Note: The job is a remote job and is open to candidates in USA. Algolia is an AI Search company that empowers businesses to deliver fast, predictive search and browse experiences at internet scale. The Strategic Account Executive, Install Base will manage a portfolio of strategic accounts, leading renewals, contract negotiations, and expansion opportunities while developing account strategies, mitigating risks, and building scalable sales processes.
Responsibilities
- 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
Skills
- 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
- Maintains discipline across dozens of concurrent renewals and expansions. Nothing slips
- Does research before every conversation. Your questions start with "I noticed..." or "I saw in my research..." and are specific enough that only Algolia could answer them
- Ramps quickly on complex technical products and understands how modern web and AI-native platforms are built
- Translates between business stakeholders (heads of eCommerce, merchandisers) and technical audiences (engineers, architects), adapting messaging appropriately
- Thrives in ambiguity. You build processes and approaches as you go, then document and refine them for the team
- Has successfully turned around at-risk renewals through stakeholder management and strategic problem-solving
- Thinks like an owner. You see your book of business as yours to build and protect
- 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
Benefits
- Flexible workplace model with autonomy to choose where and when to work
- Option to work remotely as fully remote or hybrid-remote employees within the specified country
Company Overview