Account Executive

Summary

Join Smartsheet's Commercial Sales Team as an Account Executive and contribute to increasing software sales and driving expansion across a territory of accounts. This remote role, based in the US, involves building and managing a sales pipeline, executing a solution-based sales process, and developing new opportunities with existing customers. You will leverage relationships to expand Smartsheet's footprint, manage partnerships with internal teams, maintain accurate Salesforce records, and utilize sales enablement tools. The ideal candidate will have 3+ years of SaaS sales experience exceeding quota in SMB accounts, experience managing customer relationships in a B2B environment, and proficiency with CRM and BI software. Smartsheet offers a competitive salary, benefits, and opportunities for professional growth.

Requirements

• 3+ years of SaaS full cycle sales experience exceeding quota working in SMB accounts
• Experience managing customer relationships and maintaining relationships in a B2B environment
• A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle
• Experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal
• Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics and gain territory insights
• Passion for working with new technologies and technical concepts
• Bachelor's degree or the equivalent combination of other post-secondary education

Responsibilities

• Build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business
• Execute a solution-based sales process including multiple internal and external stakeholders within the SMB or equivalent accounts (50 to 200 employee size)
• Develop and prospect new opportunities with existing customers in your territory by analyzing and identifying high-value needs across multiple departments and lines of business
• Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals
• Expand Smartsheet brand awareness at the c-suite, operational and team level
• Facilitate and manage partnerships with Sales Engineers, Solutions Consultants and Customer Success teams to support full sales cycle and close business
• Create and maintain Joint Engagement Plans for strategic solution deals
• Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast
• Use sales enablement tools to personalize approach and form an industry perspective as to where the Smartsheet footprint can add value to the client's business
• Other duties as assigned

Benefits

• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
• Stock - Restricted Stock Units (RSUs) for eligible roles
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Incidental Sick Leave
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to Udemy online courses
• Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)