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Enterprise Account Executive

2 weeks ago

Melbourne, Victoria, Australia Smartsheet Full time $90,000 - $120,000 per year

Smartsheet is moving into its new phase of growth in region after 5 extremely successful years having boots on the ground in Australia. To significantly accelerate our growth, we are looking for an accomplished Enterprise Account Executive. This role will focus on a combination of acquiring new customers and expanding existing accounts.

You will be based in Sydney or Melbourne and will report to the Regional Director, Enterprise.

You Will:

  • Be selling to industry project management experts, therefore it's crucial to be dedicated and fanatical about learning the industry trends and competitor landscape
  • Be the subject matter expert in the features, benefits and application of Smartsheet's products and solutions.
  • Have confidence presenting to Senior level executives within Large Enterprise organisations.
  • Qualify inbound leads while running end to end industry verticalised and persona based new business sales outreach campaigns, to companies over 5000 employees
  • Be confident in MEDDICC and have a deep discovery and qualification passion.
  • Drive complex value driven sales motions aligned to prospects strategic goals
  • Be expected to develop your own GTM target account strategy within your assigned territory.
  • Maintain accurate and up-to-date records via SalesForce, run consistent outbound campaigns in Outreach.
  • Exceed quarterly sales targets and work to assigned outbound KPIs
  • Schedule online product demonstrations
  • Develop and maintain structured and comprehensive target account plans
  • Attend industry relevant events and workshops
  • Ensure customer success in maximizing the value of Smartsheet solutions
  • Sell top down and through mid layer management due to the product application and flexibility
  • Enjoy working in a sales focussed environment where team work and competition is encouraged.

You Have:

  • 7 Extensive experience selling complex SAAS solutions to enterprise customers.
  • Experience presenting to senior stakeholders in enterprise customers
  • A background in building complex licensing and contractual proposals for multi year enterprise wide agreements.
  • Be accomplished working with RFP responses and be a clear communicator
  • A value based sales process built around solving complex inefficient enterprise processes.
  • A start up attitude and a resilience working in a competitive space.
  • A genuine hunger for the chase and customer acquisition.
  • Experience working with solution engineering teams, customer success and running sales motions as a team.
  • High energy and activity
  • Experience prospecting, planning and managing a designated territory to maximize revenue growth
  • Ability to ask for help when required - Sales is a team sport
  • Passion for working with new technologies and new technical concepts
  • Experience selling to project management personas is a plus Confidence in presenting to IT personas is a must.