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. 

Smartsheet is seeking an experienced Enterprise Account Executive to join our enterprise expansion team, driving revenue from Australia’s largest organisations. The ideal candidate will have a history of driving complex enterprise sales cycles, multi threading and senior stakeholder engagement. This is Smartsheet’s most senior frontline sales role in the ANZ region and a history of performing with large enterprise accounts is a must. This position is based in Sydney and reports to the Regional Director for Enterprise. This role has a team go to market approach and has a designated enterprise sales rep driving account activity plus designated solution engineer and customer success manager assisting with account engagement and solution designs.

 

You Will: 

Strategically engage Senior customer stakeholders with a current Smartsheet footprint and drive additional revenue through new solution upsells. 

Land and expand with new Logos for Smartsheet by selling our full suite of products and services to ASX top 200 companies

Grow account footprint and revenue to an ultimate goal of a full enterprise wide contract agreement.

Pipeline generation and end-to-end sales cycle management with companies above 5000 employee size using the MEDDICC sales framework.

Utilise multithreading and consistent lead outreach, as appropriate, within both new logos and existing customers to drive business growth

Conduct consultative and cross-functional discovery calls and act as a Consultant to the Customer to identify their needs and align customer challenges to impact-driven Smartsheet solutions 

Understand & respond to Customer requirements within the highly competitive sales market, including response to RFPs, defining collaboration goals, success criteria and program strategy to achieve results

Act as a subject matter expert in the features, benefits and application of Smartsheet’s products and solutions; educating the customer in how we partner with them to evaluate our software effectively 

Conduct product demonstrations and partner with cross functional teams, including Sales Engineers, Customer Success and internal Consulting, to support complex sales cycles. 

Qualify and prioritise strategic business (80%) while closing and upleveling transactional business (20%) to ensure a healthy pipeline

Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines

Develop detailed strategic account plans aimed at growing Smartsheet footprint across enterprise business units.

Utilise channel partner network where appropriate to gain customer traction

Pipeline manage and forecast to exceed quarterly quota’s

 

You Have: 

Proven sales track record in complex enterprise SaaS environment 

Proven ability to prospect and manage a designated territory to maximise revenue growth

Experience in strategic account relationship management

Executive mindset & ability to interact well with senior level corporate management

Understanding of Solution/Consultative Selling with ability to execute each stage in the sales cycle to advance the sale

A value and ROI driven sales process focused on customer outcomes is crucial to align with the Smartsheet sales motion

Promotes the importance of collaboration within and across our business to create, capture, share and maximise value. Interacts effectively with others; is considerate and approachable; values, respects, and welcomes differences and others’ perspectives; is mindful of own authority and personal impact.

Establishes clear goals and priorities; translates strategy into action plans; holds self accountable for performance goals; does what is needed to ensure they consistently deliver an excellent customer experience

Passion for working with emerging technologies and an ability to understand new technical concepts    

Ability to continuously improve and adopt best practices while holding self accountable in a hybrid workplace