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Algolia is a market leader in AI Search, powering 30+ billion search requests weekly for 18,000+ businesses including Under Armour, Stripe, and Walgreens. As a Strategic Account Executive, you will own a portfolio of approximately 60 strategic, named accounts and manage all commercial conversations including contract negotiations, renewals, and expansion opportunities.
Key responsibilities include: owning renewal discussions and account strategy; proactively managing account health by monitoring usage signals and identifying risks early; identifying expansion opportunities across customer divisions through deep understanding of business objectives; navigating internal cross-functional processes (legal, finance, deal desk) to keep contracts moving; collaborating with the Strategic New Business team on expansion deals while owning all renewal business; and building repeatable, scalable processes and playbooks in an ambiguous environment.
You will operate with high autonomy in a startup environment, bringing a consultative approach to growing customer relationships. Success requires managing complex, concurrent pipelines of renewals and expansions with discipline and organization. You'll translate between business stakeholders (heads of eCommerce, merchandisers) and technical audiences (engineers, architects), adapting messaging appropriately.
Required qualifications: 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; experience selling SaaS, APIs, or developer-focused products with conceptual understanding of APIs; conceptual fluency with the AI landscape; success in complex, consultative enterprise sales with matrixed decision-making; strong organizational systems for large concurrent pipelines; excellent cross-functional collaboration; and background in startup or high-growth environments.
Nice-to-have: direct sales experience with search, commerce, or eCommerce; background with usage-based or consumption-based SaaS; experience at system integrators in the search space; track record breaking into divisions or subsidiaries within existing accounts.
