• 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 • 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 • 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 • Build and maintain multi-threaded relationships across: • Business owners • Functional leaders • Procurement and finance • VP, SVP, and C-level executives • Understand customer business models • Position renewals and expansions in terms of: • Business impact • ROI • Productivity and efficiency gains • Confidently lead renewal and expansion negotiations • 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 • 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 • Own your renewal and expansion forecast • Call risk early and accurately • Generate and manage pipeline proactively • Maintain clean CRM hygiene and predictable execution • This role requires strong performance with strong character.