Remote Account Executive

Summary

Join Smartsheet's DACH GTM team as a Mid Market Account Manager and leverage your sales expertise to drive revenue growth in the region.

Requirements

• At least 3 years of SaaS B2B full cycle sales experience exceeding quota working in a Mid Market role within DACH
• Bi-lingual - English/German fluency required
• A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle
• 3+ years of experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal
• The ability to research accounts within an existing book of business to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organisation
• Experience working with implementation partners and resellers in DACH
• Experience using CRM, Sales Engagement and BI software (Salesforce, Clari, Outreach, Chorus and Tableau) to track daily activities, key metrics and gain territory insights
• Experience with MEDDICC as a qualification framework as part of a company's sales process

Responsibilities

• Build and manage a sales pipeline to meet and exceed software sales quotas within your book of business
• Execute a solution-based sales process encompassing multiple groups within Mid Market accounts (200 - 2,000 employee size) headquartered in the DACH region
• Run full end to end sales cycles including developing and strategising account plans, coordinating members of cross-functional Smartsheet teams and partners and deliver impactful product demonstrations
• Conduct high quality discovery, aligning with customers on business drivers and strategic objectives to create an evaluation plan that has clear timelines and drives urgency
• Manage solution sales motions alongside transactional, high-volume opportunities
• Develop new business opportunities within existing customers by analysing and proactively targeting high-value needs across multiple departments and lines of business
• Leverage existing customer relationships to expand Smartsheet's footprint and drive revenue or growth during renewals
• Manage relationships with Smartsheet partners to expand Smartsheet’s footprint within the DACH region
• Expand Smartsheet brand awareness across all levels
• Consult with clients in defining business objectives, success criteria and program strategy to ensure the customer perception of value that leads to sales renewal and expansion

Preferred Qualifications

• Experience with Value Selling or GAP Selling strongly preferred
• Passion for working with new technologies and the latest sales best practices
• Knowledge of Portfolio & Project Management (PPM), Digital Transformation or Creation Operations a plus