Account Strategist | AI Startup
📍 Remote / On-site travel · Spanish & English
About the company
The company is a fast-growing AI startup that turns fragmented operational and document-based data into a single source of truth, enabling AI agents to run end-to-end workflows for B2B companies. They operate in complex, real-world domains (starting with supply chain) where systems need to be reliable, scalable and deeply integrated with external partners.
The role
The company lands with a client in one area, then expands across the organization. As Account Strategist, you take ownership of the account once the first AI agent is live and grow it into every area where the product can create value, in supply chain and beyond. It’s a mix of account management, process consulting and expansion selling.
Forward Deployed Engineers run the first 30 days of each new area. From Day 30, you own the client: you turn the Proof of Concept into a Phase 2 contract by Day 90, then open a new area every two quarters. You find the opportunity, map the process on site, build the business case and close the deal.
This is an individual contributor role with a quota on new-area ARR, for someone equally comfortable in a warehouse or AP department as in a boardroom.
What you’ll do
- Own your book of accounts from Day 30, building relationships with the executive sponsor and economic buyer
- Convert Proofs of Concept into Phase 2 by Day 90 (target: 80% conversion), running value and executive reviews along the way
- Map each account’s white space across procurement, logistics, finance, sales, customer service and more
- Run 1-day on-site assessments: map the as-is process, design the to-be, demo the flow and present the ROI to decision makers
- Close new areas through signature, delivering against a quarterly new-area ARR quota
- Run quarterly business reviews built only on the client’s own results, never projections
- Own retention and renewals, flagging risk early and partnering with Customer Operations
- Keep the CRM pipeline current and forecast accurately every week. You’re measured on Net Revenue Retention and new-area ARR
What they’re looking for
- 4+ years in account management, solutions consulting, operations consulting or enterprise sales, with a record of expanding B2B accounts across departments
- Ability to run on-site discovery, map processes and build an ROI from the client’s own data
- Technical fluency: you don’t code, but you understand ERPs, data extracts, integrations and AI agents, and can scope with engineers as a peer
- Fluent Spanish and English, and comfortable traveling to client facilities
- Ownership mindset: you like carrying a number and fix what isn’t working without being asked
Nice to have
- Experience at an AI, automation or supply chain software company
- Hands-on ERP experience (SAP, Oracle, NetSuite, Odoo, Sage, Acumatica) at the data level
- Experience with mid-market/enterprise distributors or manufacturers in the US, Puerto Rico or Latin America
- Familiarity with HubSpot and Lean / Six Sigma process mapping