Nauta lands with a client in one area of the company, then expands into the rest. The Account Strategist owns the account once the first AI agent is live. Their job is to grow that account into every area where Nauta can create value, in supply chain and beyond. The role combines account management, process consulting and expansion selling.
Forward Deployed Engineers (FDEs) run the first 30 days of each new area. From Day 30 the Account Strategist is the client’s owner: they turn the Proof of Concept into a Phase 2 contract by Day 90, then open a new area every two quarters. They find the opportunity, map the process on site, build the business case and close the Order Form.
The Account Strategist carries a quota on new-area ARR. It is an individual contributor role for someone who is as comfortable in a warehouse or AP department as in a boardroom, and who is driven by measurable outcomes.
What you’ll do
- Own your book of accounts from Day 30. Take over from the FDE at the Day 30 handoff. Become the client’s day-to-day owner and build relationships with the executive sponsor and economic buyer.
- Convert every Proof of Concept into Phase 2 by Day 90. Run the Day 45 value review and the Day 75 executive review, and close the Phase 2 Order Form. The target is 80% of POCs converted.
- Map each account’s white space. By the Day 30 handoff, map the client’s other areas: procurement, logistics, accounting and finance, sales, customer service and beyond. Record the owner, pain, system, volume and matching Nauta agent for each.
- Run 1-day on-site expansion assessments. Map the current process (as-is) and design the version with Nauta (to-be). Demo a subset of the flow, then present the ROI and Order Form to the decision maker and champion.
- Close new areas. Own the Order Form through signature. Bring in an FDE to sign off scope whenever an expansion adds a new system integration. Deliver against a quarterly quota on new-area ARR, and have the second area signed within 120 days of the first kickoff.
- Prove value with the client’s own data. Run quarterly business reviews built only on the client’s own results. Never present a projection as a result.
- Own retention and renewals. Start each renewal plan 120 days before the term ends. Flag risk early, and work with Customer Operations so support issues never stall a commercial conversation.
- Keep the pipeline honest. Keep the Expansion pipeline in HubSpot current and forecast accurately every week. You are measured on Net Revenue Retention and new-area ARR.
Who you are
- You have a strong commercial foundation. You have 4+ years in account management, solutions consulting, operations consulting or enterprise sales. You have a record of expanding B2B accounts across departments.
- You can map a process and build the business case. You run discovery on site, draw the as-is and to-be, and build an ROI from the client’s own numbers. Clients trust it because every figure traces back to their data.
- You’re technical enough. You don’t write code, but you understand how ERPs, data extracts, integrations and AI agents work. You can scope with engineers as a peer and know when an FDE needs to be in the room.
- You’re bilingual and ready to travel. You speak Spanish and English fluently, and you’re comfortable running on-site assessments at client facilities.
- You own outcomes, not tasks. You like carrying a number. You’re accountable and low-ego: if an account isn’t growing, you find out why and fix it without being asked.
Nice to have
- Experience at an AI, automation or supply chain software company. You’ll ramp faster and sell with more conviction.
- Hands-on experience with ERPs such as SAP, Oracle, NetSuite, Odoo, Sage or Acumatica, at the data level.
- Experience with mid-market and enterprise distributors or manufacturers in the US, Puerto Rico or Latin America.
- Familiarity with HubSpot, plus Lean or Six Sigma process mapping.
About Nauta
Nauta is your AI partner, powered by an AI operational brain. Nauta reads how your company works: your email, your documents, your rules. Then AI agents do the daily work, like reading every document, checking invoices and chasing what’s missing. You stay in control.