Account Executive, Commercial - Mid Market (Central)

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking.

About the role

This remote role is part of the Commercial Sales team based in the US. You will be responsible for increasing software sales and driving expansion across a territory of accounts. You will build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business, focusing on commercial mature accounts (500-4,999 employee size).

Responsibilities

• Execute a solution-based sales process encompassing multiple groups within commercial accounts
• Develop new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and lines of business
• Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals
• Expand Smartsheet brand awareness at the c-suite, operational, and team levels
• Facilitate and manage partnerships with Sales Engineers, Solutions Consultants, and Customer Success teams to support the full sales cycle and close business
• Create and maintain Joint Engagement Plans for strategic solution deals
• Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast
• Utilize existing sales enablement tools to successfully implement a territory plan, identifying top accounts through in-depth account research using internal tools and external customer-related resources
• Research accounts to uncover opportunities for upsell within existing plans and multi-thread opportunities across the organization

Requirements

• 5+ years of full sales cycle management with a history of proven performance in the SaaS space
• 3+ years of experience managing customer relationships in a B2B environment
• Thorough understanding of a SaaS evaluation process and ability to execute on each stage in the sales cycle
• 3+ years of experience working with multiple functional departments and roles to manage the customer lifecycle from initial engagement through implementation to renewal
• Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics, and gain territory insights
• Passion for working with new technologies and technical concepts
• Bachelor's degree or equivalent combination of other post-secondary education

Benefits

• Employer-subsidized medical, vision, and dental coverage for full-time employees
• 401k match (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• 15 days PTO, plus Sick Time Off
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support the community
• Opportunities for professional growth and development, including access to Udemy online courses
• Company-funded perks: counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S.
• Smartsheet-sponsored life insurance, short-term, and long-term disability plans for US employees
• 12 paid holidays per year for US employees

Pay

US Base Salary Pay Range: $75,000 - $95,000 USD. This role is also eligible for a market-competitive incentive opportunity. Actual compensation is determined by several factors, including professional and educational experience, skills, and specific candidate location.