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 address Requests for Proposals (RFPs) and Requests for Quotes (RFQs).

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

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

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

• Surpass sales quotas for software and services.

• Implement a solution-based sales process across various groups within accounts that have 2,000–10,000 employees.

• Identify and prospect new business opportunities within existing customer accounts.

• Analyze and proactively focus on high-value needs across departments and agencies.

• Broaden Smartsheet’s reach into additional departments and drive revenue growth during renewals.

• Convey and demonstrate the organizational solutions and functional value of Smartsheet.

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

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

• Create customized proposals based on customer outcomes.

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

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

• Partner with various functional departments to manage the customer lifecycle from pre-sale to renewal.

⛳️ Requirements

• Over 7 years of full-cycle sales experience (from prospecting to closing) in a technology-focused domain.

• SaaS experience is highly preferred, but not mandatory.

• The ideal candidate should be located in Washington or Oregon.

• Proven experience selling to State and Local Government agencies.

• Background in maintaining customer relationships in a B2B context.

• Experience in prospecting and managing a designated territory to optimize revenue growth.

• Ability to research accounts to identify upsell opportunities and multi-thread opportunities across the organization.

• A data-driven approach to sales.

• Capability to work effectively under pressure while being self-directed and resourceful.

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

• Familiarity with CRM software solutions.

• Proficiency in Google Suite.

• Exceptional written and verbal communication abilities.

🏝️ 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, in addition to Sick Time Off.

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

• US employees enjoy 12 paid holidays annually.

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

• Market-competitive incentive opportunities.