Account Executive - Government Accounts

Smartsheet; Sydney; On-site; AUD 150,000 - 190,000; Full time

Job summary

Smartsheet is expanding in ANZ and seeks an accomplished Account Executive to win new government customers across Australia and New Zealand. You will engage with government decision-makers to understand procurement needs and map Smartsheet's platform to public sector priorities.

Reporting to the Regional Director, you will lead end-to-end sales campaigns, respond to RFPs, and build licensing proposals for multi-year agency-wide agreements, while aligning with procurement frameworks and

Qualifications

• 7+ years of complex enterprise SaaS sales experience.
• Proven track record selling to government organisations.
• Experience engaging with senior stakeholders and executives.
• Experience building licensing and contract proposals for multi-year deals.
• Understanding of procurement, compliance, and governance in the public sector.

Responsibilities

• Sell Smartsheet solutions to government decision-makers.
• Present to senior executives across state and federal agencies.
• Run end-to-end persona-based new business campaigns.
• Qualify inbound and outbound opportunities using MEDDICC.
• Develop and execute a go-to-market strategy for the government vertical.
• Manage records in Salesforce and run structured campaigns in Outreach.
• Exceed quarterly sales targets and outbound KPIs.
• Collaborate with solution engineers and customer success teams.

Skills

Enterprise SaaS sales

Government sector sales

Stakeholder management

RFP/RFI responses

MEDDICC methodology

Tools

Salesforce

Outreach

Job description

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 entering a new phase of growth in the ANZ region after five highly successful years on the ground in Australia. To accelerate our momentum, we are seeking an accomplished Account Executive to focus on acquiring new government customers across Australian and New Zealand government organisations.

As a key contributor to our ANZ team, you will leverage your expertise to help government organisations streamline their processes, drive operational efficiency, and achieve their strategic goals using Smartsheet’s powerful platform. Reporting to the Regional Director, you will have a pivotal role in delivering transformative outcomes to public sector agencies.

You Will:

• Sell Smartsheet solutions to government decision-makers, developing a deep understanding of public sector challenges, compliance needs, and technology trends.
• Become an expert in Smartsheet’s features, benefits, and applications, tailoring them to meet government requirements, including those related to procurement and digital transformation initiatives.
• Confidently present to senior executives across state and federal agencies, aligning Smartsheet solutions with their objectives to improve transparency, collaboration, and service delivery.
• Run end-to-end persona-based new business sales campaigns targeting appropriate organisations, across all levels of government.
• Qualify inbound leads and proactively engage in outbound outreach aligned to MEDDICC methodology, ensuring robust discovery and qualification of government opportunities.
• Develop and execute a go-to-market strategy for our government business, not only creating detailed account & territory plans that address agency-specific needs, but assisting in building out the overall government GTM.
• Drive complex, value-based sales processes, aligning Smartsheet’s platform with government strategic goals and ensuring compliance with procurement frameworks.
• Build strong relationships with procurement teams, responding effectively to RFPs and creating compelling multi-year licensing proposals for agency-wide agreements.
• Maintain accurate and up-to-date records via Salesforce, running structured campaigns in Outreach.
• Exceed quarterly sales targets and meet outbound KPIs.
• Attend industry events and government-specific workshops to build relationships and strengthen Smartsheet’s presence in the public sector.
• Collaborate with solution engineers and customer success teams to deliver exceptional outcomes for government clients.

You Have:

• Ideally 7+ years of experience and proven sales track record in complex enterprise SaaS environment
• Experience selling solutions to government organisations, including familiarity with public procurement processes.
• Expertise in engaging with senior stakeholders, with a proven track record of delivering value-driven solutions.
• A background in building complex licensing and contractual proposals for large-scale, multi-year government agreements.
• A solid understanding of compliance, security, and governance requirements for public sector customers.
• Proven ability to respond to RFPs and RFIs with clear and compelling proposals.
• A value-based sales approach focused on addressing inefficient government processes and driving impactful outcomes.
• High energy, resilience, and a collaborative mindset in a competitive environment.
• Strong prospecting, planning, and territory management skills to maximise revenue growth in the government sector.
• Passion for working with innovative technologies to solve challenges.

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.