expanding Smartcat’s enterprise and strategic customer base at scale.

This is not a Customer Success role.
This is not a low-touch renewal desk.

This role sits at the intersection of renewal ownership, executive relationship management, and expansion strategy, operating at mid-market velocity across enterprise-level accounts.

You will manage a large portfolio (~35 accounts), drive on-time renewals as your core mandate, and consistently expand account value by multi-threading relationships, uncovering new stakeholders, and selling additional use cases, workflows, and value.

This role is critical to Smartcat’s retention engine, base protection, and long-term revenue durability.

Core Responsibilities

1. Renewal Ownership & Base Protection

• Own gross renewals across a defined portfolio of enterprise and strategic accounts
• Run the full renewal lifecycle, including:
• Early risk identification
• Stakeholder alignment
• Commercial positioning
• Negotiation and close
• Defend existing ARR and prevent churn through proactive engagement and value articulation
• Treat renewals as commercial motions, not administrative tasks
• Operate with urgency and discipline to ensure on-time, predictable renewals

Renewal ownership is the foundation of this role.

2. Expansion Within Existing Accounts

• Drive expansion ARR on top of renewals through:
• Cross-sell and upsell motions
• New teams, departments, regions, and workflows
• Consistently grow accounts (e.g., $20K → $80K+ ARR) through structured expansion planning
• Identify whitespace and expansion triggers inside existing customers
• Build credible expansion narratives tied to business outcomes, not feature lists

3. High-Velocity Enterprise Account Management

• Manage ~35 accounts with a fast, repeatable operating cadence
• Balance depth and speed without sacrificing commercial rigor
• Prioritize accounts intelligently based on:
• Renewal timing
• Expansion potential
• Risk signals
• Avoid over-reliance on any single stakeholder or champion

This role requires enterprise judgment at mid-market speed.

4. Executive & C-Level Multi-Threading

• Build and maintain multi-threaded relationships across:
• Business owners
• Functional leaders
• Procurement and finance
• VP, SVP, and C-level executives
• Move beyond day-to-day users into economic buyers and decision-makers
• Expand account influence even when the original champion changes or exits

Single-threaded accounts are considered at risk.

5. Commercial & Business Acumen

• Understand:
• Customer business models
• Budget ownership and buying processes
• Renewal and procurement cycles
• Position renewals and expansions in terms of:
• Business impact
• ROI
• Productivity and efficiency gains
• Confidently lead renewal and expansion negotiations

You are expected to think and act like a business owner.

6. AI & Smartcat Value Fluency

• Speak credibly about:
• AI-driven productivity and speed-to-market
• Human-in-the-loop quality models
• Business value of AI, not just technology
• Translate Smartcat’s platform into clear, outcome-driven value for customers
• Be comfortable using and discussing AI in customer-facing conversations

You do not need to be deeply technical—but you must be commercially fluent.

7. Cross-Functional Execution Model

• Partner closely with Field Delivery Engineers (FDE) for technical and solution needs
• Operate without dedicated CSM support on these accounts
• Own customer momentum, alignment, and outcomes end-to-end
• Escalate risks early and clearly

This role requires independence, judgment, and accountability.

8. Forecasting & Pipeline Discipline

• Own your renewal and expansion forecast
• Call risk early and accurately
• Generate and manage pipeline proactively
• Maintain clean CRM hygiene and predictable execution

Forecasting is ownership—not reporting.

9. Character, Judgment & Operating Standards

This role requires strong performance with strong character.

We hire for people who are:

• Confident without ego
• Direct, clear, and accountable
• Comfortable delivering uncomfortable truths
• Focused on outcomes over activity

Passive account managers, order-takers, or relationship-only sellers will not succeed here.

