Enterprise Sales Engineer

Regional Director, Enterprise-West

Smartsheet

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 leader to lead a team of Account Executives as a Regional Director, Enterprise-West. The ideal candidate will have a history of building and leading teams to overperform in quota attainment, close transformational transactions, and align strategically with large customers.  This role is part of the Enterprise Sales organization and is West Coast based in your own remote home office. You Will:  * Build and lead a Sales team to exceed quarterly and annual sales quotas * Effectively predict and deliver sales results through accurate monthly, quarterly, and annual sales forecasting * Serve as player/coach in the execution of a complex, solution­-based sales process encompassing multiple groups within Large Enterprise accounts * Play a leadership role in developing new business opportunities by coaching Account Executives to build and execute account-focused strategies * Drive Smartsheet senior executive engagement in target accounts * Successfully execute across all disciplines of sales management, including Account/Opportunity/Relationship planning and sales methodology execution * Partner with Sales Engineering, Consulting, Customer Success and Marketing management to identify and close software and professional services solutions in Large Enterprise accounts * Proactively identify and address issues that will increase growth velocity in the assigned sales region * Other duties as assigned * Travel as needed (30-50%) You Have: * 10+ years of experience in the software industry with current SaaS experience preferably on the business applications side (selling to sales, marketing, HR, finance, manufacturing, IT) * 5- 10 years experience in sales management providing the tools, training and support to ensure team success * Demonstrated track record in leading Enterprise sales teams to exceed quotas by winning new business and driving substantial growth in Fortune 500  accounts * Proven ability to drive Strategic sales teams in executing “land­-and-­expand” sales strategies in Large Enterprise accounts * Relevant sales/sales leadership experience in vertical markets such as financial services, healthcare, insurance and/or public sector  * Excellent communication and interpersonal skills and the ability to multitask, work cross-­functionally within the organization, and thrive in a collaborative environment * Motivate and lead; embody Smartsheet’s core values; operate with integrity and a sense of urgency * Demonstrated ability to execute sales methodologies (e.g. MEDDIC) * Experience working in a fast-­paced, evolving, high growth software company * Bachelor’s (BA/BS) degree preferred   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 $180,000—$240,000 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

Senior Account Executive - North America

Primer

An Introduction to Primer Primer is the unified infrastructure for global payments. We give finance and payments teams the visibility and control to reduce complexity, improve performance, and capture more revenue - all from a single platform. Backed by Sofina, Peak XV Partners, ICONIQ, Tencent, Accel, and Balderton, we're building the payments layer the world's best companies rely on. Watch our showcase > Read up on our $100m Series C Learn more about our culture > WHICH TEAM WILL YOU BE JOINING? We are seeking a motivated and high-performing Account Executive with experience in enterprise sales as we turbo charge our revenue engine. As an AE on the enterprise team, you will own the selling of the Primer suite of products from end to end. With a consultative approach, you will lead the sales cycle with founders, CEOs, CTOs, CFOs, and VP / Director level functional leads. You will also drive the Sales strategy by owning all aspects of the sales cycle from prospecting to discovery to close. This will include cross-functional work to develop the customer strategy and contribute to other revenue initiatives. The Enterprise team at Primer is focused on both Strategic and Enterprise accounts. We work with founders and executives across a wide variety of verticals to gain an in-depth understanding of their business. 🔍 WHAT WILL YOU BE DOING? * Own and manage the entire sales cycle from prospecting to closing, focusing on enterprise-level accounts. * Build a robust pipeline through outbound prospecting, networking, and strategic partnerships. * Develop tailored sales strategies to engage key decision-makers and demonstrate the value of Primer’s platform. * Collaborate with cross-functional teams, including Sales Engineering, Product, and Customer Success, to deliver exceptional customer experiences, update cross-functional teams with feedback from prospects, continue to hone our Ideal Customer Profile and action upon unique insights derived from your knowledge of our customers. * Contribute to team projects focused on developing and refining our sales process and playbooks. Staying informed on industry trends and payment innovations to provide valuable insights to clients. * Provide consultative selling to identify customer challenges and present innovative solutions. * Accurately forecast sales performance and maintain detailed records using CRM systems. 👀 WHAT WE’D LOVE TO SEE: * Driven to consistently exceed goals and expectations. * A go-getter, with a bias towards action and the ability to produce results in fast-paced, highly ambiguous situations. * Proactive, improving existing processes and developing best practices. * A strategic negotiator, with a passion for closing deals. * A life-long learner * Curious about prospects, their needs, and how Primer can help. * Energetic and bring a positive attitude to everything you do. ✅ A TYPICAL INTERVIEW PROCESS * An initial intro call with a Talent Partner * An interview with the Hiring Manager * Challenge Stage - Contextualised to the role * A final, values-alignment interview WHAT'S THE CULTURE LIKE AT PRIMER? We're building a culture where people can do their best work and be proud of the impact they have. You'll be working with people who are mission-driven, smart, and reflective, and who are genuinely invested in building exceptional products and delivering success for our merchants. We work remotely, and have done since day one. We believe that building a successful, profitable company goes beyond proximity. We invest in our relationships through great remote working practices and thoughtfully designed face-to-face time, including workations, our annual company retreat, and access to co-working spaces across most major cities. The work is challenging. Scaleups are a challenge, and building category-defining products is a challenge. But there's a meaningful difference between a challenge and a struggle. At Primer, the right challenge comes with the right support: strong onboarding, a collaborative environment, and a team that is genuinely invested in your success. It's never something you face alone. OUR BENEFITS 🌍 We are fully remote and globally distributed; and have been since day one 💰 Competitive share options 🌴 Uncapped holiday, with 25 days minimum to be taken 🗣️ Co-working space access across major cities 📅 Workations & Company Retreat 💻 The best equipment for your role 🏠 £500 towards your home office setup 🔎 Generous learning budget 🏥 Private Medical Insurance 📈 A broad set of additional perks and benefits (depending on location) DON’T MEET EVERY SINGLE REQUIREMENT? At Primer, we're dedicated to building a diverse, inclusive, and authentic workplace. If you're excited about this role but your experience doesn't align perfectly with every qualification listed, we encourage you to apply. You may be the right candidate for this or other roles. Primer is committed to the equal treatment of all current and prospective employees and adopts a zero-tolerance approach to discrimination, regardless of age, disability, sex, sexual orientation, pregnancy and maternity, race or ethnicity, religion or belief, gender identity, marriage and civil partnership, or any other background or belief.

