Account executive

Qualifications

Demonstrated enterprise sales success; track record of exceeding quotas and receiving recognition, awards for high performanceExperience selling enterprise software, preferably emerging SaaS solutionsDemonstrated ability to build relationships with Global 2000 senior line-of-business and IT executives, as well as operational managersProven ability to manage a diverse pipeline of strategic sales opportunitiesExcellent communication (written and verbal), interpersonal, and presentation skillsExperience addressing C-suite executives as well as coordinating operations managers and sales repsDemonstrable experience executing a complex, solution-based strategic sales processExperience working in a fast-paced, high growth company where change is a constantUnderstands the difference between activity and results; solid work ethicAble to function independently, as well as collaboratively with Smartsheet team membersUsed Smartsheet, Salesforce.com, Google Apps, Tableau skillsUsed MEDDICC to effectively qualify sales opportunitiesBachelor's degree or equivalentResponsibilities

This position will nurture, retain and upsell a subset of Smartsheet’s top customersThe Key Account model is anchored on developing account-specific approaches with deliberate strategy, ongoing executive and IT cadence, and persistent long-term visionKAEs will need to form a strategic perspective for each one of their accountsThis will include obtaining a deep knowledge of the target customer’s business objectives, market positioning, growth plans, and partnership expectationsThey 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 stepsThe KAE will act as a visionary and rally both their customers and internal constituents on key initiativesThey will influence their extended Smartsheet team and align with internal leadersBecause KAEs 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 presenceThis high-profile role will work to cover a small number of named accounts in the US and will report to the Sr Regional Director of Key AccountsExceed quarterly and annual software and services sales quotasExecute a complex, solution-based sales process encompassing multiple groups within a Global 2000 accountProspect, approach, and establish executive business and IT relationships with ongoing cadence to ensure strong support and alignment with your target accountsClearly articulate the value of Smartsheet offerings both strategically and financiallyDevelop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business linesEvangelize Smartsheet’s unique business, solution, and functional valueCurate custom offerings that drive more value for key accounts, helping to sell more effectively and retain long-term relationshipsAlign the customer’s strategy with the overall account strategies that enable sales velocity by partnering with Value Strategist, Solutions Engineer, Customer Success Manager, and Enterprise Sales RepresentativeCollaborate with different teams, such as Product, Marketing, Services, Finance, Operations, etc. to ensure the customer’s needs and expectations are properly metDrive negotiations with a keen sense of timing, strong persuasion skills, and the confidence to hold their ground and push back when necessaryEffectively forecast sales opportunities, while tracking and using critical metrics that predict sales successUse Smartsheet in the execution of daily sales activitiesTrack all relevant sales activity using the company's CRM platformOther duties as assignedTravel as neededBenefits

HSA, 100% employer-paid premiums, or Buy-up medical / vision and dental coverage options for full-time employeesEquity - Restricted Stock Units (RSUs) with all offersLucrative 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 productivityUS employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plansUp to 24 weeks of Parental LeavePersonal paid Volunteer Day to support our communityOpportunities for professional growth and development including access to LinkedIn Learning online coursesCompany Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet accountTeleworking options from any registered location in the U.S. (role specific)Smartsheet provides a reasonable range of compensation for roles that may be hired in different geographic areas we are licensed to operate our business fromActual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate locationIn addition, this role will be eligible for a market competitive bonus and RSU stock grant upon accepted offer

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