Experience & Requirements

• 3–5+ years of experience in:
• Account Management, Renewal Management, or Enterprise AM roles in high growth SaaS
• Proven track record owning:
• Renewals
• Expansion within existing accounts
• Experience managing large account portfolios at velocity
• Strong executive communication and negotiation skills
• Comfort traveling and being onsite with customers
• Experience selling into enterprise buying environments
  
  

Who This Role Is Not For

• Customer Success–only backgrounds without commercial ownership
• Passive relationship managers
• Reps uncomfortable with renewals, negotiation, or executive conversations
• Low-velocity sellers who need deep support per account

Mission

This is not a traditional Product Manager role. We are not looking for someone who writes requirements and waits for engineering. We are looking for someone who builds.

You will take a workflow from concept to working prototype before a sprint starts. You will design AI systems, not just describe them. You will validate with real users, not decks. And you will own the full arc from insight to production, including the parts that used to belong to other functions.

If that sounds like the job you have been trying to do inside a traditional Product Manager role, this is the upgrade.

What You Will Actually Do

• Prototype before planning. When a new product opportunity surfaces, your first output is a working prototype, not a spec. You use tools like Claude Code, agentic frameworks, and no-code APIs to build fast enough that engineering validation happens on something real, not something imagined.
• Design AI workflows end-to-end. You think in systems, not features. You map the full chain: input, reasoning, output, action. You decide where AI belongs in a workflow, where rules are more reliable, and how to structure context so the system behaves predictably at scale.
• Own the evaluation layer. Before anything ships, you define what good output looks like. You build evals, monitor for drift, and create the feedback loops that keep AI features working after the demo is over.
• Reason about cost and latency. You treat token usage, response time, and model selection as product decisions, not engineering concerns. You understand the unit economics of every feature you ship and can speak to feasibility and scalability without guessing.
• Validate with users, not stakeholders. You put working things in front of real users early and often. You design feedback loops that generate signal, not sentiment.
• Ship. Not someday. Fast.

What We Are Looking For

Must-haves:

• 4+ years in a product role, with at least 2 years working directly on AI-powered products
• Demonstrated ability to build working prototypes using AI development tools (Claude Code, Cursor, v0, or equivalent)
• Hands-on experience designing agentic workflows, including tool use, memory, and multi-step reasoning
• Clear understanding of RAG, prompt architecture, and when to use models versus rules
• Experience defining and running evals for AI features in production
• Track record of shipping products, not just planning them

Strong signal:

• You have built something on your own, outside of a job, using AI tools
• You can walk through the cost and latency tradeoffs of a feature you shipped
• You have worked in a paired product-engineering model where prototypes precede specs
• You have owned a feature from zero to production, including the parts no one assigned to you

Not required:

• Computer science degree
• Ability to write production-ready backend code
• Experience at a large company (small team instincts are a plus here)

What You Will Not Do

• Write long PRDs that sit in Notion waiting for an engineering sprint
• Coordinate meetings between functions that should be talking directly
• Manage backlogs in isolation from the users they are supposed to serve
• Treat AI as a feature category rather than a design medium

How We Work

We eliminated traditional PRDs. Product and engineering work in paired ownership, with prototypes expected within hours of a new idea. Reviews are outcome-based, not output-based. The expectation is that you can move fast enough that engineering is validating something real, not waiting for a handoff.

This is a high-trust, high-accountability model. You will have significant autonomy over what you build and how you build it. You will also be expected to show your work, early and often, in the form of working artifacts, not status updates.

How to Apply

Skip the cover letter. Instead, send us:

1. One example of a prototype or working artifact you built using AI tools. A link, a demo, a repo, anything real.
2. Two to three sentences on the workflow it automated or the problem it solved.
3. The cost or latency tradeoff you had to navigate to make it work in practice, even if it was just for a side project.

We will respond to every submission that includes all three.

Mission

This is not a traditional Product Manager role. We are not looking for someone who writes requirements and waits for engineering. We are looking for someone who builds.

You will take a workflow from concept to working prototype before a sprint starts. You will design AI systems, not just describe them. You will validate with real users, not decks. And you will own the full arc from insight to production, including the parts that used to belong to other functions.

If that sounds like the job you have been trying to do inside a traditional Product Manager role, this is the upgrade.

