Regional Director, Enterprise (FedGov)

Smartsheet; Washington; Remote; USD 200,000 - 250,000; Full time

Benefits offered by this job

Health insurance

401k match

Paid holidays

Parental leave

Volunteer day

Udemy courses

Remote work options

Job summary

Smartsheet is seeking an experienced Regional Director: Federal, Aerospace & Defense, and FSI’s to lead a team of Account Executives in the Washington, D.C. area.

You will build a high-velocity sales organization focused on strategic, multi-group deals within Federal Civilian and DOD agencies, A&D, and FSI accounts. You will coach, mentor, and develop new business opportunities while driving executive engagement and achieving quotas.

Qualifications

• 10+ years in software, SaaS preferred with business applications focus.
• 5–10 years in sales management delivering tools, training and support.
• Proven track record leading Federal Gov’t sales teams to exceed quotas.

Responsibilities

• Build and lead a Sales team to exceed quotas.
• Forecast sales results monthly, quarterly, and annually.
• Lead complex, solution-based sales across Federal Gov’t accounts (A&D, FSI).
• Coach AE's to build account-focused strategies and growth.
• Drive executive engagement in target accounts.
• Oversee Account/Opportunity/Relationship planning and sales methodology.
• Coordinate with Sales Eng, Consulting, CS and Marketing to close solutions.
• Identify and address issues to increase growth velocity.
• Travel as needed (30-50%).

Skills

Sales leadership

Federal Gov’t sales

Strategic selling

Team building

Forecasting

Cross-functional collaboration

Communication

Growth mindset

Education

Bachelor’s degree

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 leader to lead a team of Account Executives as a Regional Director: Federal, Aerospace & Defense, and FSI’s.

The ideal candidate will have a history of building and leading teams to over-perform in quota attainment, close transformational transactions, and align strategically with Federal Civilian & DOD Agencies, Aerospace & Defense, as well as FSI accounts.

This role is based in the Washington D.C. area and part of the Public Sector Enterprise Sales Leadership team.

You Will:

• Build and lead a Sales team to exceed quarterly and annual sales quotas
• Effectively predict and deliver sales results through accurate monthly, quarterly, and annual sales forecasting
• Serve as player/coach in the execution of a complex, solution-based sales process encompassing multiple groups within the Federal market and assigned list of A&D and FSI accounts
• Play a leadership role in developing new business opportunities by coaching Account Executives to build and execute account-focused strategies
• Drive Smartsheet senior executive engagement in target accounts
• Successfully execute across all disciplines of sales management, including Account/Opportunity/Relationship planning and sales methodology execution
• Partner with Sales Engineering, Consulting, Customer Success and Marketing management to identify and close software and professional services solutions.
• Proactively identify and address issues that will increase growth velocity in the assigned sales region
• Other duties as assigned
• Travel as needed (30-50%)

You Have:

• 10+ years of experience in the software industry with current SaaS experience preferably on the business applications side
• 5-10 years experience in sales management providing the tools, training and support to ensure team success
• Demonstrated track record in leading Federal Gov’t sales teams to exceed quotas by winning new business and driving substantial growth
• Proven ability to drive Strategic sales teams in executing “land-and-expand” sales strategies in accounts in the Federal Gov’t
• Excellent communication and interpersonal skills and the ability to multitask, work cross-functionally within the organization, and thrive in a collaborative environment
• Motivate and lead; embody Smartsheet’s core values; operate with integrity and a sense of urgency
• Demonstrated ability to execute value based sales methodologies (e.g. MEDDIC, Strategic Selling, others)
• Experience working in a fast-paced, evolving, high growth software company
• Bachelor’s (BA/BS) degree preferred

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: $200,000 — $250,000 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.

#LI-Remote