Strategic Account Executive-West - job 1 of 2

As a Strategic Account Executive at Smartsheet, you will be responsible for exceeding sales quotas, managing a diverse sales pipeline, and developing actionable account plans for a set of Global 2000 accounts. You'll engage with customers, drive both transactional and value-based sales strategies, and collaborate closely with team members and partners to ensure a positive customer journey.

To apply for the Strategic Account Executive at Smartsheet, you should have 5-10+ years of enterprise sales experience with a consistent record of exceeding quotas. Demonstrated capabilities in strategic account planning, executive engagement, and proficiency in using value selling methodologies like Force Management or Sandler are also essential. A Bachelor's degree is preferred.

Smartsheet offers a competitive base salary range of $112,500—$167,500 USD for the Strategic Account Executive position, depending on experience and location. Benefits include 100% employer-paid premiums, a 401k match, generous paid time off, and opportunities for professional development, ensuring you are supported both personally and professionally.

At Smartsheet, we prioritize professional growth for our Strategic Account Executives by providing access to online courses such as Udemy. We also promote a culture of continuous improvement and have various mentoring programs to help you develop your skills and advance your career.

You can expect a welcoming and inclusive work environment at Smartsheet, where diversity is celebrated and all employees are empowered to make a difference. The company values open communication and collaboration, making it a supportive place for Strategic Account Executives to thrive.

When addressing your strategies for exceeding sales quotas, emphasize your planning capabilities, data-driven decisions, and ability to adapt to changing markets. Include examples of how you forecast accurately and manage your pipeline effectively.

Showcase your executive presence and interpersonal skills by detailing how you analyze their pain points and tailor your approach. Discuss strategies for engaging them, such as understanding their business priorities and proving the value of your solutions.

When answering this question, highlight the components of the account plan, such as market analysis, sales strategies, timelines, and the metrics used to measure success. Be sure to include the outcomes of executing this plan.

Discuss how you incorporate value-based selling into your sales practices, mentioning specific methodologies like Force Management or Sandler. Provide examples of how these methodologies have helped you achieve stronger customer relationships and drive sales.

Explain your process for maintaining an organized sales pipeline, including how you categorize leads, prioritize opportunities, and utilize tools for forecasting. Emphasize your ability to follow up and adjust strategies as necessary.

Share a specific story where you identified the customer's concerns, directly addressed them, and how you demonstrated the value of your solution, leading to a successful outcome. Highlight your negotiation and relationship-building skills.

Demonstrating knowledge of Smartsheet's offerings is crucial. Discuss how the platform empowers teams and its capabilities, particularly regarding project management and workflow automation. Connect this knowledge to your passion for the role.

Articulate how you leverage industry publications, networking events, and online courses to stay informed about trends and changes in the software market. Mention any specific sources or tools you rely on for valuable insights.

Express your enthusiasm for Smartsheet as a company and its mission to revolutionize work. Mention your values aligning with their culture, the opportunity to contribute to meaningful change, and how the company's commitment to inclusion resonates with you.

When discussing your greatest sales achievement, provide a concrete example that highlights your skills and perseverance. Quantify the outcome, highlighting your ability to build relationships, strategize effectively, and meet or exceed expectations.