What You Will Actually Do

• Prototype before planning. When a new product opportunity surfaces, your first output is a working prototype, not a spec. You use tools like Claude Code, agentic frameworks, and no-code APIs to build fast enough that engineering validation happens on something real, not something imagined.
• Design AI workflows end-to-end. You think in systems, not features. You map the full chain: input, reasoning, output, action. You decide where AI belongs in a workflow, where rules are more reliable, and how to structure context so the system behaves predictably at scale.
• Own the evaluation layer. Before anything ships, you define what good output looks like. You build evals, monitor for drift, and create the feedback loops that keep AI features working after the demo is over.
• Reason about cost and latency. You treat token usage, response time, and model selection as product decisions, not engineering concerns. You understand the unit economics of every feature you ship and can speak to feasibility and scalability without guessing.
• Validate with users, not stakeholders. You put working things in front of real users early and often. You design feedback loops that generate signal, not sentiment.
• Ship. Not someday. Fast.

What We Are Looking For

Must-haves:

• 4+ years in a product role, with at least 2 years working directly on AI-powered products
• Demonstrated ability to build working prototypes using AI development tools (Claude Code, Cursor, v0, or equivalent)
• Hands-on experience designing agentic workflows, including tool use, memory, and multi-step reasoning
• Clear understanding of RAG, prompt architecture, and when to use models versus rules
• Experience defining and running evals for AI features in production
• Track record of shipping products, not just planning them

Strong signal:

• You have built something on your own, outside of a job, using AI tools
• You can walk through the cost and latency tradeoffs of a feature you shipped
• You have worked in a paired product-engineering model where prototypes precede specs
• You have owned a feature from zero to production, including the parts no one assigned to you

Not required:

• Computer science degree
• Ability to write production-ready backend code
• Experience at a large company (small team instincts are a plus here)

What You Will Not Do

• Write long PRDs that sit in Notion waiting for an engineering sprint
• Coordinate meetings between functions that should be talking directly
• Manage backlogs in isolation from the users they are supposed to serve
• Treat AI as a feature category rather than a design medium

How We Work

We eliminated traditional PRDs. Product and engineering work in paired ownership, with prototypes expected within hours of a new idea. Reviews are outcome-based, not output-based. The expectation is that you can move fast enough that engineering is validating something real, not waiting for a handoff.

This is a high-trust, high-accountability model. You will have significant autonomy over what you build and how you build it. You will also be expected to show your work, early and often, in the form of working artifacts, not status updates.

How to Apply

Skip the cover letter. Instead, send us:

1. One example of a prototype or working artifact you built using AI tools. A link, a demo, a repo, anything real.
2. Two to three sentences on the workflow it automated or the problem it solved.
3. The cost or latency tradeoff you had to navigate to make it work in practice, even if it was just for a side project.

We will respond to every submission that includes all three.

Mission

This is not a traditional Product Manager role. We are not looking for someone who writes requirements and waits for engineering. We are looking for someone who builds.

You will take a workflow from concept to working prototype before a sprint starts. You will design AI systems, not just describe them. You will validate with real users, not decks. And you will own the full arc from insight to production, including the parts that used to belong to other functions.

If that sounds like the job you have been trying to do inside a traditional Product Manager role, this is the upgrade.

What You Will Actually Do

• Prototype before planning. When a new product opportunity surfaces, your first output is a working prototype, not a spec. You use tools like Claude Code, agentic frameworks, and no-code APIs to build fast enough that engineering validation happens on something real, not something imagined.
• Design AI workflows end-to-end. You think in systems, not features. You map the full chain: input, reasoning, output, action. You decide where AI belongs in a workflow, where rules are more reliable, and how to structure context so the system behaves predictably at scale.
• Own the evaluation layer. Before anything ships, you define what good output looks like. You build evals, monitor for drift, and create the feedback loops that keep AI features working after the demo is over.
• Reason about cost and latency. You treat token usage, response time, and model selection as product decisions, not engineering concerns. You understand the unit economics of every feature you ship and can speak to feasibility and scalability without guessing.
• Validate with users, not stakeholders. You put working things in front of real users early and often. You design feedback loops that generate signal, not sentiment.
• Ship. Not someday. Fast.

