Account Executive, Commercial

About the role

Smartsheet is seeking change agents to join our Central/East Commercial Sales Team as an Account Executive. You will be responsible for increasing software sales and driving expansion across a territory of accounts. This role requires a proactive and curious mindset focused on identifying growth opportunities for clients before they recognize a need or gap for themselves. You will build and manage a sales pipeline to meet or exceed software and services quotas within your book of business. The position involves orchestrating work between human teams and AI agents to automate manual tasks and uncover insights at scale. Success in this role means creating space for judgment, creativity, and big thinking within client organizations. This remote role reports to a Manager, Commercial Sales and is part of the Commercial Sales team based in the US.

Key facts

What you'll do

• Build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business.
• Execute a solution-based sales process encompassing multiple groups within our commercial mature accounts equivalent to (500-4,999 employee size).
• Develop new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and lines of business.
• Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals.
• Expand Smartsheet brand awareness at the c-suite, operational and team level.
• Facilitate and manage partnerships with Sales Engineers, Solutions Consultants and Customer Success teams to support full sales cycle and close business.
• Create and maintain Joint Engagement Plans for strategic solution deals.
• Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast.
• Utilize existing sales enablement tools to successfully implement a territory plan.
• Identify top accounts through in-depth account research using internal tools as well as external customer-related resources Smartsheet footprint can add value to the client's business.
• Drive adoption of Smartsheet platforms by orchestrating cross-functional stakeholder engagement and aligning solution capabilities with client strategic objectives.
• Conduct discovery sessions to uncover latent needs and translate business requirements into scalable workflow and automation solutions.
• Collaborate with internal product and engineering teams to provide feedback from the field that influences Smartsheet product roadmap and positioning.
• Establish and maintain executive-level relationships that influence buying decisions and champion Smartsheet solutions within client organizations.
• Analyze competitive landscapes and articulate differentiated value propositions to secure new business and expansion within existing accounts.

Requirements

• 5+ years full sales cycle management with a history of proven performance in the SaaS space.
• 3+ years of experience managing customer relationships and maintaining relationships in a B2B environment.
• A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle.
• 3+ years of experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal.
• The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization.
• Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics and gain territory insights.
• Passion for working with new technologies and technical concepts.
• Bachelor's degree or the equivalent combination of other post-secondary education.
• Proven ability to manage a complex sales pipeline and forecast accurately in a CRM system.
• Strong written and verbal communication skills tailored to executive-level audiences.

Nice to have

• Experience selling into enterprise organizations with complex buying committees.
• Familiarity with workflow automation and business process management concepts.
• Understanding of AI agents and how they can be leveraged to augment human work in enterprise settings.
• Experience with consultative selling methodologies such as MEDDICC.
• Background in high-growth technology companies.

Practical notes

US employees are eligible for employer subsidized medical, vision, and dental coverage as well as up to 24 weeks of Parental Leave, a monthly productivity stipend, 15 days PTO plus Sick Time Off, 401k match, and other company-funded perks. Teleworking options from any registered location in the U.S. are available role-specifically.