Enterprise Account Executive

Responsibilities

• Navigate complex Higher Education and School District procurement processes and cycles
• Identify and engage key stakeholders including executive leadership, IT, academic, and administrative teams
• Respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)
• Build and maintain strong relationships with CIOs, IT Directors, and Procurement Officers
• Tailor sales presentations and proposals to address the specific needs of Higher Education Institutions or School Districts
• Execute a solution-based sales process for large accounts (5k-20k+ employees)
• Develop and prospect new business opportunities within existing customers to expand Smartsheet's footprint
• Facilitate partnerships with Sales Engineers, Solutions Consultants, and Customer Success teams
• Track and utilize key metrics to effectively forecast sales pipeline and activity using CRM

Requirements

• 7+ years of full cycle sales experience (prospecting to close) in a technology-oriented field
• Proven track record of success selling into state and local governments, K-12, or higher education institutions
• Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR)
• Ability to travel as needed within the assigned region (Indiana, Wisconsin, Michigan, Minnesota, and Western Canada)
• Proficiency with CRM software packages and Google Suite
• Strong relationship management skills with the ability to interact with senior-level management

Preferred Qualifications

• SaaS sales experience
• Experience managing a designated territory to maximize revenue growth
• Data-driven approach to sales and territory management

Benefits

• Employer subsidized medical, vision, and dental coverage
• 401k Match (50% of contribution up to the first 6%)
• Flexible Time Away Program and 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Monthly stipend to support work and productivity
• Professional growth opportunities including access to Udemy

About the Company

Smartsheet empowers teams to manage work seamlessly and scale solutions smarter. We are uniting human teams with AI agents to automate manual tasks and uncover insights at scale, creating space for people to focus on judgment, creativity, and big thinking.