📌 Core Information
🔹 Job Title: Strategic Account Executive - Northeast
🔹 Company: Smartsheet
🔹 Location: Philadelphia, PA, USA
🔹 Job Type: Full-time, Remote OK
🔹 Category: Sales
🔹 Date Posted: July 2, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote OK (US only)
🚀 Job Overview
Key aspects of this role include:
- Driving executive engagement and sales growth in strategic accounts
- Managing a defined set of Global 2000 accounts
- Consistently exceeding sales quotas and performance metrics
- Collaborating with cross-functional teams and external partners
- Leveraging data and PLG signals to drive sales strategies
ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to build and maintain relationships with C-suite executives.
📋 Key Responsibilities
✅ Consistently exceed quarterly and annual software and services sales quotas
✅ Effectively forecast, manage the pipeline, and achieve performance metrics
✅ Create and maintain actionable account plans
✅ Collaborate with internal cross-functional experts and external partners
✅ Drive a high-value customer experience and deliver positive outcomes throughout the customer journey
✅ Actively engage and sell to both 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
ASSUMPTION: This role requires a strong focus on sales execution, strategic planning, and customer relationship management.
🎯 Required Qualifications
Education: Bachelor’s degree preferred
Experience: 5-10+ years of enterprise (G2K), complex software solution sales experience
Required Skills:
- Proven track record of 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
- Enabled on a value selling methodology like Force Mgmt, Sandler, Value Selling Framework, or other
- Executive presence with proven ability to engage with VP+ and C-suite executives
- Strong presentation skills
- 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 Skills:
- Experience with MEDDICC sales methodology
- Familiarity with Smartsheet or similar work management platforms
ASSUMPTION: Candidates should have a strong background in enterprise sales, with a focus on strategic account management and value-based selling.
💰 Compensation & Benefits
Salary Range: $130,000 - $180,000 USD per year (based on industry standards for the role, experience level, and location)
Benefits:
- 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
- Flexible Time Away Program, plus Sick Time Off
- 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
- 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)
Working Hours: Full-time, with flexible hours and the ability to work remotely (30%-50% travel required)
ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and qualifications.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development
Company Size: 1,001-5,000 employees
Founded: 2005
Company Description:
- Smartsheet is the enterprise work management platform, helping millions of users achieve more by aligning people and technology
- Backed by enterprise-grade security, Smartsheet is used by more than 75% of the companies in the Fortune 500
- Smartsheet enables its users to implement, manage, and automate processes across a broad array of departments and use cases
Company Specialties:
- Productivity
- Collaboration
- Achievement
- Innovation
- Effectiveness
- Security
- Work management
- Reporting
- Automation
- Scale
- Collaborative work management
- And project management
Company Website: www.smartsheet.com
ASSUMPTION: Smartsheet is a well-established company in the software development industry, focusing on enterprise work management solutions.
📊 Role Analysis
Career Level: Mid to Senior-level sales role with growth opportunities
Reporting Structure: Reports to the Regional Director of Strategic Accounts
Work Arrangement: Full-time, remote OK (US only), with 30%-50% travel required
Growth Opportunities:
- Potential to advance to a leadership role within the Strategic Accounts team
- Opportunities to work on high-impact projects and engage with C-suite executives
- Access to professional development resources and training
ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to build relationships, drive sales, and make a strategic impact on the company's success.
🌍 Location & Work Environment
Office Type: Remote-first, with the option to work from any registered location in the U.S.
