Enterprise Account Executive, Smartsheet

• 7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field. SaaS is highly preferred but not required
• Located in the Illinois or Wisconsin territory region
• Proven track record of success selling into state and local governments, K-12, or higher education institutions
• Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.)
• Experience maintaining customer relationships and maintaining relationships in a B2B environment
• Ability to travel as needed within the assigned region
• Experience prospecting and managing a designated territory to maximize revenue growth
• The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
• A data-driven sales approach that informs your process and guidance to customers
• The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful
• Strong relationship management skills and the ability to manage strategic interactions with senior level management
• Familiarity of CRM software packages and proficiency with Google Suite
• Excellent written and verbal communication skills

• Smartsheet is seeking an experienced sales professional to join our team as a Enterprise Account Executive
• You will have a history of performance in quota attainment and developing customer accounts developing customer accounts within the Higher Education or State and Local Government sector
• This remote will cover the Central Region (Illinois and Wisconsin) and report to a Regional Director, Enterprise EDU
• This role is hiring for individuals local to the Illinois and Wisconsin area
• You will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators
• This role requires a strategic approach to sales, a consultative selling style, and the ability to navigate complex procurement processes
• Navigate complex Higher Education and School District procurement processes and cycles
• Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams
• Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter
• Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)
• Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholders
• Apply industry knowledge and research
• Travel onsite to key customers for executive presentations, user group presentations, and industry specific events
• Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts
• Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformation
• Execute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ employees
• Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agencies
• Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments and drive revenue or growth during renewals
• Articulate and demonstrate Smartsheet's unique organizational solutions and functional value
• Build executive awareness, sales pipeline and bookings growth within your territory
• Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to manage full sales cycle and close business
• Develop tailored proposals based on customers desired outcomes
• Use sales enablement tools to identify business need and personalize approach as to how Smartsheet can add value to the customer’s business
• Track and utilize key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platform
• Work with multiple functional departments and roles to manage customer life cycle from pre-sale to renewal

• 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
• Flexible Time Away Program, plus Incidental Sick Leave
• 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, primary care membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location (role specific)
• 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
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year

Total funding: $126.1m

With teams increasingly moving to remote work across many industries, companies have been reaching for tools to keep operations smooth and communications open. Founded in 2005, Smartsheet is a cloud-based work management platform helping a vast range of companies, from small businesses to large enterprises, plan, track, and report on work.