Strategic Account Executive

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 looking for a Strategic Account Executive to join our EMEA organisation. You will be responsible for increasing software and services sales by expanding existing customers' adoption along with targeting new logo acquisition. This is an incredibly exciting opportunity to help build out a strategically important vertical for Smartsheet. You will work on a hybrid basis from Munich, Germany and will be reporting to the Senior Regional Director, Large Enterprise EMEA. You Will: * Exceed quarterly and annual software and services sales quotas * Lead primary and secondary account teams by partnering with Solution Engineering, Consulting, Customer Success, Customer Outcomes, Marketing and Sales Development * Develop short and long-term growth and renewal strategies across your customer base * Balance tactical execution whilst ultimately targeting complex, high-value solution-based deals * Proactively develop unsolicited proposals that align with customer initiatives and position Smartsheet as an enterprise software solution provider * Accurately forecast sales opportunities, while tracking and using critical metrics that predict sales success * Perform other duties as assigned You Have: * 5+ years of experience selling enterprise software or services * Fluency in English & German is required * Demonstrable track record of exceeding assigned quotas and receiving recognition for high-performance * Demonstrable experience building relationships with senior line-of-business leaders, IT executives and operational managers within Enterprise organisations (>5,000 employees) * Understanding and experience of selling directly and through partners * Proven ability to manage a large and diverse pipeline of sales opportunities * Proven experience in developing successful go-to-market strategies * Proven experience executing complex, solution-based strategic sales processes * Exceptional sales fundamentals in terms of pipe generation approaches, territory planning, account planning and deal execution * Highly accountable for actions and performance * Resilient and adaptable to change * High integrity with the ability to build trust * Excellent instinct and judgment to make sound choices * Strong self awareness in terms of strengths, weaknesses and where to have the highest impact * Comfort in ambiguity with the ability to translate complexity into clarity * High humility with a mindset of continuous improvement * Curious, creative and able to respectfully challenge * Self-motivated and driven by a need to make a difference * Provides leadership by leveraging collective strengths, providing vision and by buying into collective objectives * Legally eligible to work in Germany on an ongoing basis 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. DE Base Salary Pay Range €110,000 - €145,000 EUR   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.   #LI-Remote

ABOUT COMMERCETOOLS Real innovation starts with a strong foundation, and at commercetools, that comes from the perfect balance of our product and our people. Behind every leap forward is a collective of builders, explorers, doers, makers, and problem-solvers.The kind of people who not only pioneered a more flexible approach to commerce architecture but also shaped the culture of experimentation that approach unlocked. Together they are the engine of commerce innovation today. At commercetools, we power the next era of commerce for our customers. Whether it’s AI-driven solutions that help enterprises make smarter business decisions, bridging digital and physical shopping experiences, or enabling entirely new ways for industries to connect with their customers, we help the world’s most ambitious companies experiment, scale, and grow without limits. Here the best idea wins, not the loudest voice. You will have the tools, trust, and space to not only build the future of commerce, but to build your own. YOUR IMPACT As our Senior Strategic Account Executive, you will be responsible for securing and expanding the largest and most transformative enterprise clients of commercetools in our core verticals including retail and B2B. You will lead C-suite engagements, navigate multi-year digital transformation initiatives, and close complex, multi-million dollar platform deals that define commercetools’ market leadership. This is a high impact, quota carrying role reserved for top-performing enterprise salespeople with the DNA for large scale clients, ensuring we delight our customers, retain and grow our business together with them. You are viewed as a market influencer, strategic advisor, and deal orchestrator - responsible not only for revenue generation, but for accelerating commercetools dominance in the enterprise commerce platform category.  * Own and grow a portfolio of the highest-value retail and CPG strategic enterprise accounts.  * Serve as the primary point of contact for these accounts from an sales and account management  perspective, and in tight collaboration with our CS (customer success) team and orchestrating the executive relationships as well as all of commercetools in the pursuit of maximizing the value of the relationship with these clients for both parties * Lead complex, multi-threaded sales cycles involving CIOs, CTOs, CDOs, CMOs, CFOs, and their teams. * Solution Differentiation & Technical Collaboration: Articulate commercetools' capabilities and differentiation clearly. Collaborate with solutions consultants to engage technical teams effectively. * Value: Partner tightly with the value engineering team to ensure we are focused on outcomes for our customers, and drive our top line growth with cross and up-sell campaigns. * Organizational sales orchestration: Manage the complex sales process inclusive of MEDDPICC, notably the relationships at these clients (Champions, EBs, influencers and others) * Partnering: Collaborate with our ISVs and SIs to ensure the successes noted above. * Develop tailored account plans for each client and manage the cadence for continuous execution. * Orchestrate internal and external resources including alliances, professional services, product leadership, and GSI’s to craft enterprise transformation roadmaps.  * Influence digital strategy at the board and executive level; position commercetools as an innovation partner rather than a vendor.  * Close multi-year, multi-solution platform agreements that drive long-term value realization across multiple lines of business, regions, and brands. Consistently meet or exceed quarterly and annual sales quotas. * Track, analyze, and report on key account metrics, such as revenue growth, customer satisfaction, and project delivery. WHAT SETS YOU APART You're a creative problem-solver who is wired to find solutions. You confidently dive into complex challenges and have a talent for making them simple for others. Your curiosity drives you to constantly grow and contribute to an environment of trust and teamwork. Great ideas come from many paths, and your unique perspective matters more than checking every box. What matters most is the mindset you bring to the work. * 10+ years of experience in Enterprise SaaS  * Fluent in German  * Elite-level enterprise sales experience, specializing in the highest-stakes, most complex global accounts. * Career history includes multiple instances of securing foundational, 7-figure ACV deals in net-new accounts. * Enterprise SaaS sales experience with a proven track record of annual quota achievement. Prefer commerce background or at minimum, mission critical applications software. * Demonstrated success closing multi-million dollar, multi-year contracts with large scale organizations.  * Exceptional executive presence with experience influencing C-suite stakeholders and board-level decision making. * Strategic mindset with the ability to design and executive large-scale transformation deals. * Recognized top-performer status in previous roles (Presidents Club/Top 5%/ Chairman’s Club, etc).  * AI Aptitude: A genuine curiosity for using AI tools to work smarter and more effectively, paired with a drive to learn and put them into practice in your role. OUR BENEFITS Because work and life are connected, our benefits are too. We’ve designed them to give you the security, flexibility, and opportunities you need to focus on what matters most. 🩺 Comprehensive health benefits for you and your dependents, including access to OpenUp for personalized mental health support 📚 Learning and development opportunities including an annual learning budget, access to self-paced learning platforms and language training, personalized coaching, mentorship, and leadership programs 🍼 Family Leave Plus gives you additional fully paid weeks of parental leave on top of government-provided leave, so you can spend more time with your new addition 📈 Our equity participation program allows you to share in our success  For more information on our benefits, visit this page.   Come as you are. Build with us. Your unique perspective is essential to our success. We are committed to building a team that reflects the world around us because we know it’s the only way to build the future. We celebrate our differences and have created a hiring process that’s fair, inclusive, and designed to let your talent shine. We proudly welcome applicants of every race, color, religion, gender identity, sexual orientation, age, and any other part of your identity that makes you who you are. As an equal opportunity employer, we believe that our strength lies in our diversity, and we invite you to be a part of our global community.    For more information on our diversity, equity, inclusion, and belonging practices, visit this page.