Enterprise Sales Director

6 days ago

London, Greater London, United Kingdom Smartsheet Full time

About the Role:

Smartsheet is seeking an experienced enterprise sales leader to develop and scale the EMEA business. As a key member of the EMEA leadership team, you will be responsible for refining and executing the sales and Go To Market strategy to drive regional growth.

Key Responsibilities:

  • Lead and develop a high-performing enterprise 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, including account planning, opportunity/deal management, pipeline management, forecasting, deal reviews, territory reviews, quarterly business reviews, and professional development.
  • 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.
  • 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 core applications to manage business, including Smartsheet, Salesforce.com, Tableau, LinkedIn, DiscoverOrg, and others.

Requirements:

  • Demonstrated track record of exceeding sales objectives leading enterprise 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 of 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.
  • Bachelor's (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).

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