Commercial Account Executive

Gofractional; Sydney; Hybrid; AUD 90,000 - 120,000; Full time

Job summary

Smartsheet is seeking a Commercial Account Executive in Sydney to own a full-cycle sales process, from prospecting to renewal. You will manage a book of business, develop account plans with cross-functional teams, and drive expansion with existing customers and new logos.

Reporting to the Regional Director Growth Sales in Sydney, you will exceed quotas, maintain pipeline hygiene, conduct needs assessments, and demonstrate Smartsheet's value to customers in a fast-paced environment.

Qualifications

• 3+ years proven sales track record in a business development role.
• 2+ years in a SaaS environment.
• Experience managing customer relationships in a B2B setting.
• Experience with new business accounts and acquisition.
• Bachelor's degree or equivalent.

Responsibilities

• Achieve revenue targets by exceeding quotas through full-cycle sales.
• Develop and strategise account plans with cross-functional teams.
• Manage strategic sales motions for existing and new customers up to 500 employees.
• Conduct needs assessment calls with prospects.
• Schedule online product demonstrations.
• Collaborate with Customer Success and Renewals to ensure retention and growth.
• Proactively prospect to maintain a healthy pipeline.
• Maintain accurate forecasting and derisk forecasts with backups.
• Partner with Channel Partners on opportunities.

Skills

Sales experience

SaaS experience

B2B relationships

Territory management

CRM proficiency

Cross-sell upsell

Pipeline generation

Negotiation

Stakeholder management

Product knowledge

Education

Bachelor's degree or equivalent

Tools

CRM software

Microsoft Office

Google Workspace

Job description

Commercial Account Executive (12 month FTC)

Location: Sydney, AU

You Will:

• Achieve revenue targets by exceeding sales quotas by running a full-cycle sales process
• Develop and strategise account plans with members of other Smartsheet teams
• Manage strategic sales motions alongside transactional, high-volume opportunities with both existing customers and new business prospects, up to 500 employees
• Conduct needs assessment calls with specific prospects
• Schedule online product demonstrations
• Ensure Smartsheet's success in the retention and growth of account revenue in collaboration with Customer Success and the Renewals Team
• Partner with Customer Success to ensure customers are maximizing the value of their Smartsheet solutions and increasing adoption
• Consult with clients in defining collaboration goals, success criteria, and program strategy to ensure the customer perception of value that leads to sales renewal and expansion
• Exceed quotas using a formal understanding of Solution/Consultative Selling
• Manage your book of business for expansion and up-sell opportunities; partner and grow client relationships
• Be the subject matter expert of Smartsheet and develop in-depth knowledge of product and service offerings
• Collaborate with our network of Channel Partners on opportunities
• Proactively prospect to ensure consistent pipeline generation and maintain good pipeline hygiene
• Maintain accurate and up-to-date forecasting, and derisk forecasts with backup opportunities
• Other duties as assigned

You Have:

• 3+ years proven sales track record or quota attainment in a business development role
• 2+ years in a SaaS environment
• Experience managing customer relationships and maintaining relationships in a B2B environment
• Experience in working with new business accounts and new customer acquisition
• Sales experience in a technology-oriented field
• Must know how to use each stage in the sales cycle to promote the sale
• Work with multiple functional departments and roles to manage the customer life cycle from implementation to renewal
• Excellent ability in analyzing the opportunity for cross-sell and up-sell potential within existing books of business; maximise revenue from new business opportunities
• Strong qualifications and skills to quickly qualify and bucket transactional volume, business, and strategic key deals
• Experience in prospecting and managing a designated territory to maximize revenue growth
• Effectively investigate accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization
• You deal well with pressure; you remain optimistic and persistent, even under adversity
• You have a proactive approach to pipeline generation, prospecting, and a hunter mentality
• Manage excellent interactions both internally and externally with senior-level corporate management and multiple cross-functional teams
• Familiarity with CRM software packages and proficiency in Microsoft Office or Google Suite products
• Passion for working with new technologies and new technical concepts
• You are driven, like to be challenged, and enjoy an ever-changing environment
• Bachelor's degree or its equivalent, combination of other post-secondary education

Reporting: Regional Director Growth Sales (based in Sydney)