Commercial Account Executive - Growth

Smartsheet seeks a highly motivated and results-oriented Commercial Account Executive to drive significant revenue growth within a designated geographic region within the Commercial segment (0-200 employees). You will be responsible for expanding existing customer relationships across the entire portfolio of accounts within your assigned geography. You will develop and execute strategic account plans, drive cross-selling and upselling opportunities, and ensure swift customer adoption of Smartsheet solutions. This role requires a strong understanding of local market dynamics, the ability to build and maintain strong customer relationships, and a proven track record of success in achieving sales targets within a defined geographic territory.

This role is based at Smartsheet in Munich, Germany (hybrid eligible) and reports to a Regional Director, DACH Sales.

You Will:

• Build and manage a sales pipeline to meet and exceed software and services sales quotas within your book of business.
• Manage and close complex sales cycles, including needs analysis, solution design, and contract negotiation, utilizing solution selling and the MEDDICC framework.
• Develop and execute strategic account plans for a defined set of key accounts in the Commercial segment (200-5,000 employees).
• Run high-quality discovery, aligning with customers on business drivers and strategic objectives to create an evaluation plan that has clear timelines and drives urgency.
• Develop and maintain strong relationships with local channel partners to identify and pursue new opportunities.
• Stay abreast of local market trends, competitive landscapes, and business dynamics within the assigned geographic region.
• Manage strategic sales motions alongside transactional, high-volume opportunities.
• Develop new business opportunities within existing customers by analysing and proactively targeting high-value needs across multiple departments and lines of business.
• Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals.
• Expand Smartsheet brand awareness at the C-suite, operational, and team level.
• Consult with clients in defining business objectives, success criteria, and program strategy to ensure the customer perception of value that leads to sales renewal and expansion.
• Lead and collaborate with cross-functional teams (Sales Engineering, Consulting, Customer Success, Marketing, Sales Development) to achieve sales objectives.
• Accurately forecast sales opportunities and track key performance indicators (KPIs) to measure success.
• Leverage Smartsheet and other sales tools (Salesforce, Clari, Outreach, Tableau) to manage accounts, track progress, and increase efficiency.
• Perform other duties as assigned

You Have:

• 2+ years of successful SaaS sales experience with a proven track record of exceeding quotas in the Commercial segment.
• Fluency in English & German is required
• Demonstrated experience building and maintaining strong, long-term customer relationships within the Commercial segment.
• Proven ability to drive cross-selling and upselling opportunities within existing accounts.
• Experience with solution selling and the MEDDICC framework.
• Strong understanding of SaaS business models and the competitive landscape in the Commercial segment.
• Proficiency in CRM systems (e.g., Salesforce) and other sales productivity tools.
• Excellent communication, presentation, and interpersonal skills.
• Strong analytical & problem-solving skills.
• Bachelor's degree or equivalent experience.
• Legally eligible to work in Germany on an ongoing basis