Strategic Account Executive

Who you are

• We're looking for someone who thrives in a high-ownership environment, operates with autonomy, and brings a consultative approach to growing customer relationships
• 7+ years of B2B SaaS sales or account management with direct ownership of renewals and expansion
• 3+ years managing and closing multi-million dollar deals
• Proven ability to negotiate commercial contracts with customers and internal stakeholders (legal, finance, deal desk)
• Experience selling SaaS, APIs, or developer-focused products. You grasp how APIs work at a conceptual level
• Conceptual fluency with the AI landscape. Discomfort with AI is a dealbreaker
• Success in complex, consultative enterprise sales with matrixed decision-making structures
• Highly organized with systems to track large concurrent pipelines of renewals and expansions
• Strong cross-functional collaboration with CSMs, Solutions Engineers, and internal teams
• Background in startup or high-growth environments. You navigate ambiguity without needing detailed direction
• Direct sales experience with search, commerce, eCommerce, or technical products sold to technical buyers
• Background selling usage-based or consumption-based SaaS
• Experience at system integrators in the search space
• Track record breaking into divisions or subsidiaries within existing accounts

What the job involves

• As an Algolia Strategic Account Manager, you will play a strategic and high-impact role, managing a large book of business across some of the most complex and innovative companies in the world
• This role demands someone who can navigate complex contract negotiations and renewals in parallel, stay organized under pressure, and navigate internal processes efficiently, while also identifying and growing expansion opportunities within your accounts
• Own a portfolio of approximately 60 strategic, named accounts
• Lead all commercial conversations including contract negotiations, renewals, and expansion opportunities. You are the primary owner of renewal discussions and account strategy
• Proactively manage account health by monitoring usage signals, identifying risks early, and developing risk mitigation strategies. Work with CSMs and Solutions Engineers to assess account trajectory and flag concerns
• Identify expansion opportunities across customer divisions and business units through deep understanding of their business objectives and organizational structure
• Navigate internal cross-functional processes (legal, finance, deal desk) efficiently to keep contracts and renewals moving
• Collaborate with our Strategic New Business AE on expansion deals in an overlay structure while owning all renewal business for your accounts
• Build repeatable, scalable processes and playbooks in an ambiguous environment, operating independently and shaping sales motions as you go