Account Executive, Smartsheet
Key Accounts, East
$160-190k
In addition, this role will be eligible for a market competitive incentive opportunity
Dynamic workspace platform for collaboration
Open for applications
Dynamic workspace platform for collaboration
1001+ employees
Open for applications
$160-190k
In addition, this role will be eligible for a market competitive incentive opportunity
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- 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
- Proven experience in enterprise (G2K), complex software solution sales
- 5-10+ Years of Enterprise sales experience
- Track record of consistently exceeding quota
- Minimum of 3+ years tenure in previous roles, demonstrating company loyalty and growth trajectory
- Demonstrated ability to prospect, build demand and hunt in a defined territory
- Strong experience in team-based strategic account planning, development and execution
- Enabled on a value selling methodology like Force Mgmt, Sandler, Value Selling Framework or other
- Executive presence with proven ability to engage with VP+ and C-suite executives
- Strong desire for face-to-face customer engagement and willingness to travel (30%-50%)
- Strong presentation skills
- Data-driven, with a keen focus on leveraging PLG signals in sales strategies
- Excellent communication, negotiation, and interpersonal skills
- High emotional intelligence and mental agility
- Bachelor’s degree is preferred
What the job involves
- 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
- This high profile role will work to cover a number of named accounts and will report to the Regional Director of Key Accounts
- Consistently exceed quarterly and annual software and services sales quotas
- Effectively forecast, manage the pipeline and consistently achieve performance metrics
- Provide account and selling team leadership, drive sales strategy and develop accounts over a multi-year time horizon
- Create & maintain actionable account plans
- Collaborate with internal cross-functional experts and external partners
- Drive a high value customer experience and deliver positive outcomes throughout the customer journey
- Actively engage and sell to both Line of Business (LOB), Functional Areas and IT departments
- Manage and execute both a transactional land/expand selling motion and a value-based solution motion
- Leverage MEDDICC during the sales process
- Build and maintain relationships with VP+, C-suite executives and key decision-makers
- Demonstrate a winning, competitive, and positive mindset, with a focus on continuous improvement
- Evangelize the functional and solution value of Smartsheet
- Utilize data and PLG signals to drive sales strategies and decisions
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
$59.2m
SERIES F
May 2014
$35m
SERIES E
Total funding: $126.6m
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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