Essential Duties & Responsibilities
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 and revenue forecasts
AI Fluency Competencies
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
Bachelor's degree
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…