Strategic 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 is looking for a Strategic Account Executive to join our EMEA organisation. This role is responsible for increasing software and services sales by expanding existing customers' adoption alongside targeting new logo acquisition. This is an exciting opportunity to help build out a strategically important vertical for Smartsheet.

This role is based at Smartsheet in Munich, Germany (hybrid eligible) and reports to the Senior Regional Director, Large Enterprise - EMEA.

You Will:

• Exceed quarterly and annual software and services sales quotas, bringing a results-oriented mindset and sustained focus to pipeline development, territory planning, account planning, and deal execution across a large and diverse portfolio of opportunities.

• Lead primary and secondary account teams by partnering collaboratively with Solution Engineering, Consulting, Customer Success, Customer Outcomes, Marketing, and Sales Development, exercising strong interpersonal and communication skills to align internal stakeholders around shared goals.

• Develop short and long-term growth and renewal strategies across the customer base, applying structured planning and organisational skills to manage multiple accounts and workstreams simultaneously without loss of quality or momentum.

• Balance tactical execution while targeting complex, high-value solution-based deals, maintaining mental focus across concurrent strategic priorities and demonstrating sound independent judgement when navigating competing demands.

• Proactively develop unsolicited proposals that align with customer initiatives, positioning Smartsheet as an enterprise software solution provider through analytical thinking, deep product knowledge, and creative problem-solving.

• Accurately forecast sales opportunities while tracking and applying critical metrics that predict sales success, handling commercially sensitive pipeline data and internal reporting with appropriate confidentiality and precision.

• Engage with senior line-of-business leaders, IT executives, and operational managers within Enterprise organisations, communicating complex solution concepts clearly and adapting approach to varied audiences and organisational cultures.

• Develop and execute go-to-market strategies, including direct and partner-led sales motions, drawing on planning skills, market insight, and cross-functional collaboration to identify and capture new logo opportunities.

• Operate with high accountability and integrity, working through ambiguity and translating complexity into clarity for customers, internal teams, and leadership, while maintaining composure and resilience under pressure.

• Maintain awareness of budget cycles, commercial priorities, and financial considerations within target accounts, enabling commercially informed conversations with economic buyers and contributing to accurate revenue forecasting.

• Work within a hybrid environment from Munich, Germany, performing standard computer and keyboard use consistent with extended screen-based work, and travelling to customer sites and internal meetings as the role requires.

• Perform other duties as assigned.

You Have:

• 5 or more years of experience selling enterprise software or services, demonstrating depth of knowledge across complex solution sales cycles and the enterprise buying landscape.

• Fluency in English and German, with the ability to communicate persuasively, build rapport, and lead nuanced commercial conversations with senior stakeholders across cultures and organisational levels.

• A demonstrable track record of exceeding assigned quotas, with a results-oriented approach to performance and a continuous improvement mindset that drives both personal and team development.

• Proven ability to manage a large and diverse pipeline of sales opportunities, balancing competing priorities across accounts, geographies, and deal stages through disciplined planning and organisational skills.

• Comfort performing standard sedentary work involving extended screen use, including use of CRM platforms, productivity tools, presentation software, and video conferencing systems in a hybrid office and remote setting.

• Experience providing leadership within account teams and cross-functional groups, leveraging collective strengths, contributing vision, and aligning colleagues around shared commercial objectives without requiring formal authority.

• Proficiency with enterprise software platforms, CRM systems, sales enablement tools, and the broader ecosystem of solutions used to manage territory, accounts, deals, and partner relationships.

• Demonstrated ability to handle sensitive commercial, customer, and pipeline information with discretion, producing accurate forecasts, account documentation, and strategic reports for internal and leadership audiences.

• Awareness of customer budget cycles and financial decision-making processes, enabling effective engagement with economic buyers; this role does not carry direct financial management responsibility but requires commercial acumen in influencing customer investment decisions.

• The cognitive capacity to sustain concentration across complex, multi-stakeholder sales processes, managing simultaneous workstreams, synthesising ambiguous information, and maintaining high-quality output under competing deadlines.

• Resilience, adaptability, and emotional steadiness when navigating change, ambiguity, or high-pressure commerci

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