Director of GTM Partners, Smartsheet
Americas
$165-210k
Dynamic workspace platform for collaboration
Be an early applicant
Dynamic workspace platform for collaboration
1001+ employees
Be an early applicant
$165-210k
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- The right candidate brings deep experience building productive relationships with systems integrators, GSIs, and technology alliance partners; has led partner organizations through strategic shifts; and carries a track record of delivering against sourced revenue targets
- 15+ years in partner/channel leadership roles within SaaS or enterprise technology
- Demonstrated success building and scaling GSI and SI partnerships that produce sourced revenue
- Quota-carrying experience with a track record of meeting or exceeding partner-sourced revenue targets
- Experience leading partner organizations through strategic transformation; you have shaped a partner portfolio, shifted a team's orientation, or evolved a channel model around strategic outcomes
- Strong understanding of AI's impact on enterprise software and partner ecosystems; you know how to position an AI platform through strategic partners and drive enterprise adoption
- Strong executive presence and the ability to engage C-level and practice-level contacts at major consulting and technology firms
- Deep understanding of hybrid direct + channel go-to-market models, including the economics and mechanics of partner-influenced vs. partner-sourced business
- Experience with cloud marketplace transactions is strongly preferred
- Track record of building and developing high-performing teams through periods of strategic change
- Willingness to travel ~20% for partner and internal meetings
Desirable
- Experience in the collaborative work management, PPM, or enterprise SaaS platform space
- Existing relationships within Big 4/5 consulting firms, top-tier SIs, or major technology alliance ecosystems
- MBA or equivalent strategic leadership experience
What the job involves
- Smartsheet is investing in the next phase of its partner organization
- Our go-to-market partner model prioritizes strategic partnerships that drive net-new pipeline, customer acquisition, and market expansion
- The partner organization plays a central role in bringing Smartsheet's AI platform capabilities to market, developing relationships across the AI ecosystem, and driving enterprise adoption through strategic co-sell and solution development
- We are looking for a seasoned partnership leader to own the Americas partner strategy and commercial outcomes
- Own the Americas partner strategy end-to-end: portfolio design, partner selection, commercial execution, and revenue accountability
- Carry and deliver against partner-sourced revenue targets for the region
- Build and deepen executive relationships with strategic systems integrators, GSIs, and technology alliance partners (including AWS)
- Develop co-sell and co-market motions that generate genuine net-new pipeline and customer introductions
- Drive adoption and penetration of Smartsheet's AI capabilities into the enterprise through strategic partner motions
- Build and develop relationships with key partners across the AI ecosystem to extend Smartsheet's platform reach and market relevance
- Lead, develop, and grow a team of Partner Account Managers aligned to a strategic, sourced-revenue-oriented model
- Evolve partner coverage to prioritize partners that drive strategic value, market access, and measurable business outcomes
- Drive deal registration discipline and pipeline rigor across the Americas partner portfolio
- Collaborate cross-functionally with Sales, Deal Desk, Partner Operations, and Partner Marketing to execute joint go-to-market plans
- Represent Smartsheet externally as a thought leader and advocate for ecosystem-driven growth
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, such as Lucid and Atlassian, Smartsheet saw strong growth in the early 2020s and achieved 17% year-on-year revenue increases through 2025. If the company can maintain 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, making it the first work management sector Unicorn to reach $1 billion in recurring annual revenue in 2024. Thanks to its successes, it was bought by Blackstone and Vista Equity Partners for $8.4 billion in 2025 with an eye on further international scaling, leveraging the reach of its new parent companies.
Steph
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2017
$61.3m
SERIES F
May 2014
$35m
SERIES E
Total funding: $128.7m
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
(Founder & 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.
Share this job
View 47 more jobs at Smartsheet