What We Are Looking For

Must-haves:

• 4+ years in a product role, with at least 2 years working directly on AI-powered products
• Demonstrated ability to build working prototypes using AI development tools (Claude Code, Cursor, v0, or equivalent)
• Hands-on experience designing agentic workflows, including tool use, memory, and multi-step reasoning
• Clear understanding of RAG, prompt architecture, and when to use models versus rules
• Experience defining and running evals for AI features in production
• Track record of shipping products, not just planning them

Strong signal:

• You have built something on your own, outside of a job, using AI tools
• You can walk through the cost and latency tradeoffs of a feature you shipped
• You have worked in a paired product-engineering model where prototypes precede specs
• You have owned a feature from zero to production, including the parts no one assigned to you

Not required:

• Computer science degree
• Ability to write production-ready backend code
• Experience at a large company (small team instincts are a plus here)

What You Will Not Do

• Write long PRDs that sit in Notion waiting for an engineering sprint
• Coordinate meetings between functions that should be talking directly
• Manage backlogs in isolation from the users they are supposed to serve
• Treat AI as a feature category rather than a design medium

How We Work

We eliminated traditional PRDs. Product and engineering work in paired ownership, with prototypes expected within hours of a new idea. Reviews are outcome-based, not output-based. The expectation is that you can move fast enough that engineering is validating something real, not waiting for a handoff.

This is a high-trust, high-accountability model. You will have significant autonomy over what you build and how you build it. You will also be expected to show your work, early and often, in the form of working artifacts, not status updates.

How to Apply

Skip the cover letter. Instead, send us:

1. One example of a prototype or working artifact you built using AI tools. A link, a demo, a repo, anything real.
2. Two to three sentences on the workflow it automated or the problem it solved.
3. The cost or latency tradeoff you had to navigate to make it work in practice, even if it was just for a side project.

We will respond to every submission that includes all three.

About the Role

What You’ll Do

• Translate company and product strategy into clear, actionable plans
• Ensure OKRs connect directly to roadmap and weekly execution
• Identify gaps between goals and actual delivery, and close them

• Establish and run planning cycles (weekly, monthly, quarterly)
• Standardize how teams plan, prioritize, and track work
• Ensure consistent use of tools like Jira, dashboards, and reporting

• Define and run the end-to-end release process across all teams
• Ensure every release is scoped, ready, and aligned across Product, Engineering, Design, and GTM
• Drive release readiness reviews (quality, dependencies, documentation, enablement)
• Coordinate launch plans including internal enablement, documentation, and external communication
• Prevent “silent releases” by ensuring every release has clear intent, messaging, and success criteria

• Track release performance post-launch (usage, adoption, impact on KPIs)
• Identify gaps between shipped features and actual customer value
• Close the loop between Product, Support, and GTM on release feedback
• Drive improvements in release quality, reducing rework and customer-facing issues

• Create clear, real-time visibility into progress, releases, risks, and blockers
• Drive regular business and release reviews with leadership
• Hold teams accountable to commitments without becoming bureaucratic

• Identify inefficiencies across discovery, delivery, and release
• Simplify workflows, reduce noise, and remove friction
• Ensure teams focus on outcomes, not just output

• Align Product, Engineering, Design, and GTM on priorities and releases
• Ensure dependencies are visible and managed proactively
• Eliminate miscommunication and last-minute surprises around launches

• Bring data, metrics, and insights into product and release discussions
• Support prioritization with clear context, not frameworks for the sake of it
• Ensure teams understand trade-offs and make decisions quickly

What Good Looks Like in This Role

• Releases are predictable, well-coordinated, and high quality
• No last-minute chaos before launch
• Every release has clear goals, messaging, and measurable impact
• Teams know exactly what is shipping, when, and why
• Leadership has visibility into both execution and release outcomes
• Adoption and customer impact improve, not just output

