Enterprise Account Executive - State/Local Government (PNW)

Smartsheet; Sacramento (CA); Remote; USD 121,000 - 193,000; Full time

Benefits offered by this job

Medical/dental coverage

401k match

Paid holidays

Parental leave

Volunteer day

Udemy access

Teleworking options

Job summary

Smartsheet is seeking an Enterprise Account Executive for State/Local Government to cover WA, OR, ID, MT, WY, ND and SD. This role requires you to be in market and reports directly to the Regional Director, Enterprise - SLED.

You will navigate government procurement cycles, respond to RFPs and RFQs, develop relationships with state and local agency decision-makers, and drive revenue through a full sales cycle with cross‑functional teams to exceed quotas.

Qualifications

• 7+ years of full cycle sales experience in a tech/SaaS environment.
• Experience selling to State and Local Government agencies.
• Proven ability to exceed quotas and manage strategic relationships.
• Strong written and verbal communication skills.

Responsibilities

• Navigate government procurement cycles and respond to RFPs/RFQs.
• Develop relationships with state and local government decision-makers.
• Drive revenue through a full sales cycle with cross-functional teams.
• Exceed software and services quotas.
• Forecast and manage pipeline using CRM data.
• Collaborate with Sales Engineers and Customer Success teams.

Skills

Full cycle sales

SaaS experience

Relationship management

Territory planning

Tools

CRM software

Google Workspace

Job description

Enterprise Account Executive - State/Local Government (PNW)

San Francisco, CA, USA

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 anEnterprise Account Executive. You will have a history of performance in quota attainment and developing customer accounts within the State / Local Government sector.

This role will cover Washington (WA), Oregon (OR), Idaho (ID), Montana (MT), Wyoming (WY), North Dakota (ND) and South Dakota (SD) and requires you to be in market. You will report directly to our Regional Director, Enterprise - SLED.

You Will:

• Navigate complex government procurement processes and cycles
• Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)
• Develop relationships with key decision-makers in State and Local Government agencies
• Stay up-to-date on government regulations and compliance requirements related to software procurement
• Tailor sales presentations and proposals to address the specific needs and challenges of State and Local Government
• Exceed software and services sales quotas
• Execute a solution-based sales process encompassing multiple groups within accounts with 2k-10k 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 agencies 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.
• Ideal candidate will be based in Washington or Oregon
• Experience selling to State and Local Government agencies
• Experience maintaining customer relationships and maintaining relationships in a B2B environment
• 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
• 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
• 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

$121,250 - $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.