Account Executive, Expansion - Mid Market - Remote

Overview

Smartsheet is a tech company with a human story to tell. We’re here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions, using simple no-code tools. We’re revolutionaries – so for us changing the way the world works is all in a day’s work.

In Short

• Exceed software and services sales quotas
• Execute a complex, solution-based sales process encompassing multiple groups within Mid Market or equivalent accounts (200-2000 employee size)
• Develop new business opportunities by analysing and proactively targeting high-value needs across multiple departments and lines of business
• Articulate and demonstrate Smartsheet's unique business, solution and functional value
• Cold prospect and create pipeline with a hunter mentality
• Use the MEDDICC Methodology to qualify and manage opportunities
• Build executive awareness, sales pipeline and bookings growth in immature accounts
• Define account strategies that ensures sales velocity by partnering with Sales Engineer, Customer Success Manager and Solutions Consultant
• Proactively develop unsolicited proposals that align with customer initiatives and position Smartsheet as an enterprise software solution provider
• Effectively forecast sales opportunities, while tracking and using important metrics that predict sales success
• Use Smartsheet in the execution of daily sales activities
• Track all relevant sales activity using our CRM platform
• Other duties as assigned

Requirements

• 5+ years of SaaS full cycle sales experience exceeding quota working in Mid Market accounts
• Experience managing customer relationships and maintaining relationships in a B2B environment
• Sales experience in a technology oriented field
• Must know how to use each stage in the sales cycle to Execute a sale
• Work with multiple functional departments and roles to manage customer life cycle from implementation to renewal
• Excellent ability in analysing the opportunity for cross-sell and up-sell potential within existing books of business
• Experience prospecting and managing a designated territory to maximise revenue growth
• Effectively investigate accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organisation
• Ability to deal well with pressure; remain optimistic and persistent, even under adversity
• Manage excellent interactions both internally and externally with senior level corporate management
• Familiarity of CRM software packages and proficiency in Microsoft Office products
• Passion for working with new technologies and new technical concepts
• Preferred Bachelor’s degree or the equivalent combination of other post-secondary education or experience

Benefits

• Inclusive work environment
• Opportunity to work with a diverse team
• Encouragement to apply even if experience doesn’t match precisely
• Empowerment to change the way the world works