Client Services Director

This is a fully remote position, open to applicants in Washington.

📋 Description

• Take ownership of the services sales cycle: Lead initiatives from initial qualification to the signed Statement of Work (SOW), with or without support from Account Executives (AE) or Sales Engineers (SE).

• Enhance discussions: Elevate conversations with customers and account teams throughout the Customer Outcomes lifecycle to drive platform adoption, expand multi-solution offerings, and foster long-term value creation.

• Implement value-driven selling: Utilize value frameworks (such as Smartsheet Value Selling, MEDDIC, Challenger) to identify priorities, link them to Smartsheet solutions, and guide the customer towards closing opportunities.

• Build executive relationships: Cultivate trusted connections with executive sponsors, procurement teams, and key decision-makers to expedite deal closure and minimize last-mile friction.

• Create and progress pipeline: Sustain approximately 3× coverage by identifying whitespace, generating new opportunities, and advancing stalled pursuits with defined next steps and mutual action plans.

• Forecast accurately: Employ Salesforce and Clari for meticulous pipeline management, risk identification, and call precision; proactively adjust strategies to safeguard quarterly goals while planning for the future.

• Provide thought leadership: Mentor colleagues, share insights on market and competition, and contribute to go-to-market strategy enhancements (including offers, packaging, and playbooks).

⛳️ Requirements

• Minimum of 7 years of experience managing a services or solutions quota for enterprise clients, consistently closing Professional Services opportunities exceeding $250k (experience with seven-figure TCV is advantageous).

• Demonstrated success in leading intricate, multi-stakeholder, multi-solution deals and collaborating effectively across account teams.

• Strong understanding of value-based selling methodologies (such as Smartsheet Value Selling, MEDDIC, Challenger) and the ability to articulate defensible business cases and ROI linked to outcomes and Customer Lifetime Value (CLV).

• Proven track record in territory management and account planning for large enterprises.

• Willingness to travel up to 40–50% of the time.

• Bachelor’s degree required; advanced degree is preferred.

• Experience with Smartsheet is a plus.

🏝️ Benefits

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

• 401k match 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.

• Flexible Time Away Program, in addition to Sick Time Off.

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

• US employees enjoy 12 paid holidays each year.

• Up to 24 weeks of parental leave.

• Personal paid Volunteer Day to contribute to our community.

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

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

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