Professional Services Business Development Director

Smartsheet; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Private Medical and Dental

Pension contributions

Productivity stipend

25 days holiday + holidays + flexible

Maternity/Paternity Leave

Volunteer day

Udemy courses

Smartsheet account

Remote/teleworking UK

Job summary

Smartsheet is seeking an experienced Professional Services Business Development Director to join the Professional Services Sales team in the UK. You will oversee end-to-end services opportunities, forecast bookings, and collaborate with Account Executives on solution sales across software licensing and services.

You will lead negotiations on pricing for custom SOWs, drive a robust services pipeline, and ensure smooth post-sales delivery with PS resources.

Qualifications

• 5+ years with £3M+ annual services bookings quota for Enterprise customers
• Excellent verbal and written communication skills including discovery, solution positioning, business justification and closing techniques
• Experience leading outbound services pipeline generation and SaaS background

Responsibilities

• Forecast professional services bookings monthly and quarterly
• Manage pipeline hygiene in Salesforce and Clari including stages, value and next steps
• Lead solution proposals and negotiate pricing for custom SOWs and packaged services
• Oversee transition to Professional Services Delivery after sale
• Develop new business and expansion services through tailored outbound campaigns
• Coordinate technical scoping with Solutions Engineers/Solutions Architects/Consultants

Skills

Excellent communication

Outbound sales

AI workflows

SaaS experience

Travel up to 25%

London office 1–2 days

Education

BS degree or equivalent

Tools

Salesforce

Clari

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 looking for an experienced individual contributor, Professional Services Business Development Director to join the Professional Services Sales team.

As a Client Services Director, you will have a professional services bookings target, responsible for selling Smartsheet’s portfolio of PS offerings to help accelerate customer’s adoption of the Smartsheet platform across a variety of intelligent work management solutions. You will be a sales overlay across two Enterprise Sales teams made up of approximately 10-15 territories in the EMEA region. You will manage the end-to-end sales process of services-only opportunities and collaborate closely with Account Executives on solution sales opportunities involving software licensing and services.

This role reports to the Director of Professional Services Sales and Customer Outcomes in the EMEA region.

You Will

• Understand Smartsheet’s evolving portfolio of professional services offerings and capabilities and how these map to different Solution use cases and Customer / Team maturity levels
• Create services-specific territory plans outlining priority accounts, big bets, and stakeholder relationship maps that will contribute into Account Executives’ overall account and territory plans
• Accurately forecast professional services monthly and quarterly bookings for your aligned territories
• Diligently manage pipeline hygiene in Salesforce and Clari, ensuring opportunity stage, value, close date, MEDDIC fields, and next steps notes
• Develop new business and follow-on expansion services pipeline through tailored outbound campaigns
• Triage and oversee a smooth and effective technical scoping portion of the sales process, which will be executed by Solutions Engineers, Solutions Architects, and/or Solutions Consultants
• Lead the presentation of Solution proposals with experience landing compelling value propositions at multiple levels of a Customer organization: individual contributor, manager, executive
• Lead negotiations on pricing and other terms for custom SOWs and packaged services
• Oversee a smooth and effective transition post sales to the Professional Services Delivery resources assigned to the projects sold
• Monitor projects during delivery, keeping relationships active with key Customer stakeholders, ready to assist with any risk, issue, escalation resolution or follow-on opportunity identification and execution
• Perform other duties as assigned

You Have

• 5+ years of experience carrying a £3M+ annual services bookings quota for Enterprise (>5k employee) customers, frequently closing Professional Services opportunities >£100K
• Excellent verbal and written communication skills including needs analysis discovery, solution positioning, business justification, and proven closing techniques
• Experience leading effective outbound services pipeline generation motions
• Eagerness to utilize AI workflows and tooling to scale impact
• Prior experience working in SaaS
• Ability to travel, as needed, up to 25%
• Ability to be in the London office at least 1 day per week, preferably 2-3 days per week
• BS degree or equivalent
• Legally eligible to work in the UK on an ongoing basis

Perks & Benefits

• Employer-paid Private Medical and Dental, additional cost for family members
• Monthly contributions toward your pension
• Monthly stipend to support your work and productivity
• 25 days paid for Holiday + Bank Holidays + Flexible Time Away Program
• 20 weeks fully paid Maternity Leave
• 12 weeks fully paid Paternity/Adoption Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to Udemy online courses
• Company Funded Perks including a counseling membership, salary sacrifice options, and your own personal Smartsheet account.
• Teleworking options from any registered location in the UK (role specific)

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.