Enterprise Account Executive, Key Accounts (West) at Smartsheet

Bellevue, Washington, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Software, SaaS, Work ManagementIndustries

Requirements

Demonstrated enterprise sales success; track record of exceeding quotas and receiving recognition/awards for high performance
Experience selling enterprise software, preferably emerging SaaS solutions
Demonstrated ability to build relationships with Global 2000 senior line-of-business and IT executives, as well as operational managers
Proven ability to manage a diverse pipeline of strategic sales opportunities
Excellent communication (written and verbal), interpersonal, and presentation skills
Demonstrable experience executing a complex, solution-based strategic sales process
Experience working in a fast-paced, high-growth company where change is a constant
Understands the difference between activity and results; solid work ethic
Able to function independently, as well as collaboratively with Smartsheet team members
Smartsheet, Salesforce.com, Google apps, Tableau skills
Bachelor’s degree or equivalent

Responsibilities

Exceed quarterly and annual software and services sales quotas
Execute a complex, solution-based sales process encompassing multiple groups within a Global 2000 account
Prospect, approach, and establish executive business and IT relationships with ongoing cadence to ensure strong support and alignment with target accounts
Clearly articulate the value of Smartsheet offerings both strategically and financially
Develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines
Evangelize Smartsheet’s unique business, solution, and functional value
Curate custom offerings that drive more value for key accounts, helping to sell more effectively and retain long-term relationships
Align the customer’s strategy with overall account strategies that enable sales velocity by partnering with Value Strategist, Solutions Engineer, Customer Success Manager, and Enterprise Sales Representative
Collaborate with different teams, such as Product, Marketing, Services, Finance, Operations, etc., to ensure the customer’s needs and expectations are properly met
Drive negotiations with a keen sense of timing, strong persuasion skills, and the confidence to hold ground and push back when necessary
Effectively forecast sales opportunities, while tracking and using critical metrics that predict sales success
Use Smartsheet in the execution of daily sales activities
Track all relevant sales activity using the company's CRM platform
Other duties as assigned
Travel as needed

Skills

Key technologies and capabilities for this role

Enterprise SalesAccount ManagementQuota ExceedanceExecutive EngagementSolution SellingProspectingBusiness DevelopmentSaaS SalesGlobal 2000 AccountsSales StrategyValue ArticulationRelationship Building

Questions & Answers

Common questions about this position

What is the salary or compensation for this Account Executive role?

This information is not specified in the job description.

Is this Key Accounts Account Executive position remote or does it require office work?

This information is not specified in the job description.

What skills and experience are required for this role?

Candidates need demonstrated enterprise sales success with a track record of exceeding quotas and receiving recognition, plus experience selling enterprise software, preferably emerging solutions. Key traits include tenacity, great attitude, accountability, high energy, integrity, and discipline.

What is the team structure for this position?

The role reports to the Regional Director of Key Accounts and involves partnering with Value Strategist, Solutions Engineer, Customer Success Manager, Enterprise Sales Representative, and teams like Product, Marketing, Services, Finance, and Operations.

What makes a strong candidate for this Key Accounts Account Executive role?

A strong candidate has a proven track record of exceeding sales quotas in enterprise software with tenacity, great attitude, accountability, high energy, integrity, and discipline, plus experience driving executive engagement and substantial growth in Global 2000 accounts.

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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