Account Executive, Strategic

About the role

Smartsheet is looking for an Account Executive, Strategic to join their growing team in Sydney, Australia. This role focuses on managing and growing relationships with key enterprise accounts across the region. The successful candidate will drive revenue growth through strategic customer engagement and consultative selling approaches that deliver measurable business outcomes. You will work closely with internal teams including marketing, product, and customer success to ensure each account receives tailored solutions and long-term partnership development.

Key facts

What you'll do

1. Manage a portfolio of strategic enterprise accounts across the Sydney and broader Australian market.

2. Develop and execute account plans that align with each customer's business objectives and growth goals.

3. Conduct regular business reviews with stakeholders to identify new opportunities for product expansion.

4. Collaborate with marketing and product teams to tailor solutions that address specific customer challenges.

5. Build strong relationships with C-suite executives and decision-makers at assigned accounts.

6. Forecast and track pipeline metrics to ensure quarterly and annual revenue targets are met.

7. Navigate complex procurement and legal processes to close multi-year enterprise agreements.

8. Partner with customer success managers to ensure smooth onboarding and ongoing satisfaction.

9. Represent Smartsheet at industry events, conferences, and regional networking gatherings.

10. Stay informed about competitive landscape and market trends to position Smartsheet effectively.

11. Identify cross-sell and upsell opportunities within existing accounts to maximize customer lifetime value.

12. Work with finance and operations teams to resolve billing, contract, and renewal issues promptly.

13. Coordinate with the sales operations team to ensure accurate forecasting and territory planning activities.

14. Provide detailed competitive analysis and market intelligence to leadership for strategic planning purposes.

Requirements

1. Bachelor's degree in business, finance, or a related field from an accredited institution.

2. Minimum of five years of experience in enterprise software sales or account management.

3. Demonstrated history of meeting or exceeding quarterly and annual revenue quotas consistently.

4. Strong understanding of SaaS business models, subscription pricing, and renewal cycles.

5. Excellent written and verbal communication skills with the ability to present to large groups.

6. Experience managing complex sales cycles involving multiple stakeholders and extended timelines.

7. Willingness to travel within the Australia region as needed for customer meetings.

8. Ability to work independently while coordinating closely with a distributed team across time zones.

9. Proficiency in CRM platforms, particularly Salesforce or a comparable sales automation tool.

10. Strong negotiation skills and a track record of closing large, multi-year contracts.

11. Comfort with a fast-paced, target-driven environment where adaptability and resilience are valued daily.

12. Willingness to obtain and maintain any necessary security clearances or compliance certifications for the role.

Nice to have

1. Prior experience working with government or education sector accounts in the Asia-Pacific region.

2. Familiarity with data visualization and business intelligence software beyond core CRM tools.

3. Background in consulting or solution selling within the collaborative software space.

4. Bilingual capabilities in English and another language common in the Asia-Pacific market.

1. Salesforce CRM or equivalent sales force automation platform for pipeline management.

2. Microsoft Office Suite including Excel, PowerPoint, and Word for reporting and presentations.

3. LinkedIn Sales Navigator for prospecting and researching target accounts and decision-makers.

4. DocuSign or similar electronic signature platforms for contract execution and agreement finalization.

5. Tableau or Power BI for understanding customer data and building business cases.

6. Slack and Microsoft Teams for day-to-day communication with internal cross-functional teams.

Practical notes

1. This role is based in Smartsheet's Sydney office and requires on-site presence during standard business hours.

2. The hiring process includes multiple interview rounds with hiring managers, peers, and senior leadership.

3. Candidates should expect a thorough background check and reference verification before receiving an offer.

4. Smartsheet offers comprehensive benefits including health coverage, retirement contributions, and professional development allowances.

5. The position reports to a regional sales director and is part of the broader Asia-Pacific sales organization.

6. Performance reviews occur on a quarterly basis with clear metrics tied to revenue growth and customer retention.

7. New hires typically undergo an onboarding program covering product knowledge, sales methodology, and customer engagement practices.

About the company

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