Strategic Account Executive, Install Base

Job description

At Algolia, we’re proud to be a pioneer and market leader in AI Search, empowering 18,000+ businesses to deliver blazing-fast, predictive search and browse experiences at internet scale. Every week, we power over 30 billion search requests — four times more than Microsoft Bing, Yahoo, Baidu, Yandex, and DuckDuckGo combined. In 2021, we raised $150 million in Series D funding, quadrupling our valuation to $2.25 billion. This strong foundation enables us to keep investing in our market-leading platform and serving incredible customers like Under Armour, PetSmart, Stripe, Gymshark, and Walgreens. 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. We're looking for someone who thrives in a high-ownership environment, operates with autonomy, and brings a consultative approach to growing customer relationships. ## **YOUR ROLE WILL CONSIST OF:** - 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. ## **YOU MUST HAVE:** - 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. ## **NICE TO HAVE:** - 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 ## **IN PRACTICE, THIS LOOKS LIKE SOMEONE WHO:** - 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. #LI-Remote Algolia does not discriminate on the basis of race, color, religion, sex, age, national origin, military status, veteran status, disability status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. The annual total cash compensation range (base salary and commission) for this role reflects market pay data within this location. The exact compensation offered for this role may vary depending on specific location and job-related knowledge, technical skills, and experience; and is only one part of our Total Rewards philosophy to compensate and recognize employees for their work. On-Target Earnings Pay Range $296,000—$320,000 USD --- **FLEXIBLE WORKPLACE STRATEGY:** Algolia’s flexible workplace model is designed to empower all Algolians to fulfill our mission to power search and discovery with ease. We place an emphasis on an individual’s impact, contribution, and output, over their physical location. Algolia is a high-trust environment and many of our team members have the autonomy to choose where they want to work and when. We have a global presence with offices in Paris, NYC, London, Sydney and Bucharest, however we also offer many of our team members the option to work remotely either as fully remote or hybrid-remote employees. **Positions listed as "Remote" are only available for remote work within the specified country. Positions listed within a specific city are only available in that location - depending on the role it may be available with either a hybrid-remote or in-office schedule.** **WE’RE LOOKING FOR SOMEONE WHO CAN LIVE OUR VALUES:** - **GRIT** - Problem-solving and perseverance capability in an ever-changing and growing environment. - **TRUST** - Willingness to trust our co-workers and to take ownership. - **CANDOR** - Ability to receive and give constructive feedback. - **CARE** - Genuine care about other team members, our clients and the decisions we make in the company. - **HUMILITY** - Aptitude for learning from others, putting ego aside. We’re looking for talented, passionate people to help build the world’s best search and discovery technology. We value autonomy, diversity, and collaboration. We’re committed to creating an inclusive workplace where everyone is respected and supported—regardless of race, age, ancestry, religion, sex, gender identity, sexual orientation, marital status, color, veteran status, disability, or socioeconomic background. **IMPORTANT NOTICE FOR CANDIDATES - Recruitment Fraud Notice** We’ve recently seen an increase in recruitment scams targeting job seekers. To help protect yourself, please keep the following in mind: - Our open positions may appear on third-party job boards, but the **best way to apply safely** is directly through our **careers page**. - All genuine communication from Algolia will come from an **@algolia.com** email address. If you receive an email from someone claiming to work at Algolia who does not have an @algolia.com email address, please do not respond or share any personal information. - We’ll **never ask for payments, purchases, or financial details** during the hiring process. **READY TO APPLY?** If you share our values and our enthusiasm for building the world’s best search & discovery technology, we’d love to review your application!