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Sparta is an AI-first commodity trading platform backed by $42M in Series B funding (led by One Peak, with FirstMark and Singular). The company has built Leonidas AI, an operating system for oil and commodity traders featuring a reasoning layer grounded in proprietary market data and in-house trading expertise.
You will own Sparta's largest and most strategic client relationships as the senior commercial lead. The role has two core responsibilities: (1) protect revenue by keeping accounts deeply engaged across all levels—from day-to-day traders to C-suite—ensuring renewals are never at risk; (2) grow accounts into $1M+ relationships through proactive upselling and cross-selling.
Key responsibilities include:
- Own a portfolio of Sparta's largest strategic accounts and build relationships across the entire client organization (trading desk users, heads of trading, COOs, C-suite).
- Track usage, engagement, and stakeholder sentiment to identify and mitigate renewal risk early.
- Run executive business reviews demonstrating Sparta's value and defining success metrics with clients.
- Collaborate with Customer Success, Product, and analyst teams to maximize client value and influence product roadmap.
- Build and execute strategic account plans mapping untapped desks, teams, regions, and commodity verticals.
- Identify and close upsell/cross-sell opportunities, including additional products, verticals, and enterprise-wide unlimited-user agreements.
- Lead senior-level strategic conversations using value selling to build business cases for enterprise adoption.
- Manage complex, multi-stakeholder deals through procurement, legal, and commercial negotiation.
- Meet or exceed retention, net revenue retention, and expansion targets.
- Maintain accurate account plans, renewals, and pipeline data in HubSpot using MEDDPICC qualification and forecasting.
- Coach and support Account Managers on strategic account management best practices.
Requirements:
- 8+ years' experience growing existing and strategic accounts in B2B SaaS, financial data, market intelligence, or commodities.
- Proven track record of substantially expanding large accounts, including moving them into seven-figure or enterprise-wide agreements.
- Gravitas and credibility to lead conversations with very senior stakeholders (heads of trading, COOs, C-suite executives) and challenge their thinking confidently.
- Strong value-selling skills; ability to build business cases around client outcomes rather than product features and demonstrate enterprise-level operational impact.
- Experience leading complex, multi-stakeholder enterprise negotiations involving procurement and legal teams.
- Hands-on ownership of both retention and expansion; ability to run renewals and close growth independently.
- Strategic and commercially sharp mindset with discipline to build and execute long-term account plans.
- Organized and data-driven with strong CRM and forecasting habits; working knowledge of AI tools.
- Genuine curiosity about commodities and energy markets.
Nice to have:
- Prior experience selling to trading houses, oil majors, refiners, banks, or hedge funds.
- Familiarity with MEDDPICC, Command of the Message, or similar value-selling frameworks.
- Experience with HubSpot and Claude.
- Additional European language proficiency.
