Commercial Account Executive - Growth

About this role

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 seeks a highly motivated and results-oriented Commercial Account Executive to drive significant revenue growth within a designated geographic region within the Commercial segment (0–500 employees). This role is responsible for expanding existing customer relationships across the entire portfolio of accounts within the assigned geography, developing and executing strategic account plans, driving cross-selling and upselling opportunities, and ensuring swift customer adoption of Smartsheet solutions. Success in this position requires a strong understanding of local market dynamics, the ability to build and maintain strong customer relationships, and a proven track record of achieving sales targets within a defined geographic territory.

This role is based at Smartsheet in Munich, Germany (hybrid eligible) and reports to a Regional Director, DACH Sales.

You Will:

• Build and manage a sales pipeline to meet and exceed software and services sales quotas within the assigned book of business, applying rigorous planning and prioritisation to balance strategic accounts with high-volume transactional opportunities across multiple workstreams simultaneously.

• Manage and close complex sales cycles — including needs analysis, solution design, and contract negotiation — utilising solution selling and the MEDDICC framework, exercising independent judgement to assess deal risk and determine the most effective path to close.

• Develop and execute strategic account plans for a defined set of key accounts in the Commercial segment (0–500 employees), drawing on a deep knowledge of SaaS business models, competitive landscapes, and customer business drivers.

• Run high-quality discovery sessions, aligning with customers on business drivers and strategic objectives to create evaluation plans with clear timelines that drive urgency, demonstrating strong active listening, questioning technique, and interpersonal engagement.

• Develop and maintain strong relationships with local channel partners to identify and pursue new opportunities, managing those relationships with professionalism and transparency.

• Stay abreast of local market trends, competitive landscapes, and business dynamics within the assigned geographic region, synthesising market intelligence into actionable insights that inform account strategy.

• Manage strategic sales motions alongside transactional, high-volume opportunities, sustaining concentration and quality of execution across a varied and demanding workload.

• Develop new business opportunities within existing customers by analysing and proactively targeting high-value needs across multiple departments and lines of business, applying analytical thinking to identify where Smartsheet solutions create the greatest measurable impact.

• Leverage existing relationships to expand Smartsheet's footprint and drive revenue growth during renewals, navigating complex stakeholder environments with resilience and adaptability.

• Expand Smartsheet brand awareness at the C-suite, operational, and team level through confident, tailored communication and executive-level engagement.

• Consult with clients in defining business objectives, success criteria, and programme strategy to ensure a strong perception of value that leads to renewal and expansion, managing competing priorities and timelines under pressure.

• Lead and collaborate with cross-functional teams — including Sales Engineering, Consulting, Customer Success, Marketing, and Sales Development — to achieve sales objectives, contributing to a psychologically safe and inclusive team environment.

• Accurately forecast sales opportunities and track key performance indicators (KPIs) to measure success, maintaining rigorous documentation and data integrity within reporting systems.

• Leverage Smartsheet and other sales productivity tools — including Salesforce, Clari, Outreach, and Tableau — to manage accounts, track progress, and increase efficiency, taking ownership of the platforms and infrastructure that underpin the role's effectiveness.

• Carry out standard computer and keyboard use in a hybrid office and remote environment as part of day-to-day responsibilities.

• Perform other duties as assigned.

You Have:

• 2+ years of successful SaaS sales experience with a proven track record of exceeding quotas in the Commercial segment, demonstrating the depth of expertise and professional knowledge required to operate independently in a complex, fast-moving sales environment.

• Fluency in both English and German, with the ability to communicate, present, and negotiate with confidence and clarity across all stakeholder levels — from operational teams to C-suite executives — in both languages.

• Demonstrated experience building and maintaining strong, long-term customer relationships within the Commercial segment, including the interpersonal skill and emotional intelligence to sustain trust through complex sales cycles and periods of change.

• Proven ability to drive cross-selling and upselling opportunities within existing accounts, identifying needs across multiple departments and translating them into compelling, tailored commercial proposals.

• Experience with solution selling and the MEDDICC framework, including the ability to apply these methodologies with discipline and adaptability across varied deal sizes and complexity levels.

• Strong understanding of SaaS business models and the competitive landscape in the Commercial segment, with the capacity to translate that kno

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