Office Location(s): Philadelphia, PA, USA (remote work encouraged)
Geographic Context:
- The Northeast region of the United States, with a focus on the Philadelphia metropolitan area
- Access to major transportation hubs and cultural attractions
- Opportunities to work with clients in various industries and verticals
Work Schedule: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: This role requires a strong focus on remote work and self-management, with the ability to travel up to 50% of the time.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- Behavioral and situational interviews with the sales leadership team
- Final interview with the regional director or another senior leader
- Background check and offer extension
Key Assessment Areas:
- Sales skills and experience
- Strategic thinking and planning
- Relationship-building and communication skills
- Adaptability and problem-solving
- Alignment with Smartsheet's company values and culture
Application Tips:
- Highlight your proven track record of exceeding sales quotas and driving growth in strategic accounts
- Tailor your resume and cover letter to emphasize your relevant experience and skills
- Prepare examples of your strategic account planning and execution experience
- Research Smartsheet's products, competitors, and market position to demonstrate your industry knowledge
ATS Keywords: Strategic Accounts, Enterprise Sales, Sales Growth, Account Management, Value Selling, MEDDICC, PLG, C-suite Engagement
ASSUMPTION: The application process for this role may involve multiple interviews and assessments, focusing on the candidate's sales skills, strategic thinking, and cultural fit.
🛠️ Tools & Technologies
- Salesforce
- LinkedIn Sales Navigator
- Smartsheet (product)
- MEDDICC sales methodology
- PLG (Product-Led Growth) strategies
ASSUMPTION: This role requires proficiency in CRM software, sales methodologies, and potentially Smartsheet's work management platform.
👔 Cultural Fit Considerations
Company Values:
- Customer Obsessed
- Innovative
- Collaborative
- Inclusive
- Growth Mindset
Work Style:
- Remote-friendly and flexible
- Data-driven and results-oriented
- Collaborative and team-focused
- Adaptable and resilient
Self-Assessment Questions:
- Do you thrive in a remote work environment and have strong self-management skills?
- Are you comfortable engaging with C-suite executives and building relationships with key decision-makers?
- Do you have a growth mindset and a strong desire to learn and improve?
ASSUMPTION: Smartsheet values candidates who are customer-focused, innovative, collaborative, and adaptable, with a strong growth mindset.
⚠️ Potential Challenges
- Managing a large portfolio of strategic accounts and consistently exceeding sales quotas
- Balancing remote work and travel requirements (up to 50% travel)
- Adapting to a fast-paced, dynamic sales environment
- Competing with established competitors in the work management software market
ASSUMPTION: This role presents significant challenges and opportunities for growth, requiring strong sales skills, strategic thinking, and adaptability.
📈 Similar Roles Comparison
- Compared to other strategic account executive roles, this position focuses more on driving growth in a defined set of Global 2000 accounts
- Industry-specific context: The work management software market is competitive and rapidly evolving, with a focus on product-led growth strategies
- Career path comparison: This role offers growth opportunities within the Strategic Accounts team and potential advancement to leadership positions
ASSUMPTION: This role is similar to other strategic account executive positions but focuses more on driving growth in a defined set of accounts and leveraging PLG signals in sales strategies.
📝 Sample Projects
- Developing and executing a strategic account plan for a Fortune 500 company, resulting in a 30% increase in software and services bookings
- Leveraging PLG signals to identify high-potential opportunities within an existing customer base, driving a 25% increase in upsell revenue
- Collaborating with cross-functional teams to deliver a custom solution for a key decision-maker, resulting in a successful proof of concept and a 50% increase in software bookings
ASSUMPTION: These sample projects demonstrate the strategic, data-driven, and collaborative nature of the role, focusing on driving growth and delivering customer value.
❓ Key Questions to Ask During Interview
- Can you describe the most challenging strategic account you've managed, and how you drove growth in that account?
- How does the sales leadership team support and develop strategic account executives within the organization?
- What is the company's approach to product-led growth, and how does this role contribute to that strategy?
- How does Smartsheet differentiate itself from competitors in the work management software market?
- What opportunities exist for growth and advancement within the Strategic Accounts team?
ASSUMPTION: These key questions help applicants understand the role's challenges, growth opportunities, and strategic importance within the organization.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience and skills
- Prepare examples of your strategic account planning and execution experience
- Research Smartsheet's products, competitors, and market position to demonstrate your industry knowledge
- Follow up with the hiring manager one week after submitting your application, inquiring about the status of your application and expressing your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
