Enterprise Account Executive- EDU - job 1 of 2

As an Enterprise Account Executive - EDU with Smartsheet, your core responsibilities would include navigating complex procurement processes in the higher education sector, engaging key stakeholders, and developing tailored sales presentations to meet their specific needs. You'll maintain relationships with CIOs and IT Directors, understand RFP processes, and execute a solution-based sales strategy to drive revenue growth. Your role will encompass all stages of the sales cycle, from prospecting to closing deals, with a focus on expanding Smartsheet's presence in educational institutions.

To be considered for the Enterprise Account Executive - EDU position at Smartsheet, you will need 7+ years of full cycle sales experience in a tech-oriented field, preferably with a focus on SaaS. A proven track record of success in selling to state and local governments or higher education institutions is essential. Familiarity with procurement cycles and strong relationship management skills are required, along with the ability to travel within the assigned region. Excellent communication skills and a data-driven sales approach are also key qualifications.

The ideal candidate for the Enterprise Account Executive - EDU role at Smartsheet will have extensive experience in full-cycle sales, particularly within the technology sector. While SaaS sales experience is highly preferred, it's not mandatory. We're looking for individuals with a successful history of selling to state and local governments and higher education institutions, showing strong performance in quota attainment through strategic engagement with key decision-makers.

Smartsheet strongly believes in empowering its employees through professional growth opportunities. As an Enterprise Account Executive - EDU, you would have access to a range of resources, including Udemy online courses for skill development, mentorship programs, and leadership training. The company fosters an inclusive environment where you can learn, expand your expertise, and advance your career alongside dedicated colleagues.

The compensation structure for the Enterprise Account Executive - EDU at Smartsheet includes a competitive base salary range between $90,000—$125,000, based on factors such as experience and location. Additionally, the role is eligible for a market-competitive incentive opportunity, reflecting both individual performance and overall company success.

To effectively build relationships with key stakeholders in higher education, I emphasize understanding their unique challenges and objectives. I research each institution’s specific needs, engage in meaningful conversations to learn about their goals, and maintain regular contact to ensure I'm a trusted resource. Tailoring my approach to match their communication style and preferences fosters a strong rapport.

Navigating procurement cycles involves understanding the unique processes of educational institutions, including budgeting cycles and decision-making hierarchies. My experience includes working closely with procurement officers to ensure that our offerings align with their needs, managing the RFP process, and ensuring compliance with required guidelines, thus facilitating smooth sales operations.

Post-sale, I focus on a customer success-driven approach, ensuring that clients are satisfied with their purchase and fully utilizing our solutions. Regular check-ins, feedback loops, and offering additional resources or training are all part of my strategy to nurture customer relationships. I believe that ongoing support can lead to up-sell opportunities and extended partnerships.

Handling objections effectively requires listening attentively to the client's concerns and demonstrating empathy. I acknowledge their hesitations, ask clarifying questions, and provide relevant data or case studies that can help alleviate their worries. By turning objections into productive discussions, I can often transform potential barriers into opportunities for deeper engagement.

To measure my sales performance, I track metrics such as sales pipeline growth, conversion rates, and quota attainment. Additionally, I analyze customer retention rates and the success of upselling efforts, using CRM software to maintain accurate data. Regularly reviewing these metrics allows me to adjust my strategies proactively and ensure continuous improvement.

In my last position, I implemented a multi-tiered sales strategy that focused on personalized outreach and collaboration with internal teams. By developing customized proposals based on industry research and customer pain points, I increased engagement significantly and successfully closed several large contracts with educational institutions.

I stay updated on trends in higher education technology through continuous professional development, including attending industry conferences, participating in webinars, and subscribing to relevant publications and newsletters. Engaging in online forums and discussions with thought leaders in the sector also helps keep me informed on emerging technologies and best practices.

My experience with RFPs in the education sector involves thoroughly understanding the requirements set by institutions and crafting tailored responses that address their specific needs. I've successfully managed several RFP submissions, ensuring compliance with all guidelines while highlighting Smartsheet’s unique value proposition to maximize our chances of winning the contract.

Certainly! I once worked with a prospective client who initially declined our proposal due to budget constraints. By maintaining communication and demonstrating flexibility in how we could tailor our solutions to better fit their financial situation, I was able to address their concerns. This led to successful negotiations and ultimately closed the deal.

I rely on various sales enablement tools, including CRM platforms, analytics dashboards, and marketing automation systems to enhance my sales process. These tools help me gather insights on customer behaviors, prioritize leads, and streamline communication, enabling me to focus on high-value tasks and improve my overall efficiency in the sales cycle.