Enterprise Account Executive – State/Local Government

This is a fully remote position, open to applicants in Idaho, +6 more states.

📋 Description

• Navigate intricate government procurement processes and cycles.

• Comprehend and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs).

• Cultivate relationships with key decision-makers in State and Local Government agencies.

• Remain informed about government regulations and compliance requirements related to software procurement.

• Customize sales presentations and proposals to meet the needs of State and Local Government.

• Surpass software and services sales quotas.

• Implement a solution-focused sales process across multiple groups within accounts with 2k-10k employees.

• Identify and develop new business opportunities within existing customers.

• Analyze and proactively target high-value needs across various departments and agencies.

• Broaden Smartsheet’s presence into other departments and drive revenue or growth during renewals.

• Clearly articulate and demonstrate Smartsheet’s organizational solutions and functional value.

• Foster executive awareness, sales pipeline, and bookings growth within the territory.

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

• Create tailored proposals based on customer outcomes.

• Utilize sales enablement tools to identify business needs and personalize the customer approach.

• Monitor key metrics and forecast sales pipeline and activity using the CRM platform.

• Coordinate with multiple functional departments to oversee the customer lifecycle from pre-sale to renewal.

• Report directly to the Regional Director, Enterprise - SLED.

⛳️ Requirements

• 7+ years of comprehensive sales experience (from prospecting to closing) in a technology-oriented field.

• SaaS experience is highly preferred but not mandatory.

• The ideal candidate should reside in Washington or Oregon.

• Proven experience in selling to State and Local Government agencies.

• Experience in maintaining customer relationships in a B2B setting.

• Skilled in prospecting and managing a designated territory to maximize revenue growth.

• Ability to research accounts to discover up-sell opportunities and multi-thread opportunities throughout the organization.

• Adopt a data-driven sales approach.

• Capable of working effectively under pressure while being self-motivated and resourceful.

• Strong relationship management skills with the ability to handle strategic interactions with senior-level management.

• Familiarity with CRM software packages.

• Proficient with Google Suite.

• Excellent written and verbal communication skills.

• Must be in the market.

• Must be eligible to work in the United States.

🏝️ 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 your eligible pay).

• Monthly stipend to enhance your work and productivity.

• Flexible Time Away Program, along with Sick Time Off.

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

• US employees receive 12 paid holidays each year.

• Up to 24 weeks of Parental Leave.

• A personal paid Volunteer Day to contribute to our community.

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

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

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

• Market-competitive incentive opportunities.