What We’re Looking For

Experience

• 5+ years in Product Operations, Product Management, or similar roles
• Experience managing product releases in SaaS or platform companies
• Proven track record of improving product team effectiveness and release quality

• Strong operational thinking and structured problem solving
• Deep understanding of product development lifecycle, including release management
• Ability to connect strategy to execution and launch
• Excellent communication and stakeholder management
• Comfortable working with data, metrics, and dashboards

• You care about outcomes, not just shipping features
• You push for clarity, readiness, and quality before release
• You are comfortable challenging teams when something is not ready to ship
• You move fast and fix issues instead of letting broken releases go out

• Experience scaling product organizations
• Familiarity with tools like Jira/Youtrack, Product Discovery tools, Notion
• Experience working on platform or AI-driven products

Why This Role Matters

This is a force-multiplier role.
You won’t just support the product team, you will ensure that what gets built actually reaches customers in a way that drives adoption and impact. This role directly determines whether your product ships chaos or ships value.

If you want, I can push this one step further and define a release framework (what “ready to ship” actually means) so this role doesn’t become a coordinator but a gatekeeper of quality.

About the Role

What You’ll Do

• Translate company and product strategy into clear, actionable plans
• Ensure OKRs connect directly to roadmap and weekly execution
• Identify gaps between goals and actual delivery, and close them

• Establish and run planning cycles (weekly, monthly, quarterly)
• Standardize how teams plan, prioritize, and track work
• Ensure consistent use of tools like Jira, dashboards, and reporting

• Define and run the end-to-end release process across all teams
• Ensure every release is scoped, ready, and aligned across Product, Engineering, Design, and GTM
• Drive release readiness reviews (quality, dependencies, documentation, enablement)
• Coordinate launch plans including internal enablement, documentation, and external communication
• Prevent “silent releases” by ensuring every release has clear intent, messaging, and success criteria

• Track release performance post-launch (usage, adoption, impact on KPIs)
• Identify gaps between shipped features and actual customer value
• Close the loop between Product, Support, and GTM on release feedback
• Drive improvements in release quality, reducing rework and customer-facing issues

• Create clear, real-time visibility into progress, releases, risks, and blockers
• Drive regular business and release reviews with leadership
• Hold teams accountable to commitments without becoming bureaucratic

• Identify inefficiencies across discovery, delivery, and release
• Simplify workflows, reduce noise, and remove friction
• Ensure teams focus on outcomes, not just output

• Align Product, Engineering, Design, and GTM on priorities and releases
• Ensure dependencies are visible and managed proactively
• Eliminate miscommunication and last-minute surprises around launches

• Bring data, metrics, and insights into product and release discussions
• Support prioritization with clear context, not frameworks for the sake of it
• Ensure teams understand trade-offs and make decisions quickly

What Good Looks Like in This Role

• Releases are predictable, well-coordinated, and high quality
• No last-minute chaos before launch
• Every release has clear goals, messaging, and measurable impact
• Teams know exactly what is shipping, when, and why
• Leadership has visibility into both execution and release outcomes
• Adoption and customer impact improve, not just output

What We’re Looking For

Experience

• 5+ years in Product Operations, Product Management, or similar roles
• Experience managing product releases in SaaS or platform companies
• Proven track record of improving product team effectiveness and release quality

• Strong operational thinking and structured problem solving
• Deep understanding of product development lifecycle, including release management
• Ability to connect strategy to execution and launch
• Excellent communication and stakeholder management
• Comfortable working with data, metrics, and dashboards

• You care about outcomes, not just shipping features
• You push for clarity, readiness, and quality before release
• You are comfortable challenging teams when something is not ready to ship
• You move fast and fix issues instead of letting broken releases go out

• Experience scaling product organizations
• Familiarity with tools like Jira/Youtrack, Product Discovery tools, Notion
• Experience working on platform or AI-driven products

Why This Role Matters

This is a force-multiplier role.
You won’t just support the product team, you will ensure that what gets built actually reaches customers in a way that drives adoption and impact. This role directly determines whether your product ships chaos or ships value.

