Account Executive, Commercial – Named

📋 Description

• Develop and oversee a sales pipeline to achieve or surpass software and services sales targets within your designated accounts.

• Implement a solution-focused sales methodology that involves various teams within Commercial accounts, typically with a workforce size of 2000-5000 employees.

• Identify and pursue new business opportunities within current clients by analyzing and proactively addressing high-value needs across various departments and business lines.

• Utilize established relationships to broaden Smartsheet's presence within additional departments of the account and enhance revenue or growth during renewal periods.

• Clearly articulate and showcase Smartsheet's distinctive organizational solutions and their functional benefits.

• Coordinate and manage collaborations with Sales Engineers, Solutions Consultants, Sales Development, and Customer Success teams to support the complete sales cycle and secure business closures.

• Develop and maintain Joint Engagement Plans for key strategic solution deals.

• Ensure accurate and current records are kept in Salesforce by applying MEDDICC qualification standards for precise forecasting.

• Employ existing sales enablement tools to effectively execute a territory plan, identifying key accounts through thorough research using both internal and external customer-related resources to highlight how the Smartsheet footprint can add value to client operations.

⛳️ Requirements

• A minimum of 7 years of experience in full cycle sales (from prospecting to closing) within a technology-focused field, preferably in SaaS.

• At least 1 year of experience working with Enterprise-level accounts (more than 2,000 employees).

• Over 3 years of experience in managing customer relationships in a B2B context.

• Proven track record in prospecting and managing a designated territory to optimize revenue growth.

• Capability to research accounts to uncover up-sell opportunities within existing agreements and create multi-threaded opportunities throughout the organization.

• A data-driven sales methodology that guides your process and informs customer interactions.

• Proficient in managing strategic engagements with senior management.

• Familiarity with CRM and Power BI software (such as Salesforce and Tableau) to monitor daily activities, track key metrics, and gain insights into the territory.

• Enthusiasm for working with emerging technologies and technical concepts.

• Bachelor's degree or an equivalent combination of other post-secondary education.

🏝️ Benefits

• Employer-subsidized medical, vision, and dental insurance for full-time employees.

• 401k matching program to assist you in saving for your future (50% of your contribution up to the first 6% of eligible pay).

• Monthly stipend to enhance your work and productivity.

• 15 days of paid time off (PTO), plus sick leave.

• Up to 24 weeks of parental leave.

• One personal paid volunteer day to contribute to our community.

• Opportunities for professional advancement and development, including access to Udemy online courses.

• Company-funded perks, which include a counseling membership, local retail discounts, and your personal Smartsheet account.

• Telecommuting options from any registered location in the U.S. (specific to the role).

• U.S. employees automatically receive coverage under Smartsheet-sponsored life insurance and short-term and long-term disability plans.

• U.S. employees are entitled to 12 paid holidays each year.