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Account Executive, Key Accounts (East) - job 1 of 2

Smartsheet is a tech company empowering teams to manage projects and workflows. They seek an Account Executive, Key Accounts to lead sales strategy and drive growth with Global 2000 accounts.

Skills

  • Enterprise sales experience
  • Strong presentation skills
  • Excellent communication
  • Data-driven approach

Responsibilities

  • Exceed quarterly and annual sales quotas
  • Forecast and manage the sales pipeline
  • Provide leadership and drive sales strategy
  • Create and maintain actionable account plans
  • Manage both transactional land/expand and value-based solution sales

Education

  • Bachelor's degree preferred

Benefits

  • 100% employer-paid medical/vision/dental coverage options
  • 401k Match
  • Flexible Time Away Program
  • 12 paid holidays per year
  • Up to 24 weeks of Parental Leave
To read the complete job description, please click on the ‘Apply’ button

Average salary estimate

$175000 / YEARLY (est.)
min
max
$160000K
$190000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Account Executive, Key Accounts (East), Smartsheet

Smartsheet is excited to announce a fantastic opportunity for an Account Executive, Key Accounts (East) to join our innovative team! At Smartsheet, we are all about empowering teams to manage projects seamlessly and automate workflows using our simple no-code tools. As an Account Executive, you will play an essential role in executing our Key Accounts sales strategy, specifically targeting and rapidly expanding within a defined set of Global 2000 accounts. Your mission will involve driving executive engagement, selling our transformative solutions, and delivering remarkable growth in both software and services bookings. If you're a high-energy, tenacious individual with a proven track record of exceeding sales quotas, we're searching for you! In this role, you will work closely with named accounts, providing leadership and strategic development over time. You'll craft actionable account plans, collaborate with internal and external experts, and ensure a high-value customer experience. Additionally, you will engage directly with key decision-makers, showcasing the unique value of Smartsheet's solutions. If you're ready to revolutionize the way the world works and are looking for a supportive environment where you can thrive, apply today to join Smartsheet as an Account Executive, Key Accounts (East) and start making a significant impact in the market!

Frequently Asked Questions (FAQs) for Account Executive, Key Accounts (East) Role at Smartsheet
What are the primary responsibilities of the Account Executive, Key Accounts (East) at Smartsheet?

The Account Executive, Key Accounts (East) at Smartsheet is primarily responsible for executing our sales strategy targeting Global 2000 accounts. This includes exceeding software and services sales quotas, forecasting and managing the sales pipeline, driving customer engagement, and collaborating internally to ensure positive outcomes for clients. Successful candidates will develop multi-year account plans and actively engage with decision-makers to promote Smartsheet's value proposition.

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What qualifications are needed for the Account Executive, Key Accounts (East) role at Smartsheet?

To be successful in the Account Executive, Key Accounts (East) position at Smartsheet, candidates should have 5-10 years of enterprise sales experience, particularly in complex software solutions. A proven record of consistently exceeding quotas is essential, alongside strong presentation and negotiation skills. Additionally, familiarity with value selling methodologies and experience engaging with C-suite executives is crucial for cultivating relationships and closing high-value sales.

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What does the sales process look like for an Account Executive, Key Accounts (East) at Smartsheet?

As an Account Executive, Key Accounts (East) at Smartsheet, you will follow a dynamic sales process that includes both transactional land/expand strategies and value-based solution selling. Leveraging tools like MEDDICC, you'll assess customer needs, forecast accurately, and manage your pipeline effectively. Collaboration with internal teams and external partners will enhance the customer experience, allowing you to drive substantial growth within your assigned accounts.

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How does Smartsheet support the professional growth of its Account Executive, Key Accounts (East)?

At Smartsheet, professional growth for the Account Executive, Key Accounts (East) is a priority. The company offers access to Udemy online courses for continuous learning and development opportunities. Employees are encouraged to pursue their career paths proactively, and with a culture that values diversity and innovation, you will have mentorship and resources to cultivate your skills and advance within the organization.

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What benefits are offered to the Account Executive, Key Accounts (East) at Smartsheet?

Smartsheet provides a competitive benefits package for the Account Executive, Key Accounts (East) role, including 100% employer-paid HSA premiums, a 401k match to support your savings, monthly stipends for productivity, and flexible time off. Additional perks include comprehensive health coverage, life insurance, generous parental leave, and opportunities for community volunteering, all designed to promote a strong work-life balance.

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Common Interview Questions for Account Executive, Key Accounts (East)
Can you describe your sales success in previous enterprise software roles?

When answering this question, highlight specific examples of how you exceeded quotas and achieved substantial growth in your past roles. Discuss the strategies you implemented, the metrics you tracked, and how you adapted to challenges. Mention how your approach aligns with Smartsheet's values of innovation and customer engagement.

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How do you approach building relationships with C-suite executives?

To build relationships with C-suite executives, it's crucial to demonstrate value and understand their business objectives. Discuss your techniques for initiating conversations, sharing insights that resonate with them, and maintaining ongoing communication. Emphasize your ability to listen actively and adjust your approach based on their feedback.

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What is your experience with value selling methodologies like MEDDICC?

In your response, explain what MEDDICC entails and your personal experience using it in the sales process. Share specific instances where applying this methodology has led to successful deals. Incorporate how you adapt these strategies to suit different client interactions effectively.

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Describe a time when you faced a significant challenge in closing a deal. How did you overcome it?

When answering this question, narrate a concise story about a challenging deal, the obstacles faced, and the steps you took to navigate through them. Highlight your resilience, problem-solving skills, and how you leveraged internal resources to gain client trust and ultimately succeed.

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How do you leverage data and insights to inform your sales strategies?

Discuss your experience with data-driven decision-making in sales. Describe the types of data you analyze, such as customer behavior or sales trends, and how those insights influence your strategies for prospecting, targeting accounts, and managing the pipeline.

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What techniques do you use for effective pipeline management?

Outline your strategies for managing your sales pipeline effectively. Share the tools and metrics you utilize to track progress, forecast results, and prioritize actions. Emphasize the importance of timely follow-ups and how you adapt your methods based on the specific needs of each client.

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How do you prepare for executive-level meetings?

Preparing for executive-level meetings requires thorough research and tailored approaches. Explain how you gather insights about the client's business, understand their strategic objectives, and develop an agenda that addresses their specific needs. Discuss your approach to presenting your solutions succinctly and effectively.

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Can you give an example of how you managed to upsell a solution to an existing client?

In your answer, provide a detailed example of an upselling experience. Discuss your research, the client's needs, and how you aligned additional solutions to enhance their experience with your product. Highlight the positive outcomes and relationship benefits that resulted from this upsell.

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What are your strategies for staying motivated and maintaining a positive mindset in sales?

Share the personal techniques you use to stay motivated, such as setting clear goals, celebrating small wins, or seeking inspiration from peers. Discuss how a positive mindset influences your interactions with clients and helps you overcome setbacks in a competitive environment.

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How do you ensure a seamless transition from sales to implementation for your clients?

Emphasize the importance of communication and collaboration during the transition from sales to implementation. Discuss how you ensure client expectations are aligned, introduce them to the implementation team, and provide necessary resources to facilitate a smooth onboarding process.

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Dental Insurance
Disability Insurance
Flexible Spending Account (FSA)
Vision Insurance
Performance Bonus
Family Medical Leave
Paid Holidays

Smartsheet is a publicly listed SaaS company that offers a platform used to collaborate on project timelines, documents, calendars, tasks, and other works. The company was named to Fast Company’s Annual List of "Brands That Matter" in 2023.

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FUNDING
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
SALARY RANGE
$160,000/yr - $190,000/yr
EMPLOYMENT TYPE
Full-time, remote
DATE POSTED
March 8, 2025

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