Enterprise Account Executive

About this role

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

Smartsheet seeks a highly accomplished Enterprise Account Executive to drive significant revenue growth within a select portfolio of large enterprise accounts (5,000+ employees) while also acquiring new customer logos. This strategic role focuses on deepening existing customer relationships and expanding Smartsheet's footprint within these key accounts. The person in this role will develop and execute comprehensive account plans, drive cross-selling opportunities, and land new departments across the enterprise, bringing a history of exceeding quota attainment and winning new customer accounts. This is a highly impactful role for a driven and results-oriented sales professional who thrives in a collaborative environment and excels at building long-term customer partnerships.

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

You Will:

• Exceed quarterly and annual software and services sales quotas by driving expansion sales within a portfolio of accounts that are in early-stage maturity with Smartsheet, demonstrating sustained mental focus and the ability to manage multiple high-value opportunities simultaneously across the sales cycle.

• Lead primary and secondary account teams by partnering with Sales Engineering, Consulting, Customer Success, Marketing, and Sales Development, coordinating cross-functional workstreams and ensuring alignment across all internal stakeholders throughout each opportunity.

• Qualify inbound leads and manage new business sales cycles from end to end, applying structured analytical thinking and independent judgement to prioritise opportunities and allocate effort effectively.

• Acquire new business for Smartsheet by selling the full suite of products, services, and solutions, including identifying and engaging new customer logos within the enterprise segment.

• Develop short- and long-term growth and renewal strategies across the customer base, planning and prioritising across a portfolio of enterprise accounts (5,000+ employees) to ensure sustainable revenue expansion.

• Execute complex, high-value, solution-based sales processes, including needs analysis, solution design, and contract negotiation, drawing on deep knowledge of SaaS business models and the competitive landscape.

• Drive revenue growth through cross-selling, upselling, and landing new departments within existing customer organisations, maintaining strong pipeline discipline and accurate sales forecasting.

• Build and maintain strong, long-term customer relationships at all levels of the organisation, including executive stakeholders, demonstrating resilience and composure when navigating complex organisational dynamics or ambiguous stakeholder environments.

• Lead and collaborate with cross-functional internal teams, providing clear direction and coordination to Sales Engineering, Consulting, Customer Success, and Marketing colleagues in support of account objectives.

• Accurately forecast sales opportunities and track key performance indicators using Salesforce and other sales productivity tools, maintaining rigorous documentation, data integrity, and reporting standards within the CRM.

• Manage sensitive customer and commercial information with appropriate confidentiality, ensuring data handling practices align with internal governance and applicable regulations.

• Operate standard computer and keyboard equipment in a hybrid office and remote environment as required to fulfil the responsibilities of the role.

• Champion Smartsheet's values and contribute to a positive, inclusive, and collaborative team culture.

• Perform other duties as assigned.

You Have:

• Five or more years of successful enterprise software sales experience, with a proven track record of exceeding quotas and closing large, strategic deals — reflecting deep professional knowledge of enterprise sales dynamics and SaaS go-to-market models.

• A bachelor's degree or equivalent professional experience demonstrating the educational foundation and expertise required to operate effectively in complex, consultative enterprise sales environments.

• Demonstrated experience using MEDDICC and solution selling methodologies, applying structured frameworks to qualify, advance, and close high-value opportunities.

• Strong analytical and problem-solving skills, with the ability to diagnose customer challenges, evaluate complex situations independently, and develop tailored solution approaches that align Smartsheet's capabilities with customer outcomes.

• Proven ability to plan, prioritise, and manage multiple strategic accounts simultaneously, maintaining clarity on short- and long-term objectives across a diverse portfolio and adapting plans as circumstances evolve.

• Excellent communication, presentation, and interpersonal skills in both German and English, with the ability to engage credibly and persuasively across all levels of a customer organisation, from operational teams to executive leadership.

• Demonstrated experience building and maintaining strong, long-term relationships at the executive level within large enterprise accounts, including navigating complex stakeholder landscapes with professionalism and cultural sensitivity.

• Proven ability to lead and collaborate with cross-functional internal teams, mentoring colleagues where appropriate and coordinating effectively across peer functions to deliver a cohesive cust

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