Account Executive, Expansion - Mid Market (Remote Eligible)
Bellevue, WA, USA
Smartsheet is seeking change agents to join our Commercial Sales Team as an Account Executive. You will be responsible for increasing software sales and driving expansion across a territory of accounts. You will be motivated, passionate, and opportunistic. 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.
This remote role is part of the Commercial Sales team based in the US and reports a Manager, Commercial Sales.
You Will:
- Build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business
- Execute a solution-based sales process encompassing multiple groups within MM or equivalent mature accounts (200-2000 employee size)
- 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 level
- Facilitate and manage partnerships with Sales Engineers, Solutions Consultants and Customer Success teams to support 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 as well as external customer-related resources Smartsheet footprint can add value to the client's business
- Other duties as assigned
You Have:
- 5+ years of SaaS full cycle sales experience exceeding quota working in SMB accounts
- 3+ years of experience managing customer relationships and maintaining relationships in a B2B environment
- A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle
- 3+ years of experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal
- The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
- 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 …
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Remote-Eligible
Benefits/Perks100% employer-paid premiums 401(k) match Company Funded Perks Competitive base salary Disability plans Employee Stock Purchase Program Employer-paid premiums Equity Flexible Time Flexible Time Away Flexible Time Away Program HSA Incentive opportunity Incidental Sick Leave Life Insurance Medical/vision and dental coverage options Monthly stipend Opportunities for professional growth Paid holidays Paid Volunteer Day Parental leave Professional growth opportunities RSUs Teleworking options Volunteer Day
Tasks- Develop new business opportunities
Account Research B2B CRM Customer Success LinkedIn MEDDICC Power BI SaaS Sales Sales enablement Salesforce Smartsheet Solution-based Sales Tableau
Experience5 years
EducationBachelor's Bachelor's degree Business Post-secondary education
TimezonesAmerica/Anchorage America/Chicago America/Denver America/Los_Angeles America/New_York Pacific/Honolulu UTC-10 UTC-5 UTC-6 UTC-7 UTC-8 UTC-9