Director of Strategic Sales

About SmartcatSmartcat 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 strategyready 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 worldinstantly, accurately, and in every language. As a Series C company with 130% 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.Smartcat was founded in 2016 to help global enterprises create and manage their multilingual content. Today, Smartcat is the essential language AI platform for the global enterprise.Our client-tailored language AI turns content in any format into any language, from documents to videos to complex websites and software, making global operations simple for any corporate team. It also allows any user to create new content by tapping into a multilingual enterprise library.More than 1,000 global companies including 25% of the Fortune 500 trust Smartcat to communicate their innovations and ideas all over the world.Smartcat's vision is to realize a world where there is equal access to innovations and ideas.Smartcat is backed by Matrix Partners, FJ Labs, and other leading VC firms focusing on SaaS, marketplaces and AI. You might recognize names like HubSpot, Zendesk, Uber, Stripe, RigUp, and Quora in their portfolios. Despite the economic recession, Smartcat is growing at 150% YoY. It's well-funded and capital efficient, providing a unique combination of a hyper-growth environment with downside protection and the ability to think and plan long-term.MissionSmartcat positions itself as the central hub for managing your enterprise's multilingual content, seamlessly integrating diverse content assets. Our AI acts as a dynamic facilitator in this process, streamlining content creation and translation. It intelligently leverages existing materials to generate and adapt content across various languages. This approach not only fosters consistency within teams but also significantly saves time, establishing Smartcat as a vital tool for global content management in any language. Your mission is to build the Strategic Sales team, driving expansion ARR in a heavy outbound cross sell motion.Your outcomesReach quarterly ARR quota objectives from a global team portfolio of assigned customers, partnering with Solutions Architects, Marketplace Delivery Team, and Customer Success to enable and accelerate customer growth through exceptional value deliveryIn addition to ARR, you will partner closely with customer success to drive adoption and utilization, ensuring healthy long-term growth of accountsHelp build the land and expand playbook to grow departmental land opportunities into seven-figure enterprise wide engagementsReporting to the VP of Account Management, you will oversee a team of 6 (current headcount #) globally-dispersed Strategic Account Executives and be responsible for recruiting and growing the team in EMEA and the USADefine the roles and responsibilities of the Strategic Sales team to support the overall company goals in expansion ARRDevelop a high performing sales team through continuously coaching and supporting the team on opportunities, providing direct feedback and creating a culture of accountabilityContinue increasing talent density in the Strategic Sales team by hiring and retaining A+ players, fostering a culture of curiosity, urgency, customer centricity, and exceptional performance. Requirements8+ years in enterprise sales within a B2B SaaS workflow or collaboration tool company, or in an AI SaaS company5+ years of first line sales leadership experienceSandler Sales training and experience coaching to the MEDDPICC qualification framework preferredAbility to understand the Smartcat product vision and platform functionality in depth. We are building a market network for the global industry, engaging several sides of the marketplace, and running several products combined in the all-in-one platform offeringStrong data analysis skills coupled with the ability to uncover and demonstrate value to customersHigh level of intellectual curiosity, a passion for learning, and a builder mentalityConsultative and able to navigate the complexities and needs of clients across industries, size and life cyclesIntegrity, full commitment, and a strong sense of ownershipEagerness for success and an aggressive mindset towards growthOpenness to feedback and alternative opinions and ideasReadiness to work in a highly intense cross-functional startup environment, requiring extreme focus, a sense of urgency, and persistence to breakthroughExceptional commitment to evidence- and data-informed decision-makingComfortable working with remote teams across time zonesEasy going personality with an appreciation of cultural differencesWhy joining Smartcat might be your best move so farFully remote teamWe are a global team of 200+ enthusiastic people spread across 30+ countries. We have been fully remote since 2020, with some locations populated with more Smartcaters than others, such as Boston, Belgrade, Lisbon, Tbilisi and Yerevan.Be part of an AI Native OrganizationWe 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 industrySmartcat 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 teams to move away from slow, traditional outsourcing methods, and achieve fast, high-quality results, at a fraction of the cost.Join the rocketship to scale-up 10x and beyond together We are looking for someone to become an integral part of our team and play a crucial role in the most exciting part of our journey: transitioning from a post-Series C startup to a company exceeding $100M in ARR and $1B in valuation. Our journey isn't for the faint of heart. We are growing at 130% YoY, thanks to our strong product-market fit and high-performing team, and plan to accelerate from here. Smartcat CultureWhere Diversity Meets High Performance At Smartcat, we are committed to building a culture that highlights respect and appreciation for each individual's unique background and perspective, while maintaining a strong focus on results and engagement. We believe in welcoming everyone and fostering an inclusive environment where team members can be their authentic selves at work. Our commitment to inclusion is steadfast, and we stand firmly against discrimination and harassment.