Account Executive, New Business-Mid Market

Summary

Join Smartsheet's Commercial Sales Team as an Account Executive and contribute to our revenue goals by acquiring new logos. This remote US-based role involves selling our product suite, qualifying leads, and managing the full sales cycle for commercial accounts (200-4,999 employees). You will prospect, conduct product demonstrations, collaborate with internal teams, and maintain accurate Salesforce records. Success requires proven SaaS sales experience, strong B2B relationship management skills, and proficiency with various sales tools. Smartsheet offers competitive compensation, comprehensive benefits, and opportunities for professional growth.

Requirements

• 5+ years full sales cycle management with a history of proven performance in the SaaS space
• 1+ years of experience managing and maintaining customer relationships in a B2B environment
• 3+ years of experience with Solution/Consultative Selling
• Experience prospecting and managing designated leads and domains while identifying new market opportunities to maximize revenue growth
• Strong knowledge of LinkedIn, ZoomInfo, Salesforce, Docusign, Outreach, Tableau
• Natural curiosity to understand the business, implicating pain, return on investment
• Ability to continuously improve and adopt best practices
• Bachelor's degree or the equivalent combination of education and/or experience

Responsibilities

• Acquire new Logos for Smartsheet by selling our full suite of products and services
• Qualify and prioritize inbound leads with urgency and create opportunities and generate pipeline through the full cycle sales process with new commercial mature accounts equivalent to (200-4,999 employee size)
• Proactively prospect through warm leads and utilize multithreading and consistent lead outreach, as appropriate, within both new logos and existing customers to drive business growth and expansion
• Understand & respond to Customer requirements within the sales market, including response to RFPs, defining collaboration goals, success criteria and program strategy to achieve results
• Conduct product demonstrations and partner with internal teams, including Sales Engineers and internal Consulting, to support the sales cycle
• Proactively work with internal and external stakeholders to successfully navigate the full sales cycle with urgency
• Manage strategic and transactional deals to ensure a successful book of business
• Create and maintain Joint Engagement Plans for strategic solution deals
• Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines
• Other duties as assigned

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
• 15 days PTO, plus Sick Time Off
• 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)
• 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
• Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity