Professional Services Business Development Director

About the role

Smartsheet is seeking a director to manage the full sales lifecycle for our professional services portfolio. You will act as a strategic partner to clients, driving business outcomes through complex, multi-solution deals. In this capacity, you will own the end-to-end services sales process, ensuring that every interaction aligns with the broader commercial objectives of the organization. You will serve as a trusted advisor, guiding clients through transformation initiatives and helping them unlock tangible value from our platform. A critical part of this role involves elevating conversations with key stakeholders to influence platform adoption and drive meaningful account expansion. You will leverage value-based selling methodologies to explicitly connect client priorities to our tailored solutions. Success in this position will be measured by your ability to build strong relationships with executive sponsors and procurement teams to increase deal speed and close complex agreements. You will be responsible for maintaining a predictable and robust pipeline that supports sustainable growth.

Key facts

What you'll do

• Manage the end-to-end services sales process from initial qualification to the final Statement of Work, ensuring alignment with Smartsheet's commercial standards.
• Influence platform adoption and account expansion by elevating conversations with key stakeholders to uncover latent needs and strategic opportunities.
• Utilize value-based selling methodologies to connect client priorities directly to our solutions, articulating clear return on investment.
• Build and maintain relationships with executive sponsors and procurement teams to navigate complex buying processes and increase deal speed.
• Maintain 3x pipeline coverage by identifying whitespace within existing accounts and actively managing stalled opportunities to ensure continuous revenue flow.
• Use Salesforce and Clari to forecast accurately, analyze deal dynamics, and maintain rigorous pipeline hygiene for reliable forecasting.
• Mentor team members by providing coaching on sales techniques and market insights to refine our go-to-market strategy and improve overall performance.
• Partner with internal stakeholders to develop compelling narratives and business cases that resonate with C-level decision makers.
• Conduct comprehensive competitive analyses to position our professional services against alternative solutions and reinforce unique value propositions.
• Drive the creation of tailored engagement plans that address the specific challenges and goals of strategic enterprise clients.

Requirements

• 7 years of experience carrying a quota for enterprise services or solutions, demonstrating a consistent ability to generate revenue.
• Proven history of closing professional services deals exceeding $250k, showcasing your capability to handle high-value transactions.
• Expertise in value-based selling frameworks like MEDDIC, Challenger, or Smartsheet Value Selling, which you have applied successfully in past roles.
• Experience managing large enterprise accounts and territory planning to optimize coverage and resource allocation.
• Ability to travel 40 to 50 percent of the time to engage with clients and partners across various locations.
• BA or BS degree, which demonstrates a foundational level of education and critical thinking skills.

Nice to have

• Experience with seven-figure Total Contract Value deals, indicating familiarity with large-scale financial commitments.
• Previous experience working with Smartsheet, which would provide immediate context for our products and culture.
• Advanced degree, such as an MBA, which may offer additional strategic insights and credibility.

Skills & tools

• Salesforce, which you will use for CRM management and pipeline tracking.
• Clari, which you will utilize for revenue intelligence and sales forecasting.
• Value-based selling (MEDDIC, Challenger), which are core methodologies for structuring deals.
• Enterprise territory management, which is essential for planning and executing effective coverage strategies.

Practical notes

• You must be able to travel 40 to 50 percent of the time as this role requires frequent client visits and in-person meetings.
• This position is eligible for remote work within the United States, providing flexibility in work location.
• The role is based in the Customer Outcomes team, where collaboration and cross-functional synergy are essential.
• Smartsheet offers a structured career path with opportunities for professional growth and skill development.
• The hiring process will involve multiple interviews to assess your fit for the role and our company values.
• Smartsheet is an Equal Opportunity Employer, committed to diversity and inclusion in all employment practices.

Benefits and compensation details

• Compensation for this role includes a base salary ranging from $112,500 to $172,500 USD, with an incentive opportunity tied to performance.
• Benefits include subsidized medical, vision, and dental coverage, ensuring you and your family have access to essential healthcare.
• Additional financial benefits include a 401k match, which helps you build long-term savings for the future.
• You will receive a monthly productivity stipend to support your work environment and tools.
• Smartsheet provides 12 paid holidays throughout the year, allowing you time to rest and recharge.
• The company offers up to 24 weeks of parental leave, supporting major life events and family needs.
• Access to professional development resources like Udemy is provided to encourage continuous learning and skill enhancement.
• These benefits are designed to support your well-being and help you thrive in your role.

About the company

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