RVP, Commercial Sales at Smartsheet

San José, San José Province, Costa Rica

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Enterprise Software, TechnologyIndustries

Requirements

Demonstrated track record of exceeding sales objectives, leading enterprise SaaS sales teams, and driving substantial growth with experience in making data-driven decisions
Proven ability to drive sales teams in executing land and expand sales strategies to predictably expand accounts, culminating in being chosen as a standard
Product-led Sales and Value-led Sales experience
Multi-persona, Multi-use case platform selling experience
Demonstrated competence in effectively engaging and developing value-based relationships with C-level executives
Minimum of 7 years experience, including second line management, leading strategic software, preferably in Commercial Sales SaaS teams. Third line management preferred
10+ years of experience in the software industry with recent enterprise SaaS experience, preferably on the business applications side (selling to sales, marketing, HR, finance, manufacturing, and the PMO)
Excellent interpersonal skills and the ability to multitask, work cross-functionally within the organization, and thrive in a collaborative environment
Demonstrated sales methodologies (e.g., MEDDIC)
Experience working in a fast-paced, high-growth software company where change is a constant
Smartsheet, Salesforce.com, Google Apps, and Tableau skills
Bachelor's (BA/BS) degree required, MBA preferred

Responsibilities

Recruit, hire, and develop a high-performing SaaS sales team, including Directors, Managers, and Account Executives
Execute on the company plan, which includes significantly increasing sales output while developing relationships with senior leaders and C-level executives
Develop trust-based relationships with leaders across the business, including Product & Engineering, Marketing, Finance, Operations, Sales Engineering, and Customer Excellence
Develop pricing/packaging and product competencies to play a leadership role in structuring, pursuing, and winning large, complex deals
Successfully develop and execute across all disciplines of sales management, including Account/Territory/Opportunity planning, sales methodology execution, forecasting, and professional development
Actively use core applications to manage business, including Smartsheet, Salesforce.com, Tableau, LinkedIn, DiscoverOrg, Clari, Google Workspace, and others
Develop and refine the Commercial sales strategy to accelerate growth across North America, including creating account strategies, refining sales plays, expanding executive relationships, incorporating the customer journey, and selling high-value solutions

Skills

Key technologies and capabilities for this role

SaaS SalesSales LeadershipTeam RecruitmentTeam DevelopmentSales StrategyAccount StrategyExecutive RelationshipsC-Level EngagementData-Driven DecisionsPricing StrategyProduct CompetenciesCustomer Journey

Questions & Answers

Common questions about this position

Where is this position based?

The position is based in Costa Rica.

What is the salary or compensation for this role?

This information is not specified in the job description.

What key experiences are required for this role?

Candidates need a demonstrated track record of exceeding sales objectives, leading enterprise SaaS sales teams, driving substantial growth with data-driven decisions, product-led and value-led sales experience, and multi-persona platform selling.

What tools will I use in this role?

You will actively use core applications including Smartsheet, Salesforce.com, Tableau, LinkedIn, DiscoverOrg, Clari, Google Workspace, and others to manage business.

What makes a strong candidate for this RVP role?

A strong candidate has a proven track record of consistently exceeding sales goals, solid leadership acumen, great attitude, accountability, high energy, integrity, discipline, and experience in data-driven decisions, along with expertise in enterprise SaaS sales leadership.

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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