Enterprise Account Executive - EDU

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day.Smartsheet is seeking an experienced sales professional to join our team as an Enterprise Account Executive. You will have a history of performance in quota attainment and developing customer accounts within the Higher Education sector. This role will cover Virginia, Maryland and Washington D.C.and requires you to be in market. You will report directly to our Regional Director, Enterprise - SLED.You will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators. This role requires a strategic approach to sales, a consultative selling style, and the ability to navigate complex procurement processes.You Will: Navigate complex Higher Education and School District procurement processes and cyclesIdentify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teamsExpectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarterUnderstand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholdersApply industry knowledge and research Travel onsite to key customers for executive presentations, user group presentations, and industry specific eventsTailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformationExecute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ employeesDevelop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agenciesLeverage existing relationships to expand Smartsheet’s footprint into other departments within the departments and drive revenue or growth during renewalsArticulate and demonstrate Smartsheet's unique organizational solutions and functional valueBuild executive awareness, sales pipeline and bookings growth within your territoryFacilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to manage full sales cycle and close businessDevelop tailored proposals based on customers desired outcomesUse sales enablement tools to identify business need and personalize approach as to how Smartsheet can add value to the customer’s business Track and utilize key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platformWork with multiple functional departments and roles to manage customer life cycle from pre-sale to renewalYou Have:7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field. SaaS is highly preferred but not required. Proven track record of success selling into state and local governments, K-12, or higher education institutions.Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.).Experience maintaining customer relationships and maintaining relationships in a B2B environmentAbility to travel as needed within the assigned regionExperience prospecting and managing a designated territory to maximize revenue growthThe ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organizationA data-driven sales approach that informs your process and guidance to customersThe ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful Strong relationship management skills and the ability to manage strategic interactions with senior level managementFamiliarity of CRM software packages and proficiency with Google SuiteExcellent written and verbal communication skillsCurrent US Perks & Benefits:Employer subsidized medical/vision and dental coverage for full-time employees401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)Monthly stipend to support your work and productivityFlexible Time Away Program, plus Sick Time OffUS employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plansUS employees receive 12 paid holidays per yearUp to 24 weeks of Parental LeavePersonal paid Volunteer Day to support our communityOpportunities for professional growth and development including access to Udemy online coursesCompany Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet accountTeleworking options from any registered location in the U.S. (role specific)Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.US Base Salary Pay Range$97,500—$192,500 USDGet to Know Us:At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.Equal Opportunity Employer:Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.#LI-Remote