Vice President of Strategic Accounts, Smartsheet
North America
$200-320k
Dynamic workspace platform for collaboration
Be an early applicant
Dynamic workspace platform for collaboration
1001+ employees
Be an early applicant
$200-320k
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- You have a proven track record of consistently exceeding sales goals with solid leadership, tenacity, great attitude, accountability, high energy, integrity, and discipline
- Demonstrated track record of exceeding sales objectives leading enterprise SaaS sales teams by winning new business and driving substantial growth in Global 2000 accounts
- Proven ability to drive sales teams in executing land and expand sales strategies to predictably expand accounts, culminating in being chosen as an enterprise standard
- Demonstrated competence in effectively engaging and developing value based relationships with Global 2000 C-level executives
- Minimum of 7 years experience, including third line management, leading strategic software, preferably enterprise SaaS, teams
- 10+ years of experience in the software industry with recent enterprise SaaS experience, preferably on the business applications side (selling to sales, marketing, HR, finance, manufacturing)
- Excellent interpersonal skills and the ability to multitask, work cross-functionally within the organization, and thrive in a collaborative environment
- Demonstrated sales methodologies
- Experience working in a fast-paced, high growth software company where change is a constant
- Smartsheet, Salesforce.com, Google Apps, Tableau skills
What the job involves
- Smartsheet is looking for a proven enterprise SaaS sales leader to develop and lead the Strategic Accounts segment within the Large Enterprise sales organization
- You will be responsible for continuing to refine the sales strategy to accelerate growth across a defined set of high-growth Global 2000 accounts in North America
- Proven ability to scale the business by leading the efforts of refining sales motions, expanding executive relationships, incorporating the customer outcomes journey and selling high value solutions are essential success factors of this role
- These elements need to be synthesized into a cohesive strategy that supports accelerating growth in software and services bookings across the Strategic Accounts segment
- As Vice President of Strategic Accounts, you will be a member of the Large Enterprise senior sales leadership team that consistently exceeds objectives and leads a high performing enterprise sales organization
- As a leader on this team, you will play a crucial role in making Smartsheet the Collaborative Work Management market leader across the Global 2000
- You will report to the SVP, Large Enterprise and be based in the US
- Recruit, hire and develop a high performing enterprise SaaS sales team, including Regional Vice Presidents, Regional Directors and Account Executives
- Drive strategy and lead the Strategic Accounts team to consistently exceed quarterly and annual sales objectives
- Develop and lead the plan to significantly increase the number of Smartsheet senior executive relationships with C-level executives across Strategic Accounts
- Develop trust-based relationships with leaders across the business, including Marketing, Product & Engineering, Finance, Operations, Sales Engineering, Professional Services and Customer Excellence
- Develop pricing/packaging and product competences in order to play leadership role in structuring, pursuing and winning large, complex deals
- Successfully develop and execute across all disciplines of sales management, including Account/Territory/Opportunity planning, sales methodology execution, forecasting and professional development
- Be a coach to Regional Vice Presidents, Regional Directors and Account Executives in the execution of a solution-based sales process encompassing multiple groups within Global 2000 accounts
- Ensure the disciplined use across your sales organization of MEDDICC, Chorus, Highspot, Smartsheet, Salesforce, Clari, Tableau, ZoomInfo
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
$61.1m
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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