Account Executive - Mid Market (DACH)

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’s DACH GTM team is expanding and is looking for experienced sales professionals to join as a DACH Mid Market (Mittelstand bis 2000 Mitarbeiter) Account Manager. You will have a history of top performance in quota attainment and in developing Mid Market accounts. This is a unique and career defining opportunity to be a contributor in a hyper-growth market for the CWM category leader.

This role is part of the Commercial Sales team and is based in Munich, Germany (hybrid, remote also eligible) and reports to a Manager, Commercial Sales.

You Will:

• Build and manage a sales pipeline to meet and exceed software sales quotas within your book of business
• Execute a solution-based sales process encompassing multiple groups within Mid Market accounts (200 – 2,000 employee size) headquartered in the DACH region
• Run full end to end sales cycles including developing and strategising account plans, coordinating members of cross-functional Smartsheet teams and partners and deliver impactful product demonstrations
• Conduct high quality discovery, aligning with customers on business drivers and strategic objectives to create an evaluation plan that has clear timelines and drives urgency
• Manage solution sales motions alongside transactional, high-volume opportunities
• Develop new business opportunities within existing customers by analysing and proactively targeting high-value needs across multiple departments and lines of business
• Leverage existing customer relationships to expand Smartsheet’s footprint and drive revenue or growth during renewals
• Manage relationships with Smartsheet partners to expand Smartsheet’s footprint within the DACH region
• Expand Smartsheet brand awareness across all levels
• Consult with clients in defining business objectives, success criteria and program strategy to ensure the customer perception of value that leads to sales renewal and expansion
• Perform other duties as assigned

You Have:

• At least 3 years of SaaS B2B full cycle sales experience exceeding quota working in a Mid Market role within DACH
• Fluency in English is required
• A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle
• 3+ years of experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal
• The ability to research accounts within an existing book of business to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organisation
• Experience working with implementation partners and resellers in DACH
• Experience using CRM, Sales Engagement and BI software (Salesforce, Clari, Outreach, Chorus and Tableau) to track daily activities, key metrics and gain territory insights
• Experience with MEDDICC as a qualification framework as part of a company’s sales process
• Experience with Value Selling or GAP Selling strongly preferred
• Legally eligible to work in Germany on an ongoing basis
• Passion for working with new technologies and the latest sales best practices
• Knowledge of Portfolio & Project Management (PPM), Digital Transformation or Creation Operations a plus

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, Japan, and Bulgaria. 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.

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