Account Executive, Expansion - Mid Market

Smartsheet is seeking change agents to join our Commercial Sales Team as an Account Executive. You will be responsible for increasing software sales and driving expansion across a territory of accounts. You will be motivated, passionate, and opportunistic. You will be a proactive and curious member of the commercial sales team, identifying growth opportunities for clients before they identify a need or gap for themselves.

This remote role is part of the Commercial Sales team based in the US and reports a Manager, Commercial Sales.

You Will:

  • Build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business
  • Execute a solution-based sales process encompassing multiple groups within MM or equivalent mature accounts (200-2,000 employee size)
  • Develop new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and lines of business
  • Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals
  • Expand Smartsheet brand awareness at the c-suite, operational and team level
  • Facilitate and manage partnerships with Sales Engineers, Solutions Consultants and Customer Success teams to support full sales cycle and close business
  • Create and maintain Joint Engagement Plans for strategic solution deals
  • Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast
  • Utilize existing sales enablement tools to successfully implement a territory plan. Identifying top accounts through in-depth account research using internal tools as well as external customer-related resources Smartsheet footprint can add value to the client's business

You Have:

  • 5+ years of SaaS full cycle sales experience exceeding quota working in SMB accounts
  • 3+ years of experience managing customer relationships and maintaining relationships in a B2B environment
  • A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle
  • 3+ years of experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal
  • The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
  • Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics and gain territory insights
  • Passion for working with new technologies and technical concepts
  • Bachelor's degree or the equivalent combination of other post-secondary education

Perks & Benefits:

  • HSA, 100% employer-paid premiums, or buy-up medical/vision and dental coverage options for full-time employees
  • Equity - Restricted Stock Units (RSUs) for eligible roles
  • Lucrative Employee Stock Purchase Program (15% discount)
  • 401k 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 productivity
  • Flexible Time Away Program, plus Incidental Sick Leave
  • US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
  • US employees receive 12 paid holidays per year
  • Up to 24 weeks of Parental Leave
  • Personal paid Volunteer Day to support our community
  • Opportunities for professional growth and development including access to Udemy online courses
  • Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account

Teleworking 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 and some roles may be eligible for a RSU stock grant upon accepted offer.
California & New York: $81,000 - $92,000
All other US States: $75,000 - $85,000 


Get to Know Us:

At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us


Equal Opportunity Employer:

Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Australia, Japan, Costa Rica, and Germany. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.



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Commercial Sales

Job Location

Boston, MA, USA

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