Account Executive, Key Accounts (East)

Smartsheet is a tech company with a human story to tell. We’re here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions, using simple no-code tools. We’re revolutionaries – so for us changing the way the world works is all in a day’s work.

Smartsheet is looking for an Account Executive, Key Accounts (KAE) to play a leadership role in executing our Key Accounts sales strategy to rapidly expand a defined set of Global 2000 accounts. This position will be responsible for driving executive engagement, selling solutions, and delivering substantial growth in software and services bookings, with both new and expansion customers. A proven track record of exceeding quota with tenacity, great attitude, accountability, high energy, integrity, and discipline is crucial to success on the Key Accounts Team.

This high-profile role will work to cover a number of named accounts and will report to the Regional Director of Key Accounts.

Responsibilities:

1. Consistently exceed quarterly and annual software and services sales quotas
2. Effectively forecast, manage the pipeline, and consistently achieve performance metrics
3. Provide account and selling team leadership, drive sales strategy, and develop accounts over a multi-year time horizon
4. Create & maintain actionable account plans
5. Collaborate with internal cross-functional experts and external partners
6. Drive a high value customer experience and deliver positive outcomes throughout the customer journey
7. Actively engage and sell to both Line of Business (LOB), Functional Areas, and IT departments
8. Manage and execute both a transactional land/expand selling motion and a value-based solution motion
9. Leverage MEDDICC during the sales process
10. Build and maintain relationships with VP+, C-suite executives and key decision-makers
11. Demonstrate a winning, competitive, and positive mindset, with a focus on continuous improvement
12. Evangelize the functional and solution value of Smartsheet
13. Utilize data and PLG signals to drive sales strategies and decisions

You Have:

1. Proven experience in enterprise (G2K), complex software solution sales
2. 5-10+ Years of Enterprise sales experience
3. Track record of consistently exceeding quota
4. Minimum of 3+ years tenure in previous roles, demonstrating company loyalty and growth trajectory
5. Demonstrated ability to prospect, build demand, and hunt in a defined territory
6. Strong experience in team-based strategic account planning, development, and execution
7. Enabled on a value selling methodology like Force Mgmt, Sandler, Value Selling Framework or other
8. Executive presence with proven ability to engage with VP+ and C-suite executives
9. Strong desire for face-to-face customer engagement and willingness to travel (30%-50%)
10. Strong presentation skills
11. Data-driven, with a keen focus on leveraging PLG signals in sales strategies
12. Excellent communication, negotiation, and interpersonal skills
13. High emotional intelligence and mental agility
14. Bachelor’s degree is preferred

US Perks & Benefits:

1. HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
2. Stock - Restricted Stock Units (RSUs) for eligible roles
3. Lucrative Employee Stock Purchase Program (15% discount)
4. 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
5. Monthly stipend to support your work and productivity
6. Flexible Time Away Program, plus Incidental Sick Leave
7. US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
8. US employees receive 12 paid holidays per year
9. Up to 24 weeks of Parental Leave
10. Personal paid Volunteer Day to support our community
11. Opportunities for professional growth and development including access to Udemy online courses
12. Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
13. Teleworking options from any registered location in the U.S. (role specific)

Smartsheet provides a competitive base salary range 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 incentive opportunity and some roles may be eligible for a RSU stock grant upon accepted offer.

Get to Know Us:

At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us!

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, and Japan. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

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