Smartsheet Inc
For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.
Enterprise Account Executive – Higher Education 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
Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter
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
Apply industry knowledge and research
Travel onsite to key customers for executive presentations, user group presentations, and industry specific events
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
Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments 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
Qualifications
7+ years of 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
Ability to travel as needed within the assigned region
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
HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options 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
US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
US employees receive 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
Teleworking options from any registered location in the U.S. (role specific)
US Base Salary Pay Range
$90,000 - $185,000 USD
Equal Opportunity Employer Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. 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.
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Enterprise Account Executive – Higher Education 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
Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter
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
Apply industry knowledge and research
Travel onsite to key customers for executive presentations, user group presentations, and industry specific events
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
Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments 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
Qualifications
7+ years of 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
Ability to travel as needed within the assigned region
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
HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options 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
US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
US employees receive 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
Teleworking options from any registered location in the U.S. (role specific)
US Base Salary Pay Range
$90,000 - $185,000 USD
Equal Opportunity Employer Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. 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.
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