Key Account Executive

Summary

Join Smartsheet as an Account Executive, Key Accounts (KAE) and play a key role in executing our Large Enterprise sales strategy to rapidly expand a defined set of Global 2000 accounts. This position will nurture, retain and upsell a subset of Smartsheet’s top customers. You will become a strategic partner and advisor to the client, discovering new opportunities for mutual benefit. The Key Account model focuses on developing account-specific approaches with deliberate strategy, ongoing executive and IT cadence, and persistent long-term vision. You will exceed quarterly and annual software and services sales quotas and execute a complex, solution-based sales process. This high-profile role will cover a small number of named accounts in the US and reports to the Regional Director of Key Accounts.

Requirements

• Demonstrated enterprise sales success; track record of exceeding quotas and receiving recognition, awards for high performance
• Experience selling enterprise software, preferably emerging SaaS solutions
• Demonstrated ability to build relationships with Global 2000 senior line-of-business and IT executives, as well as operational managers
• Proven ability to manage a diverse pipeline of strategic sales opportunities
• Excellent communication (written and verbal), interpersonal and presentation skills
• Demonstrable experience executing a complex, solution-based strategic sales process
• Experience working in a fast-paced, high growth company where change is a constant
• Understands the difference between activity and results; solid work ethic
• Able to function independently, as well as collaboratively with Smartsheet team members
• Smartsheet, Salesforce.com, Google apps, Tableau skills
• Bachelor’s degree or equivalent

Responsibilities

• Exceed quarterly and annual software and services sales quotas
• Execute a complex, solution-based sales process encompassing multiple groups within a Global 2000 account
• Prospect, approach, and establish executive business and IT relationships with ongoing cadence to ensure strong support and alignment with your target accounts
• Clearly articulate the value of Smartsheet offerings both strategically and financially
• Develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines
• Evangelize Smartsheet’s unique business, solution, and functional value
• Curate custom offerings that drive more value for key accounts, helping to sell more effectively and retain long-term relationships
• Align the customer’s strategy the overall account strategies that enable sales velocity by partnering with Value Strategist, Solutions Engineer, Customer Success Manager, and Enterprise Sales Representative
• Collaborate with different teams, such as Product, Marketing, Services, Finance, Operations, etc. to ensure the customer’s needs and expectations are properly met
• Drive negotiations with a keen sense of timing, strong persuasion skills, and the confidence to hold their ground and push back when necessary
• Effectively forecast sales opportunities, while tracking and using critical metrics that predict sales success
• Use Smartsheet in the execution of daily sales activities
• Track all relevant sales activity using the company's CRM platform
• Travel as needed

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)