Enterprise Account Executive - EDU

About the role

Smartsheet is seeking an experienced sales professional to join our team as an Enterprise Account Executive. The role covers Virginia, Maryland, and Washington D.C. and requires direct market presence. Reporting to the Regional Director, Enterprise - SLED, you will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators.

Responsibilities

• Navigate complex Higher Education and School District procurement processes and cycles
• Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams
• Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)
• Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholders
• Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts
• Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformation
• Execute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ employees
• Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agencies
• Drive revenue or growth during renewals by expanding Smartsheet’s footprint into other departments within the organization
• Articulate and demonstrate Smartsheet's unique organizational solutions and functional value
• Build executive awareness, sales pipeline, and bookings growth within your territory
• Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development, and Customer Success teams to manage full sales cycle and close business
• Develop tailored proposals based on customers desired outcomes
• Leverage sales enablement tools to identify business needs and personalize approach as to how Smartsheet can add value to the customer’s business
• Track and utilize key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platform
• Manage the customer life cycle from pre-sale to renewal

Requirements

• 7+ years of full cycle sales experience (prospecting to close) in a technology-oriented field. SaaS is highly preferred but not required.
• Proven track record of success selling into state and local governments, K-12, or higher education institutions.
• Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.).
• Experience maintaining customer relationships and maintaining relationships in a B2B environment.
• The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization.
• A data-driven sales approach that informs your process and guidance to customers.
• The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful.
• Strong relationship management skills and the ability to manage strategic interactions with senior level management.
• Familiarity of CRM software packages and proficiency with Google Suite.
• Excellent written and verbal communication skills.

Qualifications

• Current US Perks & Benefits: Employer subsidized medical/vision and dental coverage for full-time employees, 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay), Monthly stipend to support your work and productivity, Flexible Time Away Program, plus Sick Time Off, US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans, Up to 24 weeks of Parental Leave, Personal paid Volunteer Day to support 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).

Benefits

• Employer subsidized medical/vision and dental coverage for full-time employees
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Sick Time Off
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support 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)

Pay

US Base Salary Pay Range: $97,500 - $192,500 USD

Schedule

Full-time position