Enterprise Account Executive-Strategic Accounts

Position Overview

Enterprise Account Executive – Strategic Accounts. Location: San Francisco, CA, USA. For over 20 years, Smartsheet has helped people and teams achieve extraordinary results—from seamless work management to smart, scalable solutions. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. Smartsheet is looking for an Account Executive, Strategic Accounts to play a leadership role in executing our Strategic Accounts sales strategy, rapidly expanding a defined set of Global 2000 accounts. In this high profile role covering several named accounts in the West territory, you will drive executive engagement, sell solutions, and deliver substantial growth in software and services bookings while working closely with internal cross-functional experts and external partners.

Key Responsibilities

• Consistently exceed quarterly and annual software and services sales quotas.
• Effectively forecast, manage a diverse pipeline and consistently achieve performance metrics.
• Provide account and selling team leadership, drive sales strategy and develop accounts over a multi-year time horizon.
• Collaborate with internal cross-functional experts and external partners.
• Drive a positive customer experience and outcomes throughout the customer journey.
• Actively engage and sell to Line of Business (LOB), Functional Areas, and IT departments.
• Manage and execute both a transactional land/expand selling motion and a value-based solution motion.
• Leverage MEDDICC during the sales process.
• Build and maintain relationships with VP+, C-suite executives and key decision-makers.
• Demonstrate a winning, competitive, and positive mindset with a focus on continuous improvement.
• Evangelize the functional and solution value of Smartsheet.
• Utilize data and PLG signals to drive sales strategies and decisions.

Required Qualifications

• Proven experience in enterprise (Global 2000), complex software solution sales.
• 5-10+ years of Enterprise sales experience.
• Track record of consistently exceeding quota.
• Minimum of 3+ years tenure in previous roles, demonstrating company loyalty and growth trajectory.
• Demonstrated ability to prospect, build demand and hunt in a defined territory.
• Strong experience in team-based strategic account planning, development and execution.
• Experience with value selling methodologies such as Force Mgmt, Sandler, or Value Selling Framework.
• Executive presence with proven ability to engage with VP+ and C-suite executives.
• Strong desire for face-to-face customer engagement and willingness to travel (30%-50%).
• Data-driven with a keen focus on leveraging PLG signals in sales strategies.
• Excellent communication, negotiation, and interpersonal skills.
• High emotional intelligence and mental agility.

Preferred Qualifications

• Bachelor’s degree is preferred.

Benefits & Perks

• Salary: $130,000 - $180,000 USD
• 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.
• Smartsheet-sponsored life insurance, short-term, and long-term disability plans for US employees.
• 12 paid holidays per year for US employees.
• 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).