Senior Sales Engineer, SLED - California

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 Higher Education sector.  This role will cover Virginia, Maryland and Washington D.C. and requires you to be in market. You will report directly to our Regional Director, Enterprise - SLED. You will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators. This role requires a strategic approach to sales, a consultative selling style, and the ability to navigate complex procurement processes. You Will:  * Navigate complex Higher Education and School District  procurement processes and cycles * Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams * Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter * Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs) * Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholders * Apply industry knowledge and research  * Travel onsite to key customers for executive presentations, user group presentations, and industry specific events * Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts  * Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformation * Execute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ 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 departments 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.  * Proven track record of success selling into state and local governments, K-12, or higher education institutions. * Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.). * Experience maintaining customer relationships and maintaining relationships in a B2B environment * Ability to travel as needed within the assigned region * 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. US Base Salary Pay Range $97,500—$192,500 USD   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

STELLENBESCHREIBUNG: Diese Stelle ist hybrid oder vor Ort an unserem HQ in Tutzing (südlich von München) angesiedelt. Wir freuen uns über Bewerbungen von allen qualifizierten Kandidat:innen – unabhängig von Geschlecht oder Identität. Im Zuge unserer wachsenden Investitionen in den Ausbau unserer Abonnementumsätze in der DACH-Region suchen wir eine:n erfahrene:n Sales Engineer (m/w/x) zur Verstärkung unseres Sales Engineering Teams. Diese Abteilung besteht aus erfahrenen Techniker:innen und Lösungsarchitekt:innen, die Kundenherausforderungen in datengetriebene Lösungen verwandeln. In dieser Rolle bist du für alle technischen Aspekte des Vertriebszyklus verantwortlich. Von der technischen Discovery über den Aufbau technischer Champions, maßgeschneiderte Demos, RFIs und Use-Case-Workshops – du nimmst das Kundenfeedback auf und verwandelst es in einen technischen Erfolg. Bereit, etwas zu bewegen? DU ÜBERNIMMST DIE VERANTWORTUNG FÜR: * Der end-to-end technische Vertriebszyklus * Identifikation und Entwicklung technischer Champions auf Kundenseite * Konzeption und Präsentation maßgeschneiderter Lösungskonzepte * Entwicklung von Implementierungsansätzen für potenzielle Kund:innen * Enge Zusammenarbeit mit Vertrieb, Engineering und Professional Services * Hand-in-Hand-Arbeit mit unserem Vertriebsteam zum Abschluss von Deals WIR WÜNSCHEN UNS JEMANDEN MIT: * Praktischer Erfahrung mit verschiedenen Formen der Datenintegration (z. B. APIs, EDI, IoT, ETL, EAI, Message Bus oder andere) sowie den damit verbundenen Geschäftsprozessen * Sicherheit in der Durchführung technischer Bedarfsanalysen und im Aufdecken zugrundeliegender geschäftlicher und technischer Anforderungen * Der Fähigkeit, zentrale Personas im Kaufprozess zu identifizieren, maßgeschneiderte Narrativen für verschiedene Stakeholder zu entwickeln und technische Champions erfolgreich aufzubauen, die Lobsters Mehrwert auch in unserer Abwesenheit vertreten * Umfassendem Verständnis für Kundenherausforderungen, Geschäftsprozesse und Kernsysteme in den Branchen Handel/Großhandel, Fertigung und/oder Logistik * Ausgeprägter Fähigkeit, überzeugende technische Präsentationen, Demonstrationen und Proof-of-Concepts sowohl auf geschäftlicher als auch technischer Ebene zu liefern * Erfahrung mit B2B-Vertriebsqualifizierungs-Frameworks (z. B. MEDDPICC) ist ein Plus * Verhandlungssicheren Deutsch- und Englischkenntnissen FREUE DICH AUF: * ein modernes, großzügiges Büro mit Blick auf den Starnberger See in Tutzing * Zuschüsse zum Mittagessen in unserem hauseigenen Restaurant * ein persönliches Weiterbildungsbudget  * 30 Urlaubstage pro Jahr * 2 zusätzliche bezahlte freie Tage an Heiligabend und Silvester * bis zu 20 Tage Remote Work pro Jahr aus einem EU-Land * Fahrradleasing durch unsere Partnerschaft mit JobRad * die Möglichkeit, flexibel von zu Hause aus zu arbeiten  * Team-Abende jeden Donnerstag mit Erfrischungen auf Firmenkosten * eine betriebliche Altersvorsorge (bAV) Auch wenn Du nicht alle Anforderungen vollständig erfüllst, ermutigen wir Dich, Dich trotzdem zu bewerben! Lobster ist ein Arbeitgeber, der Chancengleichheit lebt. Wir setzen uns aktiv für ein vielfältiges und inklusives Arbeitsumfeld ein – geprägt von Empathie und gegenseitigem Respekt.