Commercial Account Executive at Smartsheet

London, England, United Kingdom

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, TechnologyIndustries

Requirements

3+ years of successful SaaS sales experience with a proven track record of exceeding quotas in the Commercial segment
Demonstrated experience building and maintaining strong, long-term customer relationships within the Commercial segment
Proven ability to drive cross-selling and upselling opportunities within existing accounts
Experience with solution selling and the MEDDICC framework
Strong understanding of SaaS business models and the competitive landscape in the Commercial segment
Proficiency in CRM systems (e.g., Salesforce) and other sales productivity tools
Excellent communication, presentation, and interpersonal skills
Strong analytical skills

Responsibilities

Build and manage a sales pipeline to meet and exceed software and services sales quotas within your book of business
Manage and close complex sales cycles, including needs analysis, solution design, and contract negotiation, utilizing solution selling and the MEDDICC framework
Develop and execute strategic account plans for a defined set of key accounts in the Commercial segment (200-5,000 employees)
Run high-quality discovery, aligning with customers on business drivers and strategic objectives to create an evaluation plan that has clear timelines and drives urgency
Develop and maintain strong relationships with local channel partners to identify and pursue new opportunities
Stay abreast of local market trends, competitive landscapes, and business dynamics within the assigned geographic region
Manage strategic sales motions alongside transactional, high-volume opportunities
Develop new business opportunities within existing customers by analysing and proactively targeting high-value needs across multiple departments and lines of business
Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals
Expand Smartsheet brand awareness at the C-suite, operational, and team level
Consult with clients in defining business objectives, success criteria, and program strategy to ensure the customer perception of value that leads to sales renewal and expansion
Lead and collaborate with cross-functional teams (Sales Engineering, Consulting, Customer Success, Marketing, Sales Development) to achieve sales objectives
Accurately forecast sales opportunities and track key performance indicators (KPIs) to measure success
Leverage Smartsheet and other sales tools (Salesforce, Clari, Outreach, Tableau) to manage accounts, track progress, and increase efficiency
Perform other duties as assigned

Skills

MEDDICC

Solution Selling

Sales Pipeline Management

Account Planning

Discovery Calls

Needs Analysis

Contract Negotiation

Cross-Selling

Upselling

Smartsheet

Cloud-based work management and automation software

About Smartsheet

Smartsheet provides work management and automation solutions through its cloud-based platform, which helps businesses streamline operations, manage projects, and enhance collaboration. Users can create, share, and manage workflows that are customizable to fit their specific needs. The platform integrates with popular applications, making it a versatile tool for various industries, including technology, healthcare, finance, and education. Unlike many competitors, Smartsheet offers a subscription-based model with multiple pricing tiers, catering to both small businesses and large enterprises. The company aims to improve efficiency and productivity for its clients while providing extensive support and learning resources to help users maximize the platform's potential.

Bellevue, WashingtonHeadquarters

2005Year Founded

$121.2MTotal Funding

IPOCompany Stage

Enterprise Software, EducationIndustries

1,001-5,000Employees

Benefits

Health and wellness benefits - From sick days to mental health services, we support you. We provide company-sponsored comprehensive healthcare coverage and well-being benefit programs so you can take care of your whole self.

Time away - We want you to find time for what matters to you. We offer a variety of programs so you can recharge and reconnect, including paid time off for company holidays, vacation, volunteering, military leave, and parental bonding.

An investment in your future - We help you plan for the dreams you’re working toward. We offer every employee competitive pay, retirement contributions, stock awards, and an employee stock purchase program.

Perks and discounts - It's the details that make life easier. From discount programs and an allowance for work-related expenses, to medical concierge (U.S. only) and caregiver services, we help set you up for success both at work and outside of it.

An inclusive environment - We strive to foster a culture of belonging that is rooted in respect for all people. We believe that by celebrating diversity of voices and experiences, and by creating equitable opportunities for our team, customers, and communities, we enable people to do and be their best.

Continuous learning - We know that when you’re growing, so are we. That's why we provide opportunities to develop on the job through internal mobility, virtual learning, and a variety of development programs.

Risks

Competition from Atlassian could impact Smartsheet's market share.

The acquisition by Vista Equity Partners may disrupt current operations.

Challenges in AI integration with AWS could affect feature rollout and adoption.

Differentiation

Smartsheet offers a highly customizable platform for tailored workflow solutions.

The platform integrates seamlessly with popular apps, enhancing its versatility.

Smartsheet's AI capabilities, developed with AWS, position it as a market leader.

Upsides

Increased demand for remote work solutions boosts Smartsheet's growth potential.

The subscription model provides a steady revenue stream for continuous service improvement.

Recognition as a leader in the Gartner Magic Quadrant enhances Smartsheet's market credibility.

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