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Vice President of EMEA Sales Strategy

2 months ago

London, Greater London, United Kingdom Smartsheet Full time

About Smartsheet:

Smartsheet is a technology organization with a compelling narrative. Our mission is to empower teams to oversee projects, streamline workflows, and swiftly create secure solutions using intuitive no-code tools. We are innovators, committed to transforming the way the world operates.

Position Overview:

We are seeking a seasoned leader in enterprise SaaS sales to spearhead and expand our business across the EMEA region. In this pivotal role, you will refine and implement the sales and market entry strategy to foster regional growth. Your focus will be on developing the market approach for non-UK territories within EMEA, encompassing demand generation, account engagement, enhancement of sales methodologies, establishing executive relationships, and promoting high-value solutions. You will collaborate with Smartsheet's EMEA Go-To-Market leaders to formulate marketing and channel partner strategies aimed at accelerating regional expansion. These strategies should be cohesive and designed to support growth in software and service bookings.

Key Responsibilities:

  • Lead and cultivate 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 manage the operational framework for the non-UK segment of the EMEA business, focusing on account planning, opportunity management, pipeline oversight, forecasting, deal assessments, territory evaluations, quarterly business reviews, and professional development.
  • Foster a proactive culture within sales teams to strategically engage accounts and partner with clients to deliver impactful solutions addressing critical business needs.
  • Collaborate with the Marketing leadership to develop a marketing strategy that significantly enhances brand visibility for Smartsheet across regional markets and increases the volume of high-quality inbound leads.
  • Work alongside the Channel Partner leadership to devise a strategy that amplifies the influence of channel partners on the business, including identifying ideal partner profiles, supporting new partner recruitment, and establishing an operational model for effective collaboration.
  • Formulate and lead initiatives to significantly enhance Smartsheet's relationships with C-level executives throughout the EMEA region.
  • Build trust-based relationships with leaders across various departments, including Product & Engineering, Marketing, Finance, Operations, Sales Engineering, and Customer Excellence to drive change.
  • Serve as a mentor to Directors in executing a solution-oriented sales process that involves multiple stakeholders within accounts.
  • Proactively identify and resolve challenges that hinder growth in non-UK markets.
  • Utilize core applications, including Smartsheet, Tableau, DiscoverOrg, and others, to manage business operations effectively.

Qualifications:

  • Proven history of surpassing sales targets while leading enterprise SaaS sales teams through new business acquisition and significant growth.
  • Demonstrated ability to guide sales teams in executing land-and-expand strategies to consistently grow accounts.
  • Experience in effectively engaging and nurturing value-based relationships with C-level executives.
  • A minimum of 15 years of experience, including third-line management, leading strategic software sales teams, preferably in SaaS.
  • Experience in business applications sales (targeting sales, marketing, HR, finance, manufacturing).
  • Exceptional interpersonal skills with the ability to multitask, collaborate across functions, and thrive in a team-oriented environment.
  • Proficiency in additional European languages is preferred (German or French).
  • Familiarity with established sales methodologies (e.g., MEDDIC).
  • Experience in a fast-paced, high-growth software environment where adaptability is essential.
  • Skills in Smartsheet, Google Apps, and Tableau.
  • A Bachelor's degree (BA/BS) is required; an MBA is preferred.

Benefits:

  • Employer-covered Private Medical and Dental insurance, with additional costs for family members.
  • Equity opportunities through Restricted Stock Units (RSUs) for eligible positions.
  • Attractive Employee Stock Purchase Program (15% discount).
  • Monthly contributions towards your pension plan.
  • Monthly stipends to enhance your work and productivity.
  • 25 days of paid holiday plus Bank Holidays and a Flexible Time Away Program.
  • 20 weeks of fully paid Maternity Leave.
  • 12 weeks of fully paid Paternity/Adoption Leave.
  • A personal paid Volunteer Day to support community initiatives.
  • Opportunities for professional growth and development.
  • Company-funded perks, including counseling memberships, salary sacrifice options, and personal Smartsheet accounts.
  • Remote work options from any registered location in the UK (role-specific).

Join Us:

At Smartsheet, we have cultivated an inclusive environment where individuals from diverse backgrounds and experiences can thrive. We encourage you to apply even if your career journey has been nontraditional, as it can set you apart. At Smartsheet, we empower everyone to transform the way the world works.

Equal Opportunity Commitment:

Smartsheet is dedicated to being an Equal Opportunity Employer, fostering an inclusive atmosphere with the best talent. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws. If there are accommodations we can provide to ensure a comfortable and positive interview experience, please let us know.