Solutions Consultant - San Francisco

Elliptic

Company description Elliptic is the global leader in blockchain analytics and crypto intelligence. Our solutions help financial institutions, crypto businesses, regulators and government agencies detect and prevent financial crime in the crypto space. Backed by top-tier investors and trusted by major exchanges, banks, and law enforcement agencies, we are on a mission to enable safe, compliant, and trusted cryptoasset adoption. Our unique platform gives us an unparalleled understanding of cryptocurrency capital flows, using a combination of network science and machine learning to aggregate and interpret vast quantities of transaction data. We provide anti-money laundering (AML) compliance software and investigative services to the leading participants in the cryptocurrency ecosystem. The company has offices in London, UK, New York City, San Francisco, Miami, Singapore, and Tokyo. We are backed by SBI Group, Albion VC, Octopus Ventures, SignalFire, Paladin Capital, Santander InnoVentures, and Digital Currency Group. The Role: As a Solution Consultant, you will play a critical role at the intersection of commercial success and technical credibility. You’ll work directly with prospective and existing customers, primarily compliance teams at crypto exchanges, financial institutions, and fintechs to understand their goals, identify pain points, and demonstrate how Elliptic’s products solve real-world challenges around AML, sanctions compliance, and risk mitigation. You will partner closely with our Sales and Customer Success teams. You will help execute on the account strategy of our Enterprise customers/prospects by shaping compelling value propositions and delivering tailored product demos that showcase our unique capabilities. This is a client-facing, high-impact role where your ability to communicate complex ideas clearly and commercially will be key to success. Key Responsibilities: * Lead tailored product demos and best practice sessions based on the needs of our Ideal Customer Profiles (ICPs), showcasing Elliptic’s capabilities to compliance, risk, and executive stakeholders. * Own enterprise trials and proof-of-concept (PoC) engagements, ensuring technical success, adoption, and measurable value delivery. * Support both new business and upsell opportunities, providing pre-sales expertise throughout the enterprise customer journey. * Map out complex customer workflows particularly for high-value or strategically important clients to demonstrate deep understanding and to influence product positioning. * Lead discovery conversations to surface compliance, operational, and regulatory pain points. * Translate technical concepts into commercial benefits, ensuring clear communication with both technical and non-technical audiences. * Create and maintain best practices for product demos with the wider commercial teams. * Maintain a thorough understanding of our product and API documentation and capabilities to resolve customer queries and to manage prospect conversations. * Design and execute implementation plans for Enterprise customers based on their individual and specific compliance and technical objectives * Creatively identify and solve integration challenges to ensure the “stickiness” of the Elliptic platform within the customer’s overall risk and compliance system architecture. * Respond to RFPs, RFIs, and due diligence requests, positioning Elliptic effectively against competitors. * Act as a technical point of contact for strategic partners, enabling integrations, joint solution development, and co-selling initiatives. * Collaborate with Product and Intelligence teams to help curate and refine Elliptic’s blockchain intelligence examples and use cases, ensuring they reflect the evolving needs of our clients. * Interface with the Research team to translate analytical data and findings to sales friendly talk tracks to be used by marketing and sales. * Work with our Global Policy Group to identify relevant local regulatory requirements for our target prospects. YOU MUST HAVE: * 3–6+ years of experience in a SaaS Solution Consulting, Sales Engineering, or Pre-Sales role in Crypto/Blockchain, FinTech or RegTech environments. * A solid understanding of the crypto industry and its compliance landscape (e.g. AML, sanctions, VASPs, MiCA). * Proven experience running successful product demos, PoCs, and trials in complex enterprise sales cycles. * Strong discovery and consultative skills, with the ability to build trust and uncover customer needs. * Experience working with APIs, mapping out integration workflows and delivering/implementing complex technology products to enterprise clients. * Excellent verbal and written communication skills, with a talent for simplifying complex information. * Excellent presentation and communication skills - demonstrated ability (e.g. speaking engagements). * Proven focus on continuous improvement - from optimizing demo environments and workflows to refining customer playbooks and reusable content. BONUS POINTS * Familiarity with blockchain analytics tools, crypto transaction tracing, or on-chain intelligence (Big bonus). * Experience working in solution based roles working with banks and enterprise financial institutions. * A track record of automating internal processes using AI, scripting, or innovative tools to improve efficiency and consistency. * Familiarity with modern tools and platforms such as CRM, AI-enhanced productivity apps, Zapier, Notion, or data visualization tools. * Experience with coding or scripting (e.g., Python, SQL, JavaScript) for tasks such as data manipulation, API testing, or light prototyping.