Commercial Account Executive

About the role

Smartsheet is seeking a Commercial Account Executive to manage and expand our portfolio within the Commercial segment, specifically targeting organizations with 0-500 employees in the assigned territory. The successful candidate will own the end-to-end sales process, focusing on identifying, developing, and securing new business opportunities while simultaneously deepening relationships within existing accounts. This role requires a proactive approach to strategic account planning, ensuring that Smartsheet's suite of work management solutions aligns with evolving departmental needs. You will leverage data-driven insights to drive cross-selling and upselling initiatives, maximizing customer lifetime value across your portfolio. Ownership of key performance indicators, including revenue growth and customer retention, will be central to this position. The role demands close collaboration with internal stakeholders to ensure seamless execution and delivery of customer promises. Ultimately, you will act as the primary point of contact for strategic customers, shaping the commercial narrative in your region.

Key facts

Location: Germany

Engagement: Hybrid

Team: DACH Sales

Base salary range: 52,500 to 62,500 EUR.

This position includes a market-competitive incentive package.

Final compensation is based on education, experience, skills, and location.

You will report directly to the Regional Director, DACH Sales.

What you'll do

Manage a multi-stage sales pipeline to meet or exceed quarterly and annual quotas for software and services within the Commercial segment.

Execute complex B2B sales cycles utilizing the MEDDICC framework, including stakeholder mapping, solution design, and structured contract negotiation.

Create comprehensive strategic account plans for key accounts to uncover high-value needs spanning operations, finance, legal, and IT departments.

Conduct in-depth discovery sessions to identify critical business problems and align customer objectives with Smartsheet's configurable work management solutions.

Coordinate closely with Sales Engineering, Consulting, and Customer Success teams to ensure technical feasibility, solution validation, and successful onboarding.

Partner with local channel representatives and ecosystem partners to identify co-sell opportunities and expand Smartsheet's reach within the DACH region.

Maintain precise sales forecasts, pipeline hygiene, and performance metrics within Salesforce to provide accurate revenue visibility.

Increase Smartsheet's brand visibility and executive sponsorship by engaging C-suite leaders and influential operational stakeholders through value-based conversations.

Leverage Clari for conversation intelligence and Outreach for targeted engagement to optimize communication touchpoints and response rates.

Utilize Tableau to analyze performance dashboards, track key indicators, and adjust strategies based on data-driven insights.

Requirements

Possess 2+ years of proven experience in SaaS sales within the Commercial segment, with a documented history of consistently hitting or exceeding quotas.

Demonstrate professional fluency in both English and German, with the ability to communicate effectively in writing, speaking, and presentations.

Hold a Bachelor's degree or equivalent professional experience that demonstrates a strong foundation in business or a related discipline.

Maintain legal authorization to work in Germany on an ongoing basis without requiring sponsorship from the employer.

Show advanced proficiency in solution selling methodologies, specifically the MEDDICC framework, including milestone setting and risk assessment.

Exhibit a thorough understanding of the SaaS competitive landscape, including business models, pricing strategies, and product differentiation.

Have a proven ability to manage the full sales cycle from initial prospecting through to contract execution and expansion.

Display strong analytical skills, with the capability to interpret complex data sets and translate them into actionable sales strategies.

Skills & tools

Salesforce: Utilize the CRM to log all customer interactions, update deal stages, and maintain accurate account records.

Clari: Apply conversation analytics to gain insights into buyer sentiment and identify areas for improvement in the sales process.

Outreach: Leverage this engagement platform to automate and personalize outbound communications across email and social channels.

Tableau: Interpret dynamic dashboards to monitor sales performance, forecast accuracy, and pipeline health metrics.

Practical notes

Hybrid engagement model is in place for this role.

Base salary range is between 52,500 and 62,500 EUR.

An incentive package is included as part of the total compensation.

Final compensation details are determined by education, experience, relevant skills, and the specific Munich, Germany location.

The successful candidate will report directly to the Regional Director of DACH Sales.

This role requires the ability to work in a hybrid environment, balancing remote and in-office schedules as determined by team and company policies.