Strategic Account Executive

About the role

Smartsheet is actively expanding its EMEA operations and seeks a Strategic Account Executive to spearhead growth initiatives. This position is centered on driving new customer acquisition while simultaneously increasing adoption within existing enterprise accounts. The focus lies on high-value enterprise deals where you will guide clients in integrating AI agents and automation into their core workflows. In this capacity, you will function as a trusted advisor to senior stakeholders, navigating complex organizational structures to identify and prioritize critical business outcomes. You will leverage data and insights to shape the narrative around digital transformation, positioning Smartsheet as the foundational platform for operational excellence. The role demands a balance of strategic vision and hands-on execution, ensuring that long-term initiatives align with immediate commercial objectives. Success in this position will be defined by your ability to build deep, executive-level relationships and translate organizational goals into scalable Smartsheet solutions that deliver measurable business value.

Key facts

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Location: Germany

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Engagement: Full-time

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Salary: 110,000 - 145,000 EUR base salary plus incentive opportunity

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Team: Senior Regional Director, Large Enterprise EMEA

What you'll do

• Meet or exceed quarterly and annual sales targets for software and services, acting as the primary revenue driver for assigned strategic accounts.
• Coordinate with internal departments including Solution Engineering, Consulting, Customer Success, and Marketing to manage integrated account teams and ensure cohesive execution.
• Create and execute long-term strategic account plans focused on account growth, expansion, and multi-year renewals.
• Manage complex, solution-based sales cycles while maintaining rigorous tactical execution and stakeholder alignment.
• Draft and present unsolicited proposals that are meticulously tailored to specific customer business goals and strategic priorities.
• Maintain highly accurate sales forecasts and monitor key performance indicators to track progress and inform decision-making.
• Conduct in-depth discovery sessions to uncover latent operational risks and inefficiencies within large enterprise accounts.
• Architect multi-year roadmap presentations that illustrate the tangible business value and ROI of scaling automation and AI initiatives.
• Synthesize feedback from Solution Engineering and Consulting teams to tailor platform demonstrations and address specific client use cases.
• Negotiate commercial terms, service level agreements, and contract structures in collaboration with Customer Success and Legal departments.
• Develop compelling narratives and business cases for unsolicited proposals that directly address client pain points and strategic objectives.
• Analyze market trends and competitive landscapes to refine territory strategies and identify white space opportunities for growth.
• Forge and manage partnerships with channel partners to expand reach and execute joint go-to-market activities.
• Utilize CRM systems diligently to ensure accuracy in forecasting and to maintain a clear, actionable view of deal progression.
• Champion post-sale adoption best practices to ensure clients realize rapid value and success with the Smartsheet platform.

Requirements

• Minimum 5 years of proven experience in enterprise software or services sales, with a track record of managing complex deals.
• Professional fluency in both English and German is mandatory for effective communication with stakeholders and team members.
• A proven history of consistently hitting or surpassing sales quotas and exceeding performance targets.
• Demonstrated experience engaging with C-level executives, operational managers, and line-of-business leaders at organizations with over 5,000 employees.
• A background in both direct sales and partner-led sales motions, showing versatility in different sales environments.
• Demonstrated ability to develop and manage large, varied sales pipelines across multiple opportunities.
• Capability to design, implement, and execute go-to-market strategies for new initiatives or market entries.
• A strong grasp of territory planning, pipeline generation, and end-to-end deal management from inception to closure.
• Must be legally authorized to work and reside in Germany, with the ability to obtain necessary work permits if required.
• Willingness to travel regionally to meet with key stakeholders and attend relevant industry functions and events.

Skills & tools

• Strategic account planning and management
• Complex solution-based sales processes and negotiation
• Enterprise software sales methodologies and best practices
• Advanced sales forecasting, pipeline management, and CRM proficiency

Practical notes

This role is based in Munich and requires a hybrid presence between the office and remote locations. The compensation package includes a base salary between 110,000 and 145,000 EUR, supplemented by a competitive incentive opportunity based on performance. Smartsheet is an equal opportunity employer and is committed to providing reasonable accommodations for individuals with disabilities during the interview and selection process upon request.