Key Account Executive, Smartsheet
West
$165-190k
Eligible for a market competitive incentive opportunity
Travel as needed
Dynamic workspace platform for collaboration
Be an early applicant
Dynamic workspace platform for collaboration
1001+ employees
Be an early applicant
$165-190k
Eligible for a market competitive incentive opportunity
Travel as needed
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- 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
What the job involves
- Smartsheet is looking for an Account Executive, Key Accounts (KAE) to 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. The main goal is to become a strategic partner and advisor to the client, discovering new opportunities to work together for mutual benefit
- The Key Account model is anchored on developing account-specific approaches with deliberate strategy, ongoing executive and IT cadence, and persistent long-term vision
- KAE’s will need to form a strategic perspective for each one of their accounts
- This will include obtaining a deep knowledge of the target customer’s business objectives, market positioning, growth plans, and partnership expectations
- They will also orchestrate deals and long-term plans that align with a mutually beneficial strategy while leading their customers through an enterprise sale’s complex process and multiple steps
- The KAE will act as a visionary and rally both their customers and internal constituents on key initiatives
- They will influence their extended Smartsheet team and align with internal leaders
- Because KAE’s touch so many parts of the business, they should be confident and command respect from both their clients and their coworkers while demonstrating a strong executive presence
- This high-profile role will work to cover a small number of named accounts in the US and will report to the Regional Director of Key Accounts
- 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
Our take
With teams increasingly moving to remote work across many industries, companies have been reaching for tools to keep operations smooth and communications open. Founded in 2005, Smartsheet is a cloud-based work management platform helping a vast range of companies, from small businesses to large enterprises, plan, track, and report on work.
Like other team collaboration software companies Lucid and Atlassian, Smartsheet saw strong growth between 2020-2022, achieving almost 40% year on year revenue increases through 2022. If the company can continue this success, it stands to make real gains in a global team collaboration market expected to be worth about $20 billion by 2028.
Smartsheet has embedded itself across various industries, with deep integrations with applications from the likes of Salesforce, Atlassian, Google, and Microsoft, leading to it being the first work management sector Unicorn to reach $1 billion in recurring annual revenue in 2024. Whilst remaining broad in application, it is also expanding and upgrading its product offerings; this may prove crucial in further distinguishing itself from well-backed startups like Monday.com and Asana as they begin jostling for market space.
Steph
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2017
$61.2m
SERIES F
May 2014
$35m
SERIES E
Total funding: $128.6m
Company benefits
- Lucrative Employee Stock Purchase Program (15% discount)
- 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 Incidental Sick Leave
- Up to 24 weeks of Parental Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development including access to LinkedIn Learning online courses
- Company Funded Perks, including a counseling membership, primary care membership, local retail discounts, and your own personal Smartsheet account
- Teleworking options from any registered location (role specific)
- HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
- Equity - Restricted Stock Units (RSUs) with all offers
- 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
Company HQ
West Bellevue, Bellevue, WA
Leadership
Mark Mader
(President & CEO)Having studied at Dartmouth, Mark spent 2 years as a Greenwich Associates Research Associate before 10 years at Onyx Software. They then founded Smartsheet in 2005 as CEO.
Brent Frei
(Board Member)Brent worked at Motorola and Microsoft for 4 years before founding Onyx Software in 1994 and Smartsheet in 2005. They have been a Board Member since, alongside working as CEO of TerraClear.
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