🕒 yesterday
Win new enterprise eCommerce accounts by building executive relationships, leading complex multi-stakeholder SaaS sales cycles, and closing multi-product agreements from discovery through signature.
Account Executive, Commercial - Mid Market (West)
📅 Aug 19
Full-cycle SalesSaaS SalesB2B Customer Relationship ManagementPipeline Management
📜 Description
- Build and manage a pipeline to meet or exceed software and services sales quotas.
- Run solution-based sales processes across commercial accounts with 500–4,999 employees.
- Identify and develop expansion opportunities across customer departments and lines of business.
- Use customer relationships to grow Smartsheet adoption and revenue, including during renewals.
- Coordinate with Sales Engineers, Solutions Consultants, and Customer Success teams to close business.
- Maintain joint engagement plans, Salesforce records, forecasts, and territory plans.
🛠️ Requirements
- 5+ years full sales cycle management with a history of proven performance in the SaaS space
- 3+ years of experience managing customer relationships and maintaining relationships in a B2B environment
- A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle
- 3+ years of experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal
- The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
- Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics and gain territory insights
- Passion for working with new technologies and technical concepts
- Bachelor's degree or the equivalent combination of other post-secondary education
✨ Benefits
- Employer subsidized medical/vision and dental coverage 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
- 15 days PTO, plus Sick Time Off
- 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 employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
Full job description
For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day.
Smartsheet is seeking change agents to join our West Coast Commercial Sales Team as an Account Executive. You will be responsible for increasing software sales and driving expansion across a territory of accounts. You will be motivated, passionate, and opportunistic. You will be a proactive and curious member of the commercial sales team, identifying growth opportunities for clients before they identify a need or gap for themselves.
This remote role is part of the Commercial Sales team based in the US and reports a Manager, Commercial Sales.
You Will:
- Build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business
- Execute a solution-based sales process encompassing multiple groups within our commercial mature accounts equivalent to (500-4,999 employee size)
- Develop new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and lines of business
- Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals
- Expand Smartsheet brand awareness at the c-suite, operational and team level
- Facilitate and manage partnerships with Sales Engineers, Solutions Consultants and Customer Success teams to support full sales cycle and close business
- Create and maintain Joint Engagement Plans for strategic solution deals
- Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast
- Utilize existing sales enablement tools to successfully implement a territory plan. Identifying top accounts through in-depth account research using internal tools as well as external customer-related resources Smartsheet footprint can add value to the client's business
You Have:
- 5+ years full sales cycle management with a history of proven performance in the SaaS space
- 3+ years of experience managing customer relationships and maintaining relationships in a B2B environment
- A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle
- 3+ years of experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal
- The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
- Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics and gain territory insights
- Passion for working with new technologies and technical concepts
- Bachelor's degree or the equivalent combination of other post-secondary education
Current US Perks & Benefits:
- Employer subsidized medical/vision and dental coverage 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
- 15 days PTO, plus Sick Time Off
- 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 employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
- US employees receive 12 paid holidays per year
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.
US Base Salary Pay Range
$75,000-$95,000 USD
Get to Know Us:
At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.
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, India, and Singapore. 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.
If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
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