If you want, I can push this one step further and define a release framework (what “ready to ship” actually means) so this role doesn’t become a coordinator but a gatekeeper of quality.

Role Overview

The Key Account Executive at Smartcat is a senior, revenue-owning role responsible for building multi-million ARR relationships across our highest-potential enterprise customers — and selectively, new enterprise logos with long-term expansion potential.

This is not a passive account management role.
It is a hunter–expander role that requires urgency, executive presence, commercial rigor, AI business fluency, and strong character.

You will:

• Expand existing enterprise customers into multi-department, multi-workflow, global relationships
• Own a select set of high-quality new logos and hunt them aggressively
• Lead executive-level conversations around AI value, governance, ROI, and outcomes
  
• Operate as a strategic revenue owner in close partnership with Forward Deployed Engineers (FDE), Customer AI Engineers, Product, Marketing, and RevOps
  
  

This role directly drives NRR, expansion ARR, and Smartcat’s path to $100M+ ARR.

Core Responsibilities

1. Expansion Revenue Ownership & Selective New Logo Hunting

• Own Expansion ARR and NRR across a defined portfolio of enterprise accounts
• Proactively identify and pursue:
• Upsell and cross-sell opportunities
• Package expansion and agent capability expansion
• New workflows, departments, business units, and geographies
• Own a select number of new enterprise logos where Smartcat sees long-term, durable ARR potential
• Build and execute a clear plan and path to multi-million ARR per account cluster
• Treat accounts as businesses, not books of business

This role requires urgency. We do not wait years for deals to happen.

2. True Enterprise Hunter Mentality

You must be comfortable:

• Getting out of coaches and low-level users
  
• Navigating complex enterprise organizations to reach real decision-makers
• Building multi-threaded relationships across:
• Business leaders
• Technical stakeholders
• Finance and procurement
• VP, SVP, and C-level executives
• Creating momentum where none exists
  
  

This is not a caretaker role.
It is a hunter role inside enterprise whitespace.

3. Executive-Level Commercial & Financial Acumen

You are expected to:

• Read and understand:
• Balance sheets
• Budget ownership and buying power
• Enterprise buying centers
• Build custom commercial proposals tied to:
• Business impact
• ROI and value realization
• Productivity, cost reduction, and risk mitigation
• Lead executive negotiations and stakeholder alignment
• Confidently run high-stakes conversations with senior executives across global organizations

You sell outcomes and impact, not SKUs.

4. Procurement & Enterprise Deal Mastery

You must be highly comfortable:

• Leading deals through:
• Procurement
• Legal
• Security
• AI, data, and governance reviews
• Navigating centralized and regional buying committees
• Managing pricing, discounting, and contract negotiations
• Holding the line on value rather than defaulting to discounting
• Controlling the deal process — not being controlled by it

5. Multi-Method Enterprise Selling Fluency

You are expected to be fluent across modern enterprise sales approaches, including:

• Challenger
• Value-based selling
• MEDDPICC-driven qualification
• Consultative and executive narrative selling

No single framework is followed dogmatically.
You must apply the right approach for the buyer, the moment, and the deal.

6. AI, Governance & Business Outcomes Fluency

This is a hard requirement.

You must be comfortable leading executive conversations about:

• The business value of AI
  
• AI impact on:
• Productivity
• Speed-to-market
• Cost efficiency
• Risk mitigation
• AI governance, trust, and responsible use
• Human-in-the-loop models and quality assurance
• Translating Smartcat’s agentic platform and Multi-Agent Systems into measurable ROI
  

You are not required to be technical-first, but you must be business-first and outcomes-driven.

