Enterprise Account Executive at Smartsheet. About the role Smartsheet is poised for significant growth in Australia, building on five successful years of operations in the region. The Enterprise Account Executive role is pivotal, focusing on both acquiring current clients and expanding relationships with existing accounts. This position involves engaging with large organizations, specifically those with over 5,000 employees, and collaborating with project management professionals and senior executives across various industries.

Key facts Location: Sydney or Melbourne, Australia Engagement: Full-time Team: Reports to the Senior Regional Director, Enterprise

What you'll do

- Cultivate a comprehensive understanding of Smartsheet's product offerings, industry dynamics, and competitive positioning.
- Deliver compelling presentations to senior executives within large enterprise clients, showcasing the value of Smartsheet solutions.
- Qualify incoming leads while also executing comprehensive outbound sales campaigns aimed at organizations with a workforce exceeding 5,000, categorized by industry and target persona.
- Employ the MEDDICC sales methodology to conduct thorough discovery and qualification processes.
- Manage sales cycles that are focused on delivering value and aligning with the strategic goals of prospective clients.
- Develop and implement a tailored go-to-market strategy for your designated territory, targeting key accounts.
- Keep precise records in SalesForce and maintain a consistent outbound outreach strategy using Outreach.
- Achieve quarterly sales objectives and meet designated outbound key performance indicators (KPIs).




- Organize and facilitate online product demonstrations tailored to client needs.
- Create and sustain detailed plans for target accounts to ensure focused engagement.
- Participate in relevant industry events and workshops to enhance visibility and network.
- Navigate sales discussions through both executive and mid-management levels within organizations.
- Collaborate effectively with solution engineering and customer success teams throughout the sales process to ensure client satisfaction and retention.

Requirements

- A minimum of 7 years of experience in selling complex SaaS solutions to enterprise-level clients.
- Proven success in presenting to senior stakeholders within large organizations.
- Experience in crafting intricate licensing and contractual proposals for multi-year enterprise agreements.
- Ability to respond to Requests for Proposals (RFPs) with clarity and professionalism.
- A demonstrated value-based sales approach that focuses on addressing inefficiencies within enterprise processes.
- A startup mentality with the resilience to thrive in competitive environments.
- Strong motivation for acquiring new customers and expanding existing accounts.




- Experience working collaboratively with solution engineering and customer success teams.
- Proven capability to prospect, strategize, and manage a territory to drive revenue growth.
- Confidence in presenting to IT professionals and decision-makers.

Nice to have

- Experience in selling to project management professionals and understanding their unique needs.
- Familiarity with the Australian market and its specific challenges and opportunities.
- Previous experience in a fast-paced startup environment, demonstrating adaptability and innovation.

Skills & tools

- Proficient in SalesForce CRM for managing customer relationships and sales activities.
- Experience with Outreach for executing outbound sales campaigns effectively.
- Knowledge of the MEDDICC sales methodology for structured sales processes.
- Expertise in value-based selling techniques to highlight the benefits of solutions.
- Skills in territory planning and account mapping to maximize sales opportunities.
- Competence in developing responses to RFPs that clearly articulate value propositions.
- Strong background in enterprise SaaS sales, with a focus on large organizations.

Practical notes

- Smartsheet is committed to being an Equal Opportunity Employer in Australia and other regions, promoting diversity and inclusion within the workplace.
- Accommodations for the interview process can be arranged upon request to ensure accessibility for all candidates.

This role at Smartsheet offers an exciting opportunity to be part of a dynamic team that is driving growth and innovation in the project management space.

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📌 Enterprise Account Executive (Victoria)
🏢 Smartsheet
📍 Victoria