Enterprise Account Executive, Smartsheet
EDU
$90-125k
Dynamic workspace platform for collaboration
Be an early applicant
Dynamic workspace platform for collaboration
1001+ employees
Be an early applicant
$90-125k
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- 7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field. SaaS is highly preferred but not required
- Located in the Illinois or Wisconsin territory region
- 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
What the job involves
- Smartsheet is seeking an experienced sales professional to join our team as a Higher Education Enterprise Account Executive
- You will have a history of performance in quota attainment and developing customer accounts developing customer accounts within the Higher Education or State and Local Government sector
- This remote will cover the Central Region (Illinois and Wisconsin) and report to a Regional Director, Enterprise EDU
- This role is hiring for individuals local to the Illinois and Wisconsin area
- 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
- 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
- Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter
- 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
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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