7. Strategic + Urgent Execution Balance

We expect someone who:

• Is strategic and fast-moving
• Avoids analysis paralysis
• Maintains quarter-by-quarter execution discipline
• Does not hide behind long-term strategy to avoid closing deals

If you are “too strategic to close,” you will not succeed here.

8. Cross-Functional Leadership & Delivery Partnership

You will work closely with:

• Forward Deployed Engineers (FDE)
• Customer AI Engineers
• Product and Solutions teams
• Marketing and Revenue Operations

You must be comfortable:

• Collaborating deeply on scoped expansions
• Ensuring complexity is sold correctly
• Co-owning outcomes through delivery
• Escalating early and intelligently

There is no throwing work over the fence.

9. Character, Humility & Operating Standards (Non-Negotiable)

This role requires elite performance with elite character.

We explicitly hire for the principles of an Ideal Team Player, with special emphasis on humility as a force multiplier.

Humility Is a Requirement

At Smartcat, humility is not weakness.
Humility is power under control.

We expect people who are:

• Confident without ego
• Secure enough to invite challenge
• Willing to be wrong, learn fast, and adapt
• Quick to share credit and slow to assign blame
• Focused on outcomes over personal recognition

High-ego, lone-wolf behavior will not succeed here — regardless of past revenue.

Hungry, Smart, and Humble — In Balance

• Hungry: Relentless about results, ownership, and momentum
• Smart: High emotional intelligence and organizational judgment
• Humble: Coachable, collaborative, and grounded

Being hungry without humility creates chaos.
Being smart without humility creates friction.
This role requires all three.

10. Comfort Delivering Uncomfortable Truth

This role requires adult, high-integrity communication.

You must be comfortable:

👉 Delivering uncomfortable truth internally and externally

That includes:

• Challenging customers when value is at risk
• Calling deal risk early
• Disqualifying weak opportunities
• Pushing back on misaligned scope or expectations
• Speaking up with data and conviction

We value truth over harmony and accuracy over optimism.

11. Forecast Rigor & Revenue Ownership

Forecasting is not reporting — it is ownership.

In this role:

• You own your forecast
• You call it straight
• You surface risk early
• You do not sandbag
• You do not hero-forecast

We operate as one team:

• You bring rigor, judgment, and clarity
• Leadership brings coaching, support, and execution alignment
• Together, we drive outcomes

Forecast integrity is table stakes.

Proof, References & Hiring Bar

This is a Tier-1, board-level role.

• Quotas and performance history will be validated
• References are required and will be checked
• We evaluate patterns over time, not one-off wins
• We look for sustained performance, learning from losses, and ownership across roles

This is not a short-term hire. It is a long-term investment.

Leadership & The Business Bet

Smartcat is making a real business bet on this role.

In return, we provide:

• Direct access to leadership
• Hands-on coaching from a CRO who previously scaled a company to $150M+ ARR and a successful exit
  
• Deep cross-functional support across Product, FDE, CX, Marketing, and RevOps
• Clear executive sponsorship and alignment

Leadership leads from the front. Coaching is real.

Who This Role Is Not For

• Passive account managers
• SKU or price-book sellers
• Reps uncomfortable with executives or procurement
• Ego-driven lone wolves
• “Wait-and-see” strategists
• Anyone seeking comfort over accountability

Forward Deployed Engineering Mission

You’ll join Smartcat’s GTM org as a Forward Deployed Engineer, owning technical success across the full customer lifecycle—from pre-sales workflow discovery to implementation, adoption, and expansion. FDEs drive ARR by delivering measurable outcomes and building AI-powered workflows that accelerate Agent Platform adoption, improve multilingual quality, and maximize long-term value. You’ll partner closely with Sales, CX, Product, and Engineering to translate business goals into working solutions (integrations, prompts, and AI agents), lead go-lives, and surface customer insights to influence product direction and roadmap priorities on our biggest customers.

Role Overview

The Forward Deployed Engineer (FDE) at Smartcat is a senior, customer-facing technical delivery role responsible for translating business goals into deployed AI-powered localization workflows — and ensuring those workflows drive measurable outcomes.

