Enterprise Account Executive - State/Local Government

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

Smartsheet is seeking an experienced sales professional to join our team as a State and Local Government Account Executive. You will have a history of performance in quota attainment and developing customer accounts developing customer accounts within the State and Local Government sector.

This role will cover State/Local Government in California and report to a Regional Director, Public Sector Sales.

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

• Ideal candidate will be based in Sacramento

• 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

Current US Perks & Benefits:

• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options 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
$90,000—$185,000 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, and India. 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.

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