Enterprise Account Executive - SLED

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 an experienced sales professional to join our team as an Enterprise Account Executive. You will have a history of performance in quota attainment and developing customer accounts within the Higher Education sector. This role will cover Indiana, Wisconsin, Michigan, Minnesota and Western Canada and requires you to be in market or in a nearby city, like Chicago. You will report directly to our Regional Director, Enterprise - SLED. You will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators. This role requires a strategic approach to sales, a consultative selling style, and the ability to navigate complex procurement processes. You Will: • Navigate complex Higher Education and School District procurement processes and cycles • Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams • Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter • Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs) • Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholders • Apply industry knowledge and research • Travel onsite to key customers for executive presentations, user group presentations, and industry specific events • Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts • Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformation • Execute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ employees • Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agencies • Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments and drive revenue or growth during renewals • Articulate and demonstrate Smartsheet's unique organizational solutions and functional value • Build executive awareness, sales pipeline and bookings growth within your territory • Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to manage full sales cycle and close business • Develop tailored proposals based on customers desired outcomes • Use sales enablement tools to identify business need and personalize approach as to how Smartsheet can add value to the customer’s business • Track and utilize key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platform • Work with multiple functional departments and roles to manage customer life cycle from pre-sale to renewal You Have: • 7+ years of years of full cycle sales experience (prospecting to close) in a technology oriente

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