Smartsheet is looking for an Account Executive, Key Accounts (KAE) to play a leadership role in executing our Key Accounts sales strategy to rapidly expand a defined set of Global 2000 accounts. This position will be responsible for driving executive engagement, selling solutions and delivering substantial growth in software and services bookings, with both new and expansion customers. A proven track record of exceeding quota with tenacity, great attitude, accountability, high energy, integrity, and discipline is crucial to success on the Key Accounts Team.
This high profile role will work to cover a number of named accounts and will report to the Regional Director of Key Accounts.
Responsibilities:
- Consistently exceed quarterly and annual software and services sales quotas
- Effectively forecast, manage the pipeline and consistently achieve performance metrics
- Provide account and selling team leadership, drive sales strategy and develop accounts over a multi-year time horizon
- Create & maintain actionable account plans
- Collaborate with internal cross-functional experts and external partners
- Drive a high value customer experience and deliver positive outcomes throughout the customer journey
- Actively engage and sell to both Line of Business (LOB), Functional Areas and IT departments
- Manage and execute both a transactional land/expand selling motion and a value-based solution motion
- Leverage MEDDICC during the sales process
- Build and maintain relationships with VP+, C-suite executives and key decision-makers
- Demonstrate a winning, competitive, and positive mindset, with a focus on continuous improvement
- Evangelize the functional and solution value of Smartsheet
- Utilize data and PLG signals to drive sales strategies and decisions
You Have:
- Proven experience in enterprise (G2K), complex software solution sales
- 5-10+ Years of Enterprise sales experience
- Track record of consistently exceeding quota
- Minimum of 3+ years tenure in previous roles, demonstrating company loyalty and growth trajectory
- Demonstrated ability to prospect, build demand and hunt in a defined territory
- Strong experience in team-based strategic account planning, development and execution
- Enabled on a value selling methodology like Force Mgmt, Sandler, Value Selling Framework or other
- Executive presence with proven ability to engage with VP+ and C-suite executives
- Strong desire for face-to-face customer engagement and willingness to travel (30%-50%)
- Strong presentation skills
- Data-driven, with a keen focus on leveraging PLG signals in sales strategies
- Excellent communication, negotiation, and interpersonal skills
- High emotional intelligence and mental agility
- Bachelor’s degree is preferred