As an Algolia Install Base Account Executive, you will play a strategic and high-impact role, cultivating and expanding relationships with some of the most complex and innovative companies in the world. You should be comfortable researching prospects, building strong relationships with key stakeholders, and identifying new opportunities for expansion. Your ability to navigate global organizations and multi-brand portfolios will be key to delivering scalable solutions that drive long-term value across the entire organization.
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 and manage a portfolio of ~50 of our highest value customers, with accountability for retaining and growing revenue as customers move from early adoption to scale
- Build trusted relationships with customers and develop a deep understanding of each customer's business objectives and use cases to proactively identify cross-sell opportunities across new teams, business units, or use cases, expanding Algolia's footprint within the account
- Work in tandem with CSMs and CSEs to drive account planning and execution strategies that align Algolia’s solutions to customer goals, ensuring customers extract maximum value
- Lead cross-sell strategy and commercial conversations with top accounts, expanding Algolia's presence across the organization
- Monitor account health and usage to identify risks and mobilize account team on next best actions
- Operate independently in a fast-evolving environment, helping shape sales motions and turn them into repeatable, scalable playbooks.
YOU MIGHT BE A FIT IF YOU HAVE:
- 5+ years in B2B SaaS sales or account management, with experience managing renewals and expansion in accounts with multiple stakeholders
- Track record negotiating complex, multi-year enterprise agreements directly with customers and internal stakeholders (legal, finance, deal desk)
- Strong collaboration skills with Customer Success, Solutions Engineers, and other cross-functional teams to proactively address customer needs, remove blockers, and to drive outcomes
- Comfort managing complex, multi-stakeholder relationships within large organizations, with the strategic patience for longer sales cycles.
NICE TO HAVE:
- Experience with SaaS, APIs, or developer-focused products
- Familiarity with usage-based or consumption-based business models
- Background working with eCommerce or digital experience platforms
In practice, this looks like someone who:
- Multi-threads across an account, engaging stakeholders from economic buyers to technical teams, with strategic questions that surface opportunities to expand Algolia into new teams, business units, or use cases
- Consistently hits or exceeds renewal and expansion targets across your book of business
- Runs a structured, multi-stakeholder account planning process across a concentrated portfolio of complex, high-value accounts, orchestrating CSMs, CSEs, and internal teams without losing momentum on longer sales cycles
- Ramps quickly on complex technical products and can speak credibly to enterprise-scale architecture, how modern web and AI-native applications are built, scaled, and adopted across large organizations
- Communicates effectively with both business stakeholders (e.g., merchandisers, Heads of eCommerce) and technical audiences, adapting approach and messaging accordingly
