Enterprise Account Executive - State/Local Government (PNW)
Smartsheet
$121,250 - $192,500 / year
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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 professional to join our team as an Enterprise 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
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.
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.
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Benefits
- dental insurance
- 401(k)
- parental leave
- life insurance
About this role
Smartsheet is looking for an Enterprise Account Executive to build and expand its presence across state and local government agencies throughout the Pacific Northwest. Based in-office in San Francisco, you'd own a seven-state territory (Washington, Oregon, Idaho, Montana, Wyoming, North Dakota, and South Dakota) and report directly to the Regional Director. The role demands deep expertise in government procurement—navigating RFPs, RFQs, and compliance requirements—paired with the ability to manage complex sales cycles across large organizations with 2,000 to 10,000 employees.
Success here means hitting aggressive quotas while developing strategic relationships with decision-makers across multiple departments within each agency. You'll need to prospect new opportunities, expand within existing customers, and coordinate closely with Sales Engineers, Solutions Consultants, and Customer Success teams to close deals and drive renewals. This is a full-cycle sales role that rewards data-driven thinking, strong executive presence, and the resourcefulness to uncover high-value needs across siloed government operations.
The ideal candidate brings seven or more years of full-cycle sales experience in technology—ideally SaaS—with a proven track record selling to state and local government. You should already be based in Washington or Oregon, have strong CRM proficiency, and excel at relationship management under pressure. Compensation ranges from $121,250 to $192,500 base, plus a market-competitive incentive plan, with standard benefits including medical/dental/vision coverage, 401k match, flexible time off, and up to 24 weeks of parental leave.
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Pay for this role
$121,250 to $192,500 per year
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