This is not a back-office implementation role. You will own the delivery and success of our largest customers by being their point of contact and trusted advisor.

It is a forward-facing, outcome-owning role that requires deep technical fluency, strong execution discipline, and the ability to operate across pre-sales and post-sales.

You will:

• Lead end-to-end technical execution across the customer journey — from pre-sales discovery and demos through deployment and value realization
• Build AI-powered workflows that improve multilingual content quality, speed, and efficiency
• Own integrations and automation that embed Smartcat into enterprise systems
• Partner cross-functionally to drive adoption, expansion, and long-term success
  
  

Core Responsibilities 

1. Pre-Sales Technical Strategy & Value-Map Ownership

You will:

• Lead pre-sales technical discovery to understand workflows, systems, and success criteria
• Own the end-to-end technical execution from demos to value generation
• Translate customer requirements into a clear technical solution plan and implementation path through a strategic plan
• Partner with GTM Account teams to scope opportunities and ensure solutions are sold correctly

To be successful in this role, you will be excited by getting full autonomy in making a customer successful

2. AI Workflow Design & Deployment

You will:

• Build and deploy AI-powered workflows aligned to customer outcomes
• Create, test, and iterate prompts, agent skills, and workflow configurations
• Develop workflows that improve quality, speed, and efficiency in multilingual content creation
• Ensure that translation quality, output, format is aligned with customer expectations
  
  

3. Integrations, APIs & Automation

You will:

• Configure platform integrations and end-to-end processes using APIs, connectors, and middleware
• Lead complex technical integrations with enterprise systems such as CMS, DAM, PIM, and commerce platforms (e.g., AEM, Drupal, SFCC)
• Troubleshoot integration and workflow issues with strong technical rigor
• Build custom solutions when necessary to meet customer operational requirements
• Collaborate with the engineering team to identify and implement core platform enhancements that resolve customer obstacles.
  
  

4. Technical Delivery Ownership & Go-Live Readiness

You will:

• Serve as the technical lead for customer deployments from discovery through go-live
• Own validation, testing, and go-live readiness to ensure workflows meet expected quality standards
• Maintain implementation discipline — timelines, milestones, risks, and technical documentation
• Ensure customer solutions are stable, scalable, and operationally successful
  
  

5. Adoption, Outcomes & Expansion Enablement

You will:

• Drive post-sale support, enablement, and adoption initiatives
• Help quantify outcomes and value realization over time
• Identify opportunities to expand workflows, departments, and usage based on technical success
• Partner with account teams to validate and support expansion opportunities
  
  

6. Cross-Functional Collaboration & Product Feedback Loop

You will:

• Partner with Customer Experience (CX), Product, Engineering, and Account teams to deliver outcomes
• Submit high-quality bug reports and technical feedback to Engineering and Product
• Identify recurring customer needs and workflow gaps to influence roadmap priorities
• Act as a liaison to accelerate customer success through internal alignment
  
  

7. Stakeholder Communication & Executive Enablement

You will:

• Communicate clearly with both technical and executive stakeholders
• Translate complex technical concepts into actionable recommendations
• Lead technical workshops and implementation sessions
• Support executive-level discussions on outcomes, roadmap alignment, and future workflow opportunities
  
  

What We’re Looking For

• BS/MS in engineering, analytics, or a related field with 10+ years in technical deployment, implementation management, or technical account management of SaaS products at Enterprise customers
• Experience with REST APIs, GitHub, AI SaaS workflows, enterprise change management, and technical solution design/integrations
• Skilled in troubleshooting complex implementation issues and creating custom solutions with software like LMS, CMS, PIMs, DAMs
• Excellent communication skills with experience presenting to both technical and executive audiences
• Strong negotiation, influencing, and client relationship management skills
• Proven ability to deliver post-sale support, training, and adoption initiatives
• Entrepreneurial mindset with curiosity, problem-solving ability, and collaborative approach
• Willingness to travel up to 40%