Enterprise Sales Representative-West

As an Enterprise Sales Representative at Smartsheet, your key responsibilities include engaging with large organizations to drive account growth, collaborating with Account Executives on territory sales strategies, handling the complete sales cycle for your assigned accounts, and proactively expanding existing customer relationships. You'll also be responsible for maintaining accurate records and identifying new solution opportunities to increase business impact.

To qualify for the Enterprise Sales Representative position at Smartsheet, candidates should have experience in selling technology solutions and a strong understanding of business value creation. A BA/BS degree or relevant experience is necessary, along with effective use of core sales tools like Salesforce and Outreach. Exceptional communication skills and a demonstrated ability to manage multiple priorities are also essential for success in this role.

Smartsheet is committed to the professional growth and development of its Enterprise Sales Representatives by offering access to various online training courses and resources, such as those available on Udemy. Additionally, the company promotes a culture of mentorship and collaboration to help you learn from experienced colleagues and grow your sales skills in a supportive environment.

The work environment for an Enterprise Sales Representative at Smartsheet is dynamic and collaborative. You will primarily work remotely from an approved location, promoting flexibility. Daily activities involve engaging with a diverse range of clients, collaborating with cross-functional teams, and strategizing to meet your sales goals, all while being supported by a robust company culture that values inclusivity and innovation.

Enterprise Sales Representatives at Smartsheet enjoy a wide range of benefits, including competitive salaries, 401k matching, comprehensive health coverage, flexible time off, parental leave, and unique perks like a monthly stipend for productivity tools. The company also emphasizes work-life balance and provides opportunities for community involvement through volunteer days.

When discussing your sales approach, highlight your methods for understanding customer needs, building relationships, and tailoring solutions. Emphasize how you leverage sales tools and data to enhance your strategies and how you maintain accountability throughout the sales cycle.

In responding to this question, provide a structured method for your prioritization, such as focusing on high-value targets, analyzing past engagement, and using sales metrics to guide your efforts. Detail how this approach ensures you're managing your time effectively to maximize results.

Use the STAR method (Situation, Task, Action, Result) to framework your response. Share a specific challenge you faced during a sales cycle, the actions you took to address it, and the positive outcome that resulted from your persistence and creativity.

Talk about your proficiency in tools like Salesforce, Outreach, or Zoominfo. Describe how these tools help you track leads, automate follow-ups, prioritize tasks, and analyze performance metrics to drive sales strategies and foster customer relationships.

Outline your approach by demonstrating active listening to understand objections fully, using empathy to validate concerns, and providing clear, informed responses. Share examples of successful outcomes from addressing objections effectively.

Share your genuine passion for closing deals, building relationships, and helping organizations solve real problems. Acknowledge how contributing to a team's success and the satisfaction of achieving sales goals motivates you in your career.

Explain your strategies for staying informed, such as subscribing to industry publications, participating in webinars, networking with peers, or engaging on platforms like LinkedIn. Emphasize how this knowledge influences your sales strategies.

Detail a specific instance that highlights your collaboration with different departments like professional services or customer success. Focus on the project, your role, and how this teamwork led to achieving a common goal.

Discuss the key performance indicators (KPIs) you use to evaluate your performance, such as quota attainment, revenue growth, customer satisfaction, and how these metrics guide your continuous improvement as a sales professional.

Illustrate your proactive approach to relationship-building, including regular check-ins, providing value through content or insights, and identifying upselling or cross-selling opportunities. Provide examples of successful client deepening strategies you've executed.