Account Executive, Install Base

The Account Executive, Install is part of Cleo's first-class Sales Team and is responsible for growing revenue within Cleo's existing customer base. You will become a product knowledge expert across the Cleo Integration Cloud and focus on expanding the value customers get from Cleo by identifying new use cases, adding trading partners, volumes, and modules, and renewing and growing recurring revenue across a book of installed customers.

You will use modern AI tools as part of your everyday workflow to find whitespace in your accounts, spot expansion and renewal signals, personalize outreach at scale, and keep your pipeline accurate. Our goal is to help you take the next step in your sales career and give you the tools to do it successfully. We are looking for candidates who are eager to drive their business and set goals that align with company growth. Cleo is a growing ecosystem and we want the best and brightest on our team.

Essential Duties & Responsibilities

The essential functions include, but are not limited to, the following:

• Manage and grow a book of installed customers, serving as the commercial point of contact for expansion and renewal opportunities
• Identify and close upsell, cross-sell, and add-on opportunities, such as new modules, additional trading partners, increased volumes, and new business units or use cases
• Execute a successful sales process from opportunity identification to appointment to close, with a high level of activity across a large number of accounts
• Own the renewal cycle for assigned accounts, forecasting renewals early, addressing risk, and negotiating terms that protect and grow recurring revenue
• Analyze customer usage, contract, and product-footprint data to identify whitespace and prioritize accounts with the highest expansion potential
• Partner with Account Managers, Customer Success, Support, and Professional Services to drive adoption, resolve issues, and make sure customers realize value from Cleo
• Work with SDRs and Solution Consultants to build 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 strong, trustworthy relationships
• Obtain feedback from clients and adjust messaging to improve downstream execution; share customer insights with Product and Marketing
• Negotiate with clients, solve problems, and make sure deadlines are met
• Check and report on customers' Cleo program progress and value realized
• Maintain accurate opportunity, account, and forecast data in the CRM and deliver reliable renewal and expansion forecasts

AI Fluency Competencies

At Cleo, AI is part of how our sales team works. In this role you are expected to use AI responsibly and effectively to improve the quality and speed of your work, while keeping your judgment and customer relationships at the center. Fluency in this role means:

• Whitespace and account analysis. Use AI to analyze usage, contract, and footprint data across your installed base and surface the accounts and use cases with the greatest expansion potential.
• Signal-driven prioritization. Interpret AI-driven intent, usage, and customer-health signals to decide where to focus expansion, renewal, and risk-mitigation efforts
• Personalization at scale. Use AI to tailor outreach, proposals, and renewal communications to each customer's industry, trading partner network, and priorities, then edit them so they sound authentic and are correct.
• Prompting and iteration. Write clear prompts, give AI useful context, and refine outputs until they are accurate, specific, and ready to use.
• Conversation intelligence. Use AI-generated call summaries, themes, and action items to capture next steps, improve your own approach, and share insights with Account Management and Customer Success.
• Forecasting and CRM hygiene. Use AI assistance to keep records current, flag at-risk renewals and stalled deals, and pressure-test your forecast.
• Sound judgment and verification. Verify AI output before sharing it with a customer, know where AI helps and where human insight is needed, and keep your own judgment in every customer interaction.
• Responsible use. Follow Cleo's AI, data security, and confidentiality policies. Never enter customer confidential or sensitive data into unapproved tools.
• Continuous learning. Stay curious about new AI capabilities, share what works with your peers, and help the team raise its collective AI skills.

Prerequisites

• Have received a Bachelor's degree 
• 3-5 years prior experience in an Account Executive, Account Management, SDR/BDR, or Inside sales role, preferably in B2B SaaS
• Experience managing renewals and driving expansion within an existing customer base is a plus
• Communicate confidently in person, over the phone, and online
• Comfortable using AI tools to research, plan, and communicate, with sound judgment about when and how to use them
• Strong organization and time management across a large portfolio of accounts
• Focus on the positive and strive for continual improvement
• Be ambitious and motivated to achieve results
• Collaborate and operate well in a fast-paced, team-oriented environment
• Be effective at building strong, long-term relationships
• Adhere to a strong work ethic and sense of commitment
• Enjoy learning about supply chain, B2B integration, and the IT industry
• Ability to travel 30% 

A few things we offer

• Compensation Range:  $80,000 - $100,000 annual base salary + Commission Potential 
• Great Healthcare + Dental + Vision
• Flexible PTO
• Culture of support, encouraging Life-Work balance
• 401k match
• FSA and HSA options
• Employee Assistance Program
• Paid Parental Leave
• Remote work environment 
• Accelerated title and salary growth potential 
• A fun and energetic work environment that makes you excited to go to work every day