Account Executive, Business Growth

7 days ago

Bellevue, Washington, United States Smartsheet Full time

Job Summary:

Smartsheet is seeking a highly motivated and experienced Account Executive to join our Commercial Sales Team. As an Account Executive, you will be responsible for driving software sales and expansion across a territory of accounts. You will be a proactive and curious member of the commercial sales team, identifying growth opportunities for clients before they identify a need or gap for themselves.

Key Responsibilities:

  • Build and Manage Sales Pipeline: Develop and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business.
  • Execute Solution-Based Sales Process: Execute a solution-based sales process encompassing multiple groups within Majors Accounts or equivalent to 2k-10k employee size.
  • Develop and Prospect New Business Opportunities: Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and lines of business.
  • Leverage Existing Relationships: Leverage existing relationships to expand Smartsheet's footprint into other departments within the account and drive revenue or growth during renewals.
  • Articulate and Demonstrate Value: Articulate and demonstrate Smartsheet's unique organizational solutions and functional value.
  • Facilitate and Manage Partnerships: Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to support full sales cycle and close business.
  • Create and Maintain Joint Engagement Plans: Create and maintain Joint Engagement Plans for strategic solution deals.
  • Maintain Accurate Records: Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast.
  • Utilize Sales Enablement Tools: Utilize existing sales enablement tools to successfully implement a territory plan. Identify top accounts through in-depth account research using internal tools as well as external customer-related resources.

Requirements:

  • 7+ Years of Full Cycle Sales Experience: 7+ years of full cycle sales experience (prospecting to close) in a technology-oriented field. SaaS is highly preferred but not required.
  • Enterprise Sales Experience: 1+ years of experience working with Enterprise level accounts (>2,000 employee size).
  • Customer Relationship Management: 3+ years of experience maintaining customer relationships and maintaining relationships in a B2B environment.
  • Territory Management: Experience prospecting and managing a designated territory to maximize revenue growth.
  • Data-Driven Sales Approach: The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization.
  • Strategic Interactions: Ability to manage strategic interactions with senior-level management.
  • CRM and Power BI Experience: Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics, and gain territory insights.
  • Technical Concepts: Passion for working with new technologies and technical concepts.
  • Education: Bachelor's degree or the equivalent combination of other post-secondary education.

Perks and Benefits:

  • Health Savings Account (HSA): HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees.
  • Stock Options: Stock - Restricted Stock Units (RSUs) for eligible roles.
  • Employee Stock Purchase Program (ESPP): Lucrative Employee Stock Purchase Program (15% discount).
  • 401k Match: 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay).
  • Monthly Stipend: Monthly stipend to support your work and productivity.
  • Flexible Time Away Program: Flexible Time Away Program, plus Incidental Sick Leave.
  • Life Insurance and Disability Plans: US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans.
  • Paid Holidays: US employees receive 12 paid holidays per year.
  • Parental Leave: Up to 24 weeks of Parental Leave.
  • Personal Paid Volunteer Day: Personal paid Volunteer Day to support our community.
  • Professional Growth and Development: Opportunities for professional growth and development including access to Udemy online courses.
  • Company Funded Perks: Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account.
  • Teleworking Options: Teleworking options from any registered location in the U.S. (role specific).

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