Account Executive, Commercial - Mid Market (Central / East)
$75,000–$95,000 year
RemoteUnited States
Job Summary
Build and manage a sales pipeline to meet or exceed software and services sales quotas within a book of business focused on mature accounts with 500-4,999 employees. Execute a solution-based sales process by proactively analyzing existing customers to identify high-value needs across multiple departments and lines of business. Leverage current relationships to expand Smartsheet's footprint during renewals and facilitate partnerships with Sales Engineers and Customer Success teams to support the full sales cycle. Create Joint Engagement Plans for strategic deals and maintain accurate records in Salesforce using MEDDICC guidelines to forecast revenue. Expand brand awareness at the C-suite and operational levels while utilizing existing sales enablement tools to implement territory plans and conduct in-depth account research.
Required Qualifications
- 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
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