Enterprise Account Executive

Summary

Join Smartsheet as a Higher Education Enterprise Account Executive and leverage your expertise in enterprise software sales to build strong relationships with key decision-makers in the Central Region (Illinois and Wisconsin). This remote role requires navigating complex procurement processes, understanding RFPs/RFQs, and tailoring sales presentations to higher education institutions. You will be responsible for building new business opportunities, expanding Smartsheet's footprint, and managing the full sales cycle. The ideal candidate will have 7+ years of full-cycle sales experience in a technology-oriented field, a proven track record of success in higher education or government sales, and strong relationship management skills. Smartsheet offers a competitive salary, comprehensive benefits, and opportunities for professional growth.

Requirements

• 7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field
• Located in the Illinois or Wisconsin territory region
• Proven track record of success selling into state and local governments, K-12, or higher education institutions
• Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.)
• Experience maintaining customer relationships and maintaining relationships in a B2B environment
• Ability to travel as needed within the assigned region
• Experience prospecting and managing a designated territory to maximize revenue growth
• The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
• A data-driven sales approach that informs your process and guidance to customers
• The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful
• Strong relationship management skills and the ability to manage strategic interactions with senior level management
• Familiarity of CRM software packages and proficiency with Google Suite
• Excellent written and verbal communication skills

Responsibilities

• Navigate complex Higher Education and School District procurement processes and cycles
• Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams
• Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)
• Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholders
• Apply industry knowledge and research
• Travel onsite to key customers for executive presentations, user group presentations, and industry specific events
• Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts
• Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformation
• Execute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ employees
• Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agencies
• Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments and drive revenue or growth during renewals
• Articulate and demonstrate Smartsheet's unique organizational solutions and functional value
• Build executive awareness, sales pipeline and bookings growth within your territory
• Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to manage full sales cycle and close business
• Develop tailored proposals based on customers desired outcomes
• Use sales enablement tools to identify business need and personalize approach as to how Smartsheet can add value to the customer’s business
• Track and utilize key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platform
• Work with multiple functional departments and roles to manage customer life cycle from pre-sale to renewal

Preferred Qualifications

SaaS is highly preferred but not required

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)
• $90,000 — $125,000 USD