Client Account Executive - South-Central Region

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Remote, US

Salary: $ Annually

Role Overview:

The Client Account Executive is a strategic, revenue-driving role responsible for the overall health, adoption, and expansion of a portfolio of Calero customers. Candidates must reside in the South-Central region of the US. This position requires up to 50% travel.

The Client Account Executive (CAE) is a strategic enterprise sales role responsible for driving gross expansion revenue across an assigned portfolio of existing Calero customers. The CAE’s primary objective is to generate incremental ARR by identifying, developing, and closing new opportunities within the installed base.

This is a dedicated expansion sales role. The CAE does not own customer renewals, retention, service delivery, operational performance, or overall customer health. Those responsibilities are owned by other teams within Calero. The CAE partners closely with those organizations to leverage customer insight and identify opportunities while maintaining clear accountability for gross expansion pipeline, bookings, and incremental ARR.

Calero’s enterprise customers are often large, complex, and decentralized organizations where responsibility for technology spend and operations may reside across multiple functions, business units, geographies, and executive stakeholders. The CAE must navigate these environments, build executive relationships beyond Calero’s existing contacts, uncover whitespace, identify new buying centers, and expand Calero’s footprint across Telecom Expense Management (TEM), Managed Mobility Services (MMS), SaaS, Cloud, and emerging AI-related technology management opportunities.

• Own and achieve gross expansion bookings and incremental ARR targets across an assigned portfolio of existing enterprise customers.
• Identify, qualify, develop, and close new revenue opportunities across Calero’s product and services portfolio.
• Develop strategic account growth plans that identify whitespace, new buying centers, business units, geographies, stakeholders, and solution opportunities within each customer.
• Expand Calero beyond its existing footprint by identifying other areas of the enterprise responsible for telecom, mobility, SaaS, cloud, AI, and related technology spend and operations.
• Proactively create demand and develop new opportunities rather than relying solely on customer-generated or inbound expansion requests.
• Build and maintain sufficient gross expansion pipeline to consistently achieve assigned bookings and ARR targets.

• Develop trusted relationships with senior executives and decision-makers across IT, Finance, Procurement, Technology, Infrastructure, Mobility, Cloud, Vendor Management, and other relevant functions.
• Expand Calero’s relationships beyond existing operational contacts to establish access to new executive stakeholders, sponsors, and buying centers.
• Understand customer business priorities, transformation initiatives, cost pressures, technology strategies, and organizational changes and connect those priorities to Calero’s capabilities.
• Position Calero as a strategic partner capable of addressing broader technology management challenges across the enterprise.
• Lead strategic discovery to uncover business challenges and identify opportunities where Calero can deliver measurable financial, operational, and strategic value.
• Develop compelling value propositions and business cases that quantify the impact of expanding the Calero relationship.
• Navigate complex enterprise sales cycles involving…