Account executive

Responsibilities

• This position will nurture, retain and upsell a subset of Smartsheet’s top customers.
• The Key Account model is anchored on developing account-specific approaches with deliberate strategy, ongoing executive and IT cadence, and persistent long-term vision.
• KAEs will need to form a strategic perspective for each one of their accounts.
• This will include obtaining a deep knowledge of the target customer’s business objectives, market positioning, growth plans, and partnership expectations.
• They will also orchestrate deals and long-term plans that align with a mutually beneficial strategy while leading their customers through an enterprise sale’s complex process and multiple steps.
• The KAE will act as a visionary and rally both their customers and internal constituents on key initiatives.
• They will influence their extended Smartsheet team and align with internal leaders.
• Because KAEs touch so many parts of the business, they should be confident and command respect from both their clients and their coworkers while demonstrating a strong executive presence.
• This high-profile role will work to cover a small number of named accounts in the US and will report to the Sr Regional Director of Key Accounts.
• 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 your 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 the 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 their 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.

Qualifications

• 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.
• Experience addressing C-suite executives as well as coordinating operations managers and sales reps.
• 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.
• Used Smartsheet, Salesforce.com, Google Apps, Tableau skills.
• Used MEDDICC to effectively qualify sales opportunities.
• Bachelor's degree or equivalent.

Benefits

• HSA, 100% employer-paid premiums, or Buy-up medical / vision and dental coverage options for full-time employees.
• Equity - Restricted Stock Units (RSUs) with all offers.
• Lucrative Employee Stock Purchase Program (15% discount).
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay).
• Monthly stipend to support your work and productivity.
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans.
• Up to 24 weeks of Parental Leave.
• Personal paid Volunteer Day to support our community.
• Opportunities for professional growth and development including access to LinkedIn Learning online courses.
• Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account.
• Teleworking options from any registered location in the U.S. (role specific).
• Smartsheet provides a reasonable range of compensation for roles that may be hired in different geographic areas we are licensed to operate our business from.
• Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location.
• In addition, this role will be eligible for a market competitive bonus and RSU stock grant upon accepted offer.