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