Account Executive, Commercial

About the role

This role represents a pivotal opportunity within Smartsheet's ambitious evolution. For over two decades, Smartsheet has enabled teams to coordinate work seamlessly and scale solutions intelligently. The company is now embarking on its most significant transformation, integrating human teams with AI agents. This initiative focuses on orchestrating the tasks AI performs most effectively, automating routine manual duties, and extracting insights at scale. The objective is to create the necessary space for human personnel to concentrate on judgment, creativity, and strategic innovation. This is the essence of Smartsheet's mission, a commitment reflected in its daily operations.

Smartsheet is actively seeking change agents to join its West Coast Commercial Sales Team as an Account Executive. In this capacity, you will be responsible for increasing software sales and driving expansion within a designated territory. You are expected to be proactive, motivated, and opportunistic. The ideal candidate will function as a curious and forward-thinking member of the commercial sales organization, identifying growth potential for clients ahead of their own recognition of a need or gap.

The position is based in Bellevue, WA, and offers the flexibility of remote work from any location within the United States where Smartsheet is a registered employer.

• Build and manage a comprehensive sales pipeline to meet or exceed software and services sales quotas within your assigned book of business.
• Execute a solution-based sales process that involves managing multiple internal and external stakeholders within growth-oriented or equivalent accounts, specifically those with 200 to 499 employees.
• Develop and prospect new opportunities by analyzing existing customers in your territory to identify high-value needs across various departments and lines of business.
• use established relationships to expand Smartsheet's footprint and drive revenue or growth during contract renewal phases.
• Elevate Smartsheet brand awareness and value proposition at the c-suite, operational, and team levels.
• Facilitate and manage partnerships with Sales Engineers, Solutions Consultants, and Customer Success teams to support the full sales cycle and successfully close complex business.
• Create and maintain Joint Engagement Plans for strategic solution deals to ensure alignment and clarity.
• Maintain accurate and current records in Salesforce, utilizing MEDDICC qualification guidelines to ensure precise forecasting.
• Use sales enablement tools to personalize client approaches and develop an industry perspective that identifies where Smartsheet can deliver tangible value.
• Undertake additional duties as assigned by management.
• Accumulated three or more years of SaaS full-cycle sales experience, demonstrating a consistent record of exceeding quotas within commercial accounts.
• Demonstrated experience in managing and nurturing customer relationships in a B2B environment throughout the entire engagement lifecycle.
• A thorough understanding of the SaaS evaluation process and the capability to execute every stage of the sales cycle effectively.
• Proficiency in using Salesforce and Tableau to monitor daily activities, key performance indicators, and territory insights.
• A Bachelor's degree or an equivalent combination of relevant post-secondary education and experience.

The base salary for this position is $130,000.00. The target total compensation for 2024 is $204,000.00, with a target of $222,500.00 for 2025. Current US Perks & Benefits include employer-subsidized medical, vision, and dental coverage for full-time employees. The company offers a 401k Match program, providing 50% of contributions up to the first 6% of eligible pay. A monthly stipend is available to support work and productivity. Employees receive 15 days of PTO, in addition to Sick Time Off. The policy includes up to 24 weeks of Parental Leave. Personal paid Volunteer Days are provided to support community engagement. There are numerous opportunities for professional growth and development, including access to Udemy online courses. The company funds various perks, such as a counseling membership, local retail discounts, and a personal Smartsheet account. Teleworking options are available from any registered location in the U.S., subject to role specifications. US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans. US employees also receive 12 paid holidays annually.

A demonstrated interest in working with AI agents that orchestrate work across human and machine teams is considered a valuable asset.

Proficiency in Salesforce, Tableau, Smartsheet, MEDDICC, Sales Engineering, Solutions Consultants, and Customer Success is essential for success in this role.

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What you'll do

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