Smartsheet is a tech company with a human story to tell. We’re here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions, using simple no-code tools. We’re revolutionaries – so for us changing the way the world works is all in a day’s work.
Smartsheet is looking for an experienced enterprise SaaS sales leader to develop and scale the EMEA business. In this role, you will be responsible for refining and executing the sales and Go To Market strategy to drive regional growth. Your efforts will focus on creating the Go To Market strategy for non-UK markets in the EMEA region, which includes demand generation, account engagement, refining of sales plays, building executive relationships and selling high value solutions. You will also partner with EMEA-based Smartsheet Go-To-Market leaders to develop the marketing and channel partner strategies aimed at accelerating regional growth. These strategies should be integrated into a unified approach that supports accelerating growth in software and services bookings. You should have a proven track record of consistently exceeding sales goals..
This role is part of Smartsheet’s EMEA leadership team, is based in London, UK (hybrid) and reports to our Vice President and General Manager, EMEA.
You Will:
- Lead and develop a high performing enterprise SaaS sales team, including Regional Directors, Sales Managers, Expansion Account Executives, New Business Account Executives and Business Development Managers.
- Refine and run the operating model for the non-UK segment of the EMEA business that includes disciplines around account planning, opportunity/deal management, pipeline management, forecasting, deal reviews, territory reviews, quarterly business reviews and professional development. You will define and land what ‘Being elite’ means in each of these disciplines.
- Enable a proactive culture amongst sales teams to engage accounts in a strategic manner and partner with customers to deliver high impact solutions to strategic business imperatives.
- Partner with the Marketing leadership team to create a marketing plan that significantly increases brand awareness of Smartsheet across regional markets and the number of high quality inbound leads received by the team.
- Partner with the Channel Partner leadership team to develop a strategy that significantly increases the impact that channel partners have on the business. This will include identifying the ideal channel partner profiles, supporting the recruitment of new channel partners and building the operating model that enables the Smartsheet team to partner effectively with Channel partners across the EMEA region.
- Develop and lead the plan to significantly increase the number of relationships Smartsheet has with C-level executives in the EMEA region.
- Develop trust-based relationships with leaders across the business, including Product & Engineering, Marketing, Finance, Operations, Sales Engineering and Customer Excellence to influence change
- Be a coach to Directors in the execution of a solution-based sales process encompassing multiple groups within accounts
- Proactively identify and address issues that inhibit growth in non-UK markets.
- Actively use our core applications to manage business, including Smartsheet, Salesforce.com, Tableau, LinkedIn, DiscoverOrg and others
You Have:
- Demonstrated track record of exceeding sales objectives leading enterprise SaaS sales teams by winning new business and driving substantial business growth.
- Proven ability to drive sales teams in executing land and expand sales strategies to predictably expand accounts, culminating in being chosen as an enterprise standard
- Demonstrated competence in effectively engaging and developing value based relationships with C-level executives
- Minimum of 15 years experience, including third line management, leading strategic software, preferably SaaS sales teams
- Preferably on the business applications side (selling to sales, marketing, HR, finance, manufacturing)
- Excellent interpersonal skills and the ability to multitask, work cross-functionally within the organization, and thrive in a collaborative environment
- Additional European languages are preferred (German or French)
- Demonstrated sales methodologies (e.g. MEDDIC)
- Experience working in a fast-paced, high growth software company where change is a constant
- Smartsheet, Salesforce.com, Google Apps and Tableau skills
- Bachelors (BA/BS) degree required, MBA preferred
Perks & Benefits:
- Employer-paid Private Medical and Dental, additional cost for family members
- Equity - Restricted Stock Units (RSUs) for eligible roles
- Lucrative Employee Stock Purchase Program (15% discount)
- Monthly contributions toward your pension
- Monthly stipend to support your work and productivity
- 25 days paid for Holiday + Bank Holidays + Flexible Time Away Program
- 20 weeks fully paid Maternity Leave
- 12 weeks fully paid Paternity/Adoption Leave
- Personal paid Volunteer Day to support our community
- Opportunities for professional growth and development
- Company Funded Perks including a counselling membership, salary sacrifice options, and your own personal Smartsheet account.
- Teleworking options from any registered location in the UK (role specific)
Get to Know Us:
At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us!
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, and Japan. 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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