Director, Enterprise

Summary

Join Smartsheet as a Regional Director, Enterprise GEO and lead a team of Enterprise Account Executives to exceed sales quotas. This role involves serving as a player/coach, developing and growing business opportunities, driving senior executive engagement, and executing sales management disciplines. You will partner with various teams, identify and address growth issues, predict and deliver sales results, and utilize company applications. The ideal candidate possesses extensive experience in enterprise software sales management, a proven track record of exceeding quotas, and strong leadership skills. This position is based in Boston, Massachusetts and reports to the RVP, Enterprise Sales.

Requirements

• Deep understanding of the unique challenges and opportunities in the Enterprise market
• Knowledge of budget cycles, funding sources, and compliance requirements
• Experience navigating the complexities of public sector procurement processes
• Experience working with government officials, educators, and IT professionals
• Demonstrated track record in leading sales teams to exceed quotas by winning new business and driving substantial growth in Enterprise accounts
• Proven ability to drive Strategic sales teams in executing land­-and-­expand sales strategies to predictably drive aggressive growth in Enterprise accounts
• Minimum of 5 years experience in sales management of enterprise software, preferably Enterprise SaaS teams
• 7+ years of experience in the software industry with current SaaS experience preferably on the business applications side (selling to sales, marketing, HR, finance, manufacturing within Enterprise accounts)
• Excellent interpersonal skills and the ability to multitask, work cross-­functionally within the organization, and thrive in a collaborative environment
• Excellent communication (written and verbal), interpersonal and presentation skills
• Motivate and lead; embody Smartsheet’s core values; operate with grit and a sense of urgency
• Demonstrated ability to execute sales methodologies (e.g. The Challenger Sale)
• Experience working in a fast-­paced, high growth software company where change is a constant
• Smartsheet, Salesforce.com, Google Apps, Tableau skills
• Bachelor’s degree or equivalent

Responsibilities

• Lead a team of Account Executives to exceed quarterly and annual sales quotas
• Serve as player/coach in the execution of a complex, solution­-based sales process encompassing multiple groups within Enterprise accounts
• Play leadership role in developing and growing existing business opportunities by coaching account executives to build and execute account strategies
• Drive Smartsheet senior executive engagement in target accounts
• Successfully execute across all disciplines of sales management, including Account/Opportunity/Relationship planning and sales methodology execution
• Partner with Sales Engineering, Consulting, Customer Success and Marketing management to identify and close software and professional services solutions in EDU accounts
• Proactively identify and address issues that will increase growth velocity in the East/Central sales region
• Effectively predict and deliver sales results through accurate sales forecasting
• Actively use company’s core applications to manage business, including Smartsheet, Salesforce.com, Tableau, LinkedIn, DiscoverOrg and others

Benefits

• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
• 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 Sick Time Off
• 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)