Smartsheet is hiring an Enterprise Account Executive - State/Local Government

Smartsheet is seeking an Enterprise Account Executive focused on the State and Local Government sector. In this role, you will be responsible for navigating complex government procurement, developing relationships with key decision-makers, and exceeding sales quotas within a designated territory in the Midwest.

What You'll Do

• Navigate complex government procurement processes and cycles.
• Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs).
• Develop relationships with key decision-makers in State and Local Government agencies.
• Stay up-to-date on government regulations and compliance requirements related to software procurement.
• Tailor sales presentations and proposals to address the specific needs and challenges of State and Local Government.
• Exceed software and services sales quotas.
• Execute a solution-based sales process encompassing multiple groups within accounts with 2k-10k employees.
• Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agencies.
• Leverage existing relationships to expand Smartsheet’s footprint into other departments within the agencies and drive revenue or growth during renewals.
• 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.
• Use sales enablement tools to identify business need 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.
• Work with multiple functional departments and roles to manage customer life cycle from pre-sale to renewal.

What We're Looking For

• 7+ years of full cycle sales experience (prospecting to close) in a technology oriented field.
• Experience selling to State and Local Government agencies.
• Experience maintaining customer relationships and maintaining relationships in a B2B environment.
• Experience prospecting and managing a designated territory to maximize revenue growth.
• 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.

Nice to Have

• SaaS sales experience is highly preferred.
• Ideal candidate will be based in Columbus.

Technical Stack

• CRM software
• Google Suite

Team & Environment

You will report to a Regional Director, Public Sector Sales.

Benefits & Compensation

• Compensation Range: $90,000 - $185,000 USD
• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options 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.
• Flexible Time Away Program, plus Sick Time Off.
• Smartsheet-sponsored life insurance, short-term, and long-term disability plans.
• 12 paid holidays per year.
• 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.

Work Mode

This is a remote position, ideally based in Columbus, OH, USA.

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.