📌 Core Information
🔹 Job Title: Strategic Account Executive - West
🔹 Company: Smartsheet
🔹 Location: Austin, TX, USA
🔹 Job Type: Full-time
🔹 Category: Sales
🔹 Date Posted: May 28, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Driving executive engagement and delivering substantial growth in software and services bookings for Global 2000 accounts.
- Exceeding sales quotas and managing a diverse pipeline.
- Collaborating with internal and external partners to drive a positive customer experience.
- Actively engaging and selling to both Line of Business (LOB), Functional Areas and IT departments.
ASSUMPTION: This role requires a strong understanding of enterprise sales, strategic account planning, and value selling methodologies.
📋 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.
✅ Create and maintain actionable account plans.
✅ 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 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 high level of autonomy and the ability to work effectively in a remote environment.
🎯 Required Qualifications
Education: Bachelor’s degree preferred.
Experience: 5-10+ years of enterprise (G2K), complex software solution sales experience.
Required Skills:
- Proven experience in enterprise sales with a track record of consistently exceeding quota.
- Minimum of 3+ years tenure in previous roles, demonstrating company loyalty and growth trajectory.
- 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 desire for face-to-face customer engagement and willingness to travel (30%-50%).
- 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.
- Experience working with Global 2000 accounts.
ASSUMPTION: Candidates with experience in a similar role or industry will have a competitive advantage.
💰 Compensation & Benefits
Salary Range: $135,000 - $180,000 USD per year. This range is based on industry standards for a Strategic Account Executive role with 5-10 years of experience in the enterprise software sales industry.
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, typically 40 hours per week. This role may require occasional travel (30%-50%).
ASSUMPTION: The salary range provided is an estimate and may vary based on the candidate's experience, skills, and specific location.
📌 Applicant Insights
🔍 Company Context
Industry: Smartsheet operates in the Software Development industry, focusing on productivity, collaboration, and work management solutions.
Company Size: Smartsheet is a mid-sized company with 1,001-5,000 employees. This size allows for a more agile and innovative work environment while still providing the resources and stability of a larger organization.
Founded: Smartsheet was founded in 2005 and is headquartered in Bellevue, WA, with additional offices in Boston, MA; London, England; and Sydney, Australia.
Company Description:
- Smartsheet is the enterprise work management platform, empowering organizations to move faster and drive innovation.
- Backed by enterprise-grade security, Smartsheet is used by more than 75% of the companies in the Fortune 500.
- Smartsheet enables its millions of users to achieve more by aligning people and technology.
Company Specialties:
- Productivity
- Collaboration
- Achievement
- Innovation
- Effectiveness
- Security
- Work management
- Reporting
- Automation
- Scale
- Collaborative work management
- Project management
Company Website: https://www.smartsheet.com
ASSUMPTION: Smartsheet's focus on productivity and collaboration makes it an attractive employer for candidates interested in driving innovation and improving work management processes.
📊 Role Analysis
Career Level: This role is at the senior level, requiring a proven track record of success in enterprise sales and strategic account management.
Reporting Structure: The Strategic Account Executive will report to the Regional Director of Strategic Accounts.
Work Arrangement: This role is remote-friendly, with occasional travel required (30%-50%).
Growth Opportunities:
- Advancement to a leadership role within the Strategic Accounts team or other senior sales positions.
- Expansion of territory or account responsibilities.
- Development of expertise in specific industries or verticals.
ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to advance within the sales organization or expand account responsibilities.
🌍 Location & Work Environment
Office Type: Smartsheet has multiple offices worldwide, with this role based in Austin, TX, USA.
Office Location(s): 500 108th Ave NE, #200, Bellevue, WA 98004, US; 179 Lincoln St, Boston, MA 02111, US; 69 Old Broad Street, Floor 1, London, England EC2M 1QS, GB; 333 George St, Sydney, New South Wales 2000, AU
Geographic Context:
- Austin, TX, USA, is a major tech hub with a thriving job market and a high cost of living.
- Smartsheet's global presence allows for collaboration with teams and clients worldwide.
- The remote-friendly work arrangement provides flexibility and work-life balance.
Work Schedule: Full-time, typically 40 hours per week, with occasional travel (30%-50%).
ASSUMPTION: The remote-friendly work arrangement and global presence of Smartsheet make this role an attractive option for candidates seeking flexibility and international exposure.
💼 Interview & Application Insights
Typical Process:
- Online application submission.
- Phone or video screen with the hiring manager.
- In-depth behavioral and technical interviews with cross-functional team members.
- Final interview with the Regional Director of Strategic Accounts.
- Background check and offer extension.
Key Assessment Areas:
- Sales experience and track record.
- Strategic account planning and management skills.
- Value selling methodology expertise.
- Executive presence and communication skills.
- Data-driven approach to sales strategies.
Application Tips:
- Tailor your resume and cover letter to highlight your enterprise sales experience and strategic account management skills.
- Be prepared to discuss your sales process, pipeline management, and account planning strategies.
- Research Smartsheet's products, competitors, and market position to demonstrate your industry knowledge.
ATS Keywords: Enterprise Sales, Strategic Account Management, Value Selling, MEDDICC, Global 2000 Accounts, Sales Quota, Pipeline Management, Account Planning, Executive Engagement, Data-Driven Sales, PLG Signals
ASSUMPTION: The interview process for this role will focus on assessing the candidate's sales experience, strategic account management skills, and cultural fit with Smartsheet's values and work environment.
🛠️ Tools & Technologies
- CRM: Salesforce
- Sales Enablement: Showpad
- Project Management: Smartsheet
- Communication: Microsoft Office Suite, Slack, Zoom
ASSUMPTION: This role requires proficiency in CRM, sales enablement, project management, and communication tools. Familiarity with Smartsheet's products is a plus.
👔 Cultural Fit Considerations
Company Values:
- Customer Obsessed
- One Team, One Dream
- Innovation & Execution
- Integrity
- Fun
Work Style:
- Collaborative
- Data-driven
- Agile
- Results-oriented
- Customer-focused
Self-Assessment Questions:
- Do you have experience working with Global 2000 accounts?
- Are you comfortable with a remote-friendly work arrangement and occasional travel (30%-50%)?
- Do you have a proven track record of exceeding sales quotas in an enterprise sales environment?
- Are you comfortable working with C-suite executives and key decision-makers?
- Do you have experience with value selling methodologies like Force Mgmt, Sandler, or Value Selling Framework?
ASSUMPTION: Candidates who align with Smartsheet's values and work style, and can demonstrate relevant experience, will be strong fits for this role.
⚠️ Potential Challenges
- Managing a diverse pipeline and consistently achieving performance metrics in a remote work environment.
- Building and maintaining relationships with VP+, C-suite executives and key decision-makers across multiple time zones.
- Occasional travel (30%-50%) may be required to meet with clients and attend company events.
- Keeping up with industry trends and best practices in enterprise sales and strategic account management.
ASSUMPTION: These challenges can be overcome with strong time management, communication, and collaboration skills, as well as a willingness to adapt to a dynamic work environment.
📈 Similar Roles Comparison
- Compared to other Strategic Account Executive roles, this position offers a competitive salary range and comprehensive benefits package.
- Smartsheet's focus on productivity, collaboration, and work management sets it apart from other software development companies.
- This role offers significant growth potential and opportunities for career advancement within the sales organization.
ASSUMPTION: Candidates should research similar roles and companies to understand the unique aspects of this opportunity and ensure it aligns with their career goals and expectations.
📝 Sample Projects
- Developing and executing a strategic account plan for a Global 2000 account, resulting in a significant increase in software and services bookings.
- Leveraging PLG signals to identify and engage with key decision-makers within target accounts, driving a positive customer experience and outcomes.
- Collaborating with internal cross-functional experts and external partners to deliver a successful customer engagement and renewal.
ASSUMPTION: These sample projects demonstrate the strategic, data-driven, and collaborative nature of the Strategic Account Executive role at Smartsheet.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 30, 60, and 90 days?
- How does Smartsheet support the professional development and growth of its Strategic Account Executives?
- What are the most challenging aspects of working with Global 2000 accounts, and how does Smartsheet address these challenges?
- How does Smartsheet's value selling methodology differ from other approaches, and what resources are available to help me succeed?
- What is the typical career path for a Strategic Account Executive at Smartsheet?
ASSUMPTION: Asking these questions will help candidates better understand the role, the company, and the opportunities for growth and development.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link.
- Tailor your resume and cover letter to highlight your enterprise sales experience, strategic account management skills, and alignment with Smartsheet's values and work style.
- Prepare for behavioral and technical interviews by researching Smartsheet's products, competitors, and market position.
- If selected, be prepared to discuss your sales process, pipeline management, and account planning strategies during the interview.
- Follow up with the hiring manager one week after submitting your application to express your interest and reiterate your qualifications.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
