Enterprise Account Executive, Key Accounts (West)

Smartsheet•San Francisco, CA

4d•Remote

About The Position

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday. Smartsheet is looking for an Account Executive, Key Accounts (KAE) to play a leadership role in executing our Key Accounts sales strategy to rapidly expand a defined set of Global 2000 accounts. This position will be responsible for driving executive engagement, selling solutions and delivering substantial growth in software and services bookings, with both new and expansion customers. A proven track record of exceeding quota with tenacity, great attitude, accountability, high energy, integrity, and discipline is crucial to success on the Key Accounts Team. This high profile role will work to cover a number of named accounts and will report 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
Other duties as assigned
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)