Enterprise Account Executive - SLED

Smartsheet•Washington, DC

7d•$97,500 - $192,500•Remote

About The Position

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet is seeking an experienced sales professional to join our team as an Enterprise Account Executive. You will have a history of performance in quota attainment and developing customer accounts within the Higher Education sector. This role will cover Virginia, Maryland and Washington D.C. and requires you to be in market. You will report directly to our Regional Director, Enterprise - SLED. You will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators. This role requires a strategic approach to sales, a consultative selling style, and the ability to navigate complex procurement processes.

Requirements

7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field. SaaS is highly preferred but not required.
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

Benefits

Employer subsidized medical/vision and dental coverage 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)