Enterprise Account Executive - EDU

Smartsheet; Washington (District of Columbia); On-site; USD 97,500 - 192,500; Full time

Benefits offered by this job

Health coverage (medical/vision/dental

401k match

Monthly productivity stipend

Flexible time away

Life, short- and long-term disability

Holidays and parental leave

Volunteer day

Udemy courses access

Smartsheet perks and discounts

Teleworking options

Job summary

Smartsheet is seeking an Enterprise Account Executive to drive quota-attainment in the Higher Education sector across Virginia, Maryland, and Washington D.C. You will manage complex, multi-department enterprise opportunities in SaaS, collaborating with CIOs, IT directors, and procurement officers.

In-market travel is expected to engage key stakeholders and close strategic deals. You will leverage your experience in enterprise software sales and a data-driven approach to forecast, build

Qualifications

• 7+ years of full cycle sales experience in a technology oriented field; SaaS preferred.
• Proven track record selling into state/local governments, K-12 or higher education.
• Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR).
• Maintains relationships in a B2B environment.
• Ability to travel within the assigned region as needed.
• Experience prospecting and managing a designated territory to maximize revenue growth.
• Data-driven sales approach guiding customer decisions.
• Ability to work under pressure with strong work ethic and self-direction.
• Strong relationship management with senior-level executives.
• CRM familiarity and Google Suite proficiency.
• Excellent written and verbal communication skills.

Responsibilities

• Navigate complex Higher Education and School District procurement processes.
• Identify and engage key stakeholders at colleges and universities.
• Travel to key customers for executive presentations and events.
• Respond to RFPs/RFQs and manage the procurement process.
• Build relationships with CIOs, IT Directors, and Procurement Officers.
• Tailor proposals to address higher education needs.
• Maintain expertise in enterprise technology solutions (cloud, cybersecurity, SaaS).
• Lead multi-group sales cycles within accounts with 5k-20k+ employees.
• Develop opportunities within existing customers and cross-sell across departments.
• Collaborate with Sales Engineers, Solutions Consultants, and Customer Success teams to close deals.

Skills

Full cycle SaaS sales

Higher education sales

RFPs & procurement

Stakeholder management

CRM proficiency

Google Workspace

Travel readiness

Executive engagement

Tools

CRM software

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 seeking an experienced sales professional to join our team as an Enterprise Account Executive. You will have a history of performance in quota attainment and developing customer accounts within the Higher Education sector.

This role will cover Virginia, Maryland and Washington D.C. and requires you to be in market. You will report directly to our Regional Director, Enterprise - SLED.

You will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators. This role requires a strategic approach to sales, a consultative selling style, and the ability to navigate complex procurement processes.

You Will

• Navigate complex Higher Education and School District procurement processes and cycles
• Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams
• Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter
• Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)
• Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholders
• Apply industry knowledge and research
• Travel onsite to key customers for executive presentations, user group presentations, and industry specific events
• Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts
• Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformation
• Execute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ employees
• Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high‑value needs across multiple departments and agencies
• Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments and drive revenue or growth during renewals
• Articulate and demonstrate Smartsheet's unique organizational solutions and functional value
• Build executive awareness, sales pipeline and bookings growth within your territory
• Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to manage full sales cycle and close business
• Develop tailored proposals based on customers desired outcomes
• Use sales enablement tools to identify business need and personalize approach as to how Smartsheet can add value to the customer’s business
• Track and utilize key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platform
• Work with multiple functional departments and roles to manage customer life cycle from pre‑sale to renewal

You Have

• 7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field. SaaS is highly preferred but not required.
• Proven track record of success selling into state and local governments, K‑12, or higher education institutions.
• Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.).
• Experience maintaining customer relationships and maintaining relationships in a B2B environment
• Ability to travel as needed within the assigned region
• Experience prospecting and managing a designated territory to maximize revenue growth
• The ability to research accounts to uncover opportunities for up‑sell within existing plans, and multi‑thread opportunities across the organization
• A data‑driven sales approach that informs your process and guidance to customers
• The ability to work effectively under pressure; with a strong work ethic while being self‑directed and resourceful
• Strong relationship management skills and the ability to manage strategic interactions with senior level management
• Familiarity of CRM software packages and proficiency with Google Suite
• Excellent written and verbal communication skills

Current US Perks & Benefits

• Employer subsidized medical/vision and dental coverage for full‑time employees
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Sick Time Off
• US employees are automatically covered under Smartsheet-sponsored life insurance, short‑term, and long‑term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental 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, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)

Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.

US Base Salary Pay Range

$97,500 - $192,500 USD

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.