企业客户经理 - 扩张
Enterprise Account Executive-Expansion
超过20年，Smartsheet 一直赋能团队无缝管理任务并更智能地扩展解决方案。现在，在我们最具雄心的篇章中，我们正在将人类团队与AI代理结合。通过协调代理擅长的工作，自动化手动任务，并在大规模中发现洞察，我们为人们腾出空间，专注于真正重要的事情：判断力、创造力和大想法。这就是工作中的魔法，也是我们每天全力以赴的原因。
Smartsheet 正在寻找变革者加入我们的大型企业组织，担任**企业客户经理**一职。你将负责提升软件销售并推动所辖区域客户的增长。你将充满动力、热情且善于把握机会。你将是企业销售团队中积极主动且充满好奇心的一员，能在客户意识到需求或差距之前，发现他们的增长机会。
这个远程职位属于位于美国的大型企业销售组织，向西海岸企业销售区域总监汇报。
**你将：**
- 建立并管理销售管道，以满足你在所辖业务范围（垂直行业包括高科技、半导体、医疗生命科学、金融服务业、零售）内的软件和服务销售配额
- 执行基于解决方案的销售流程，涵盖企业客户内部的多个团队或相当于15,000名员工以上规模的客户
- 管理大型企业客户中IT部门和业务单元的战略续约
- 分析现有客户中高价值需求，主动挖掘跨多个部门和业务线的空白市场机会
- 利用现有关系，将 Smartsheet 的影响力扩展到客户账户的其他部门，并在续约期间推动收入或增长
- 清晰阐述并展示 Smartsheet 独特的组织解决方案和功能价值
- 协调与销售工程师、解决方案顾问、销售发展和客户成功团队的合作，支持完整的销售周期并完成交易
- 为战略解决方案交易创建并维护联合行动计划
- 在 Salesforce 中保持准确和最新的记录，使用 MEDDICC 资格评估指南进行准确预测
- 利用现有的销售支持工具，成功实施区域计划。通过深入的账户研究，使用内部工具以及外部客户相关资源识别顶级客户
查看英文原文
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 change agents to join our Large Enterprise Organization as an **Enterprise 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 enterprise sales team, identifying growth opportunities for clients before they identify a need or gap for themselves.
This remote role is part of the Large Enterprise Sales Organization based in the US and reports to a Regional Director, West Coast Enterprise Sales
**You Will:**
- Build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business (Verticals High Tech, Semiconductor, Healthcare Life Sciences, Finserve, Retail)
- Execute a solution-based sales process encompassing multiple groups within Enterprise Accounts or equivalent to 15k+ employee size
- Manage strategic renewals with IT and the Business Units within Large Enterprise Accounts
- Develop and prospect whitespace 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 into other departments within the account and drive revenue or growth during renewals
- Articulate and demonstrate Smartsheet's unique organizational solutions and functional value
- Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development 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:**
- 7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field. SaaS is highly preferred.
- 3+ years experience working with Enterprise level accounts (>10,000 employee size)
- 3+ years of experience maintaining customer relationships and maintaining relationships in a B2B environment
- Experience prospecting and managing a designated territory to maximize revenue growth
- The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
- A data-driven sales approach that informs your process and guidance to customers
- Ability to manage strategic interactions with senior level management
- Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics and gain territory insights
- Using AI to help you tell a story - early wins with tools like Claude, ChatGpt, Gemini
- Passion for working with new technologies and technical concepts
- Bachelor's degree or the equivalent combination of other post-secondary education
**Current US Perks & Benefits:**
- Employer subsidized medical/vision and dental coverage for full-time employees
- 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 Sick Time Off
- 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._
US Base Salary Pay Range
$115,000—$130,000 USD
**Get 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.
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