Enterprise Account Executive - State​/Local Government

Overview

Enterprise Account Executive - State/Local Government – Miami, FL, USA

Smartsheet is seeking an experienced sales professional to join our team as a State and Local Government Account Executive. You will have a history of quota attainment and developing customer accounts within the State and Local Government sector. This role covers State Government in FL/GA and reports to a Regional Director, Public Sector Sales.

• Navigate complex government procurement processes and cycles
• Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)
• Develop relationships with key decision-makers in State and Local Government agencies
• Stay up-to-date on government regulations and compliance requirements related to software procurement
• Tailor sales presentations and proposals to address the specific needs and challenges of State and Local Government
• Exceed software and services sales quotas
• Execute a solution-based sales process encompassing multiple groups within accounts with 2k-10k 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 agencies 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 needs 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 the customer life cycle from pre-sale to renewal

• 7+ years of full-cycle sales experience (prospecting to close) in a technology-oriented field;
  SaaS is highly preferred
• Ideal candidate will be based in Florida
• Experience selling to State and Local Government agencies
• Experience maintaining customer relationships in a B2B environment
• Experience prospecting and managing a designated territory to maximize revenue growth
• Ability to research accounts to uncover opportunities for up-sell within existing plans and multi-thread opportunities across the organization
• Data-driven sales approach that informs your process and guidance to customers
• Ability to work effectively under pressure; strong work ethic with self-direction and resourcefulness
• Strong relationship management skills and the ability to manage strategic interactions with senior-level management
• Familiarity with CRM software packages and proficiency with Google Suite
• Excellent written and verbal communication skills
• US benefits include HSA, employer-paid premiums or buy-up medical/vision and dental coverage for full-time employees; 401k match (50% up to 6% of eligible pay); monthly productivity stipend
• US employees are covered by Smartsheet-sponsored life, short-term, and long-term disability plans; 12 paid holidays per year; up to 24 weeks of parental leave; volunteer day; opportunities for professional growth (Udemy access); company-funded perks
• Teleworking options from any registered location in the U.S. (role specific)

Salary US Base Salary Pay Range: $90,000 - $185,000 USD

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment. 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, in accordance with applicable laws.