Sr Account Executive

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 moving into its new phase of growth in region after 5 extremely successful years having boots on the ground in Australia. To significantly accelerate our growth, we are looking for an accomplished Enterprise Account Executive. This role will focus on a combination of acquiring new customers and expanding existing accounts.  You will be based in Sydney or Melbourne and will report to the Sr Regional Director, Enterprise. You Will:  * Be selling to industry project management experts, therefore it's crucial to be dedicated and fanatical about learning the industry trends and competitor landscape! * Be the subject matter expert in the features, benefits and application of Smartsheet’s products and solutions. * Have confidence presenting to Senior level executives within Large Enterprise organisations. * Qualify inbound leads while running end to end industry verticalised and persona based new business sales outreach campaigns, to companies over 5000 employees * Be confident in MEDDICC and have a deep discovery and qualification passion. * Drive complex value driven sales motions aligned to prospects strategic goals * Be expected to develop your own GTM target account strategy within your assigned territory. * Maintain accurate and up-to-date records via SalesForce, run consistent outbound campaigns in Outreach. * Exceed quarterly sales targets and work to assigned outbound KPIs * Schedule online product demonstrations * Develop and maintain structured and comprehensive target account plans * Attend industry relevant events and workshops  * Ensure customer success in maximising the value of Smartsheet solutions * Sell top down and through mid layer management due to the product application and flexibility * Enjoy working in a sales focussed environment where team work and competition is encouraged. You Have:  * 7+ Extensive experience selling complex SAAS solutions to enterprise customers.  * Experience presenting to senior stakeholders in enterprise customers * A background in building complex licensing and contractual proposals for multi year enterprise wide agreements.  * Be accomplished working with RFP responses and be a clear communicator * A value based sales process built around solving complex inefficient enterprise processes. * A start up attitude and a resilience working in a competitive space.  * A genuine hunger for the chase and customer acquisition. * Experience working with solution engineering teams, customer success and running sales motions as a team. * High energy and activity * Experience prospecting, planning and managing a designated territory to maximise revenue growth * Ability to ask for help when required - Sales is a team sport! * Passion for working with new technologies and new technical concepts  * Experience selling to project management personas is a plus Confidence in presenting to IT personas is a must.   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

Ivalua

Sr ACCOUNT EXECUTIVE Massy - France Fondée en 2000, Ivalua est un leader mondial des solutions cloud de gestion des achats. NOTRE ENTREPRISE Chez Ivalua, nous sommes une communauté mondiale d'experts convaincus que la transformation numérique rend les chaînes d'approvisionnement plus durables et résilientes, tout en améliorant la collaboration avec les fournisseurs. Et nous y parvenons grâce à notre plateforme cloud de gestion des dépenses, qui permet à des centaines de grandes marques de gérer leurs dépenses et leurs fournisseurs tout en optimisant  leur rentabilité, leur performance ESG (Environnement, Sociale et Gouvernance), de réduire les risques et d’améliorer leur productivité.  Animés par nos passions et nourris par nos ambitions communes, nous nous donnons les moyens de relever les défis et de créer des expériences impactantes pour nos clients et notre écosystème partenaire, tout en donnant du sens à nos équipes. Découvrez en plus sur www.ivalua.com. Suivez-nous sur LinkedIn  L'OPPORTUNITÉ Dans le cadre du développement de son activité en France, Ivalua recherche un(e) Senior Account Executive pour adresser un portefeuille de prospects stratégiques dans une logique de "Cold Account Development". Ce rôle nécessitera de piloter des Accounts Plan robustes, avec des cycles de vente complexes, des interlocuteurs C-Level sur des deals significatifs. Le ou la candidat(e) s'appuiera sur un écosystème GTM mature (SDR, Pre-Sales, Bid Desk, Sales Ops, Marketing, CSM) ainsi qu'un réseau de partenaires actifs. CE QUE VOUS FEREZ CHEZ NOUS * Développer et exécuter des stratégies d'entrée sur un portefeuille de prospects (Grand compte/Enterprise), en construisant des relations durables avec des interlocuteurs de niveau C-Level (CPO, CFO, CIO). * Piloter des cycles de vente complexes de bout en bout, sur des deals multi-stakeholders à fort très fort impact. * Élaborer des Enterprise Account Plans structurés pour chaque compte cible * Co-construire des propositions de valeur et des business cases en collaboration avec les équipes Pre-Sales et Bid Desk. * Activer et animer le réseau de partenaires (intégrateurs, cabinets de conseil) pour accélérer la pénétration des comptes cibles. * Contribuer à la stratégie Go-To-Market France en apportant une vision terrain sur les comptes, les tendances marché et les opportunités à saisir.    VOTRE PROFIL *  10 ans minimum d'expérience en vente de solutions SaaS ou technologiques complexes sur des comptes Enterprise. * Solide track record sur des cycles de vente longs (> 12 mois) et des deals à forte valeur (> 250 K€ ARR), avec des interlocuteurs de niveau C-Level. * Capacité avérée à développer des comptes stratégiques sans relation préexistante — approche structurée, vision long terme, rigueur dans l'exécution. * Maîtrise du value selling et du consultative selling : capacité à comprendre les enjeux business du client avant de positionner une solution. * Expérience de la vente multi-stakeholders dans des environnements organisationnels complexes (grands groupes, CAC 40 / SBF 120) * À l'aise dans un environnement exigeant, avec la résilience nécessaire pour opérer sur des cycles longs et des deals compétitifs.   CE QUI VOUS ATTEND ENSUITE Si votre candidature correspond aux compétences souhaitées pour ce rôle, notre équipe de recrutement vous contactera pour planifier un premier échange téléphonique. Faites un pas de plus vers la réalisation de vos objectifs - postulez dès aujourd'hui !  Un recruteur dédié vous guidera à chaque étape du processus de recrutement. Nous sommes là pour vous accompagner! Notre processus de recrutement est conçu pour évaluer vos compétences à travers une série d'entretiens personnalisés avec nos équipes. Les entretiens se dérouleront virtuellement et en personne dans nos locaux. CE QUE VOUS TROUVEREZ CHEZ IVALUA * Un modèle “Hybride” (3 jours sur site, 2 jours en télétravail), * Nous sommes une équipe animée par l’envie de repousser les limites de l'innovation produit et technologique,  * Société privée en constante croissance, * Une entreprise stable et rentable, * Chaque semaine, la possibilité de se retrouver tous ensemble autour d’un repas proposé par l’entreprise, * S’épanouir en poursuivant ses objectifs à travers un puissant état d’esprit d’équipe, propice à la créativité et productivité, * Révéler votre potentiel professionnel grâce à notre programme de formation et de développement de carrière, * Rallier une équipe dynamique et internationale composée d’experts dans leurs domaines, et collaborer avec des personnes passionnées par leur travail et guidées par une même vision, * Faites l'expérience d'un environnement de travail inclusif ouvert á la diversité, où votre contribution sera appréciée et valorisée, * Prenez part aux nombreux événements organisés dans le cadre de l’entreprise (  compétitions sportives, événements musicaux et team building), * Plébiscitée par ses collaborateurs, Ivalua a été nommée par la société Comparably (https://www.comparably.com/companies/ivalua) :     Portés par nos différences - Votre énergie est notre force ! Unis par nos valeurs, nous célébrons la diversité et l’équité dans toute leur étendue pour construire un environnement de travail inclusif. Pour aider nos clients à rendre leurs chaînes d’approvisionnement plus efficaces, durables et résilientes, nous comptons sur nos équipes internationales aux parcours, compétences et perspectives divers et variés. Nous croyons en l’égalité des opportunités et en la diversité comme moteurs d’innovation, favorisant un esprit d’inclusivité, un environnement de travail productif et agréable, et en offrant des perspectives de carrière épanouissantes pour tous les Ivaluans.  Explorez la culture Ivalua - visionnez cette vidéo pour en savoir plus ! #LI-TR1 #LI-HYBRID

Ivalua

Sr Account Executive Created in 2000, Ivalua is a leading global provider of cloud-based procurement solutions. COMPANY OVERVIEW At Ivalua we are a global community of exceptional professionals, who believe that digital transformation revolutionizes supply chain sustainability and resiliency to unlock the power of supplier collaboration.  We achieve this through our leading cloud-based spend management platform that empowers hundreds of the world's most admired brands to effectively manage all categories of spend and all suppliers to increase profitability, improve ESG (environmental, social, and corporate governance) performance, lower risk, and improve productivity. Driven by our passions and fueled by our shared ambitions, we empower and challenge each other to create meaningful experiences for our colleagues, customers, partners, and communities.  Learn more at www.ivalua.com. Follow us on LinkedIn THE OPPORTUNITY CONTEXT:  As an Ivalua Account Executive you will be focused on new customer acquisition within Ivalua’s various verticals.   Our Account Executives are motivated, tenacious, self-starters who are  experienced in selling Enterprise SaaS/Cloud Enterprise Software into Senior Level Executives and who own the sales process from beginning to end.  ROLE:  Here at Ivalua, we are currently looking for an account executive who specializes in selling into all verticals.  Reporting to the Regional Vice President, you will be involved in prospecting, building pipeline, and selling Ivalua Solutions to net new enterprises in the Eastern US region.   WHAT YOU WILL DO WITH US * Preferred University degree in Marketing or related field or equivalent experience with proven skills in software sales * Exceed annual sales targets * Develop an Enterprise Account Plan for each account, then drive the execution of that  plan to success * Prospecting, building pipeline, and selling Ivalua Solutions to net new Enterprise accounts * Engage with C-level/Public Sector executives to position strategic value proposition and  quarterback the deal to closure * Orchestrate prospects and internal teams to collaboratively build Customer Strategy  Plans * Develop and deliver world-class Executive Sales proposals to C-level prospects * Accurate forecasting (benchmark +/- 10%) * Maintain the system of record within our internal system  YOUR PROFILE If you have the below experience and strengths this role could be for you: Skills and Experience: ●    At least 7+ years of direct enterprise software sales experience ●    Procurement or supply chain domain knowledge ●    Experience selling value to the enterprise ●    Consistent and proven track record of achieving / exceeding sales quota ●    Expertise in managing multi-stakeholder sales cycles and closing deals  ●    Ability to prospect within greenfield accounts ●    Organized and specific experience with enterprise account planning ●    Ability to identify strategic client pains and develop unique and compelling value  propositions that focus on delivering business value to the client ●    Successful at engaging with all levels in an organization, great at building relationships  and working within a team-selling environment ●    A high degree of financial acumen Soft Skills: *       Strong communication skills *       Excellent interpersonal skills *       Strong executive presences  WHAT HAPPENS NEXT If your application fits this specific position’s needs, our skilled Talent team will reach out to schedule an initial screening call. Get one step closer to achieving your goals – apply today!  Our Talent team will guide you through every step of the interview process - from preparation to completion. They're here to support you!  Our recruitment process is designed to assess your competencies through a series of personalized interviews with internal stakeholders relevant to the role.  Interviews will be conducted virtually via video or on-site with face-to-face meetings. LIFE AT IVALUA * