Commercial Account Executive

About the role

Smartsheet is seeking a Commercial Account Executive to join their growing team in Sydney, Australia. This role focuses on driving revenue growth by managing and expanding commercial accounts within the assigned territory. The position involves building strong relationships with key decision-makers and guiding clients through the solution adoption process from initial discovery through long-term partnership. The successful candidate will take full ownership of their pipeline, develop strategic account plans, work diligently to exceed both quarterly and annual revenue targets, and contribute to Smartsheet's broader commercial growth strategy in the region.

Key facts

What you'll do

• Manage a portfolio of commercial accounts to drive revenue growth and expansion opportunities across the territory.
• Develop and execute detailed account plans tailored to each client's specific business needs and objectives.
• Build trusted relationships with senior stakeholders and decision-makers across multiple organizations and departments.
• Identify upsell and cross-sell opportunities within existing customer relationships to maximize account value over time.
• Collaborate closely with internal teams including marketing and product to ensure client success and satisfaction.
• Present compelling product value propositions that clearly align with each client's unique business goals.
• Negotiate contract terms and close deals efficiently to meet or exceed assigned quarterly quota targets.
• Track pipeline activity meticulously and forecast revenue accurately at the end of each fiscal quarter.
• Provide valuable market and competitive insights to inform strategic account positioning and messaging.
• Partner with marketing and sales operations teams to refine account engagement strategies and processes.
• Conduct regular business reviews with clients to assess progress and uncover new growth opportunities.
• Maintain thorough documentation of all client interactions and sales activities in the designated CRM system.

Requirements

• Proven track record of selling software or SaaS solutions in a commercial or enterprise environment.
• Strong understanding of enterprise and mid-market sales cycles including multi-threaded procurement and decision-making processes.
• Demonstrated ability to build and maintain long-term client relationships that generate consistent revenue growth.
• Comfortable with a quota-carrying role and consistently motivated by measurable performance goals and targets.
• Excellent verbal and written communication skills with the ability to influence stakeholders at all organizational levels.
• Experience managing a complex sales pipeline and forecasting revenue with a high degree of accuracy.
• Willingness to travel within the Sydney metropolitan area and occasionally further afield for client meetings.
• Bachelor's degree or equivalent practical experience in business administration or a related discipline.
• Self-starter with the ability to work independently and collaboratively within a fast-paced sales environment.

Nice to have

• Prior experience working with a fast-growing technology company or SaaS organization in a sales capacity.
• Familiarity with collaboration and productivity software platforms in a commercial selling environment is beneficial.
• Background in consultative selling and solution-based sales approaches tailored to enterprise-level clients and stakeholders.
• An existing network of professional contacts and relationships within the Sydney business community is a plus.
• Experience with account-based marketing strategies and coordinated go-to-market campaigns across multiple customer segments.

Skills & tools

• Proficiency in CRM platforms for tracking accounts, managing pipeline, and reporting on sales activities.
• Strong negotiation and deal-closing capabilities demonstrated in a competitive and dynamic sales landscape.
• Ability to use data and analytics to inform account strategy and prioritize high-value opportunities.
• Experience with established sales methodologies such as MEDDIC, SPIN selling, or challenger sale frameworks.
• Competence with standard office productivity and presentation software applications for client-facing materials.
• Comfort with virtual meeting and collaboration tools for engaging clients in remote or hybrid settings.
• Familiarity with sales intelligence platforms and prospecting tools to identify and qualify new leads.

Practical notes

• This role is based in Smartsheet's Sydney office and involves working closely with the local sales team.
• The hiring process includes multiple rounds of interviews with hiring managers and senior leadership team members.
• Candidates should expect a thorough evaluation of their sales track record, achievements, and professional references.
• The start date for this position is flexible and will be coordinated directly with the selected candidate.
• Smartsheet is committed to providing an inclusive and equitable hiring process and welcomes applicants from diverse backgrounds and experience levels.

About the company

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