About the role
Join in on pioneering procurement AI agents The world's largest companies still manage supplier deals manually- which is slow, inconsistent, and leaving huge value on the table. Since 2019, Pactum is changing that with AI agents that find opportunities, negotiate terms, and close deals with full autonomy and authority. Pactum's agents work 24/7 across thousands of suppliers at once. The humans building them are psychologists, engineers, negotiators, and product thinkers, coming from 10+ countries, united by a genuine belief that this is how procurement should work. Ready to make an impact? Join our passionate, global team and be part of a bold mission: to bring trust, transparency, and automation to every supplier negotiation. About you Pactum is looking for a hands-on, commercially minded Vice President of Strategic Accounts to lead our most important customer relationships and build the function that drives customer growth and long-term value. You'll carry direct customer responsibility alongside your leadership
responsibilities, engaging C-level procurement leaders, running executive business reviews, and personally influencing renewal and expansion outcomes across our most strategic accounts. You bring executive presence and a bias for action in equal measure. You’ve held procurement leadership roles or worked in procurement consulting. You deeply understand how large organizations buy, and you’re energized by the impact AI is having on the space. You'll lead a small team of Directors of Strategic Accounts and partner closely with Customer Success, Sales, Product, and Alliances to ensure Pactum delivers measurable value and keeps growing inside its most important accounts. This role is based in the United States, preferably in Chicago, Boston, New York, or Connecticut. Your daily adventures will include Strategic account leadership. Own executive relationships across Pactum's most strategic accounts. Serve as executive sponsor for a portfolio of high-value customers, develop deep understanding of their objectives, and lead account planning that drives long-term retention and growth. Commercial growth. Drive expansion revenue, renewals, and upsell opportunities across the portfolio. Identify barriers to adoption and growth, support commercial negotiations, and build structured account plans with clear views of risk and opportunity at all times. Team leadership. Coach and develop a team of Strategic Accounts Managers, fostering a culture of accountability, customer obsession, and high performance. Improve team effectiveness through better prioritisation, tooling, and operating discipline rather than headcount. Customer advocacy. Build and execute customer advocacy initiatives across your portfolio, including references, case studies, and speaking opportunities. Ensure customer insights flow directly into go-to-market and product decisions. Cross-functional influence. Act as the voice of the customer cross-functionally, partnering with Product, Engineering, Sales, Alliances, and Marketing to strengthen Pactum's position within key customer ecosystems and influence roadmap priorities. Partnerships and industry presence. Serve as executive sponsor for key strategic partnerships. Represent Pactum at industry events, customer meetings, and partner engagements. Strengthen Pactum's reputation as the trusted AI partner in enterprise procurement. Scaling the function. Help establish the repeatable processes, metrics, and operating rhythms that enable the Strategic Accounts team to scale. You're not just executing the playbook, you're writing it. What you bring 15+ years in procurement leadership, procurement consulting, with a proven track record in senior customer-facing leadership at a company still figuring out how to scale. Deep familiarity with enterprise procurement: how large organisations buy, expand, and make strategic technology decisions. A track record of growing accounts, not just retaining them, through structured expansion motions and executive engagement. Experience leading and developing customer-facing teams, with the ability to coach Directors operating as strategic advisors and commercial owners. Executive communication skills, written and verbal, with credibility in front of CPOs, CFOs, and VP-level stakeholders. Experience managing complex, multi-stakeholder relationships across geographies and business units simultaneously. Comfort building process in a high-growth startup environment where the playbook is still being written. Salesforce or equivalent CRM proficiency. High ownership, low ego. You chase outcomes, navigate ambiguity, and don't wait for permission. Willingness to travel to meet customers and work across international teams.
