Vice President, Commercial Sales
Smartsheet is a tech company with a human story to tell. We’re here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions, using simple no-code tools. We’re revolutionaries – so for us changing the way the world works is all in a day’s work.
Smartsheet is looking for a proven enterprise SaaS sales leader to develop and scale the Commercial SMB/MM Sales team. You will be responsible for leading all US SMB (50-200 employee size) and MM (201-2000 employee size) teams. You will continue to refine the sales strategy to accelerate growth across a defined number of high-growth accounts. Leading the efforts of creating account strategies, refining sales plays, expanding executive relationships, incorporating the customer journey and selling high value solutions are essential success factors of this role. These elements need to be synthesized into a cohesive strategy that supports accelerating growth in software and services bookings.
You have a proven track record of consistently exceeding sales goals with solid leadership, tenacity, great attitude, accountability, high energy, integrity, and discipline. As a leader on this team, you will play a crucial role in making Smartsheet the Collaborative Work Management market leader across accounts up to 2,000 in employee size.
You will report to the SVP of Sales and be based in the US.
You Will:
- Recruit, hire and develop a high performing SaaS sales team, including Directors, Managers and Expansion Account Executives
- Develop and lead the plan to significantly increase the number of Smartsheet senior executive relationships with C-level executives
- Develop trust-based relationships with leaders across the business, including Product & Engineering, Marketing, Finance, Operations, Sales Engineering and Customer Excellence
- Develop pricing/packaging and product competences in order to play leadership role in structuring, pursuing and winning large, complex deals
- Successfully develop and execute across all disciplines of sales management, including Account/Territory/Opportunity planning, sales methodology execution, forecasting and professional development
- Be a coach to Directors in the execution of a solution-based sales process encompassing multiple groups within accounts up to 2,000 in employee size
- Proactively identify and address issues that inhibit growth in Commercial Sales
- Actively use our core applications to manage business, including Smartsheet, Salesforce.com, Tableau, LinkedIn, DiscoverOrg and others
You Have:
- Demonstrated track record of exceeding sales objectives leading enterprise SaaS sales teams by winning new business and driving substantial growth in accounts up to 2,000 in employee size.
- Proven ability to drive sales teams in executing land and expand sales strategies to predictably expand accounts, culminating in being chosen as a standard
- Product Led Sales and Value Led Sales experience
- Multi-persona, Multi-use case platform selling experience
- Demonstrated competence in effectively engaging and developing value based relationships with C-level executives
- Minimum of 7 years experience in leadership, including second line management, leading strategic software, preferably Commercial Sales SaaS, teams. Third line management preferred.
- 10+ years of experience in the software industry with recent enterprise SaaS experience, preferably on the business applications side (selling to sales, marketing, HR, finance, manufacturing and the PMO)
- Excellent interpersonal skills and the ability to multitask, work cross-functionally within the organization, and thrive in a collaborative environment
- Demonstrated sales methodologies (e.g. MEDDIC)
- Experience working in a fast-paced, high growth software company where change is a constant
- Smartsheet, Salesforce.com, Google Apps, Tableau skills
- Bachelors (BA/BS) degree required, MBA preferred
US Perks & Benefits:
- HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
- Stock - 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.
US Pay Range
$180,000 - $250,000 USD
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 (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, and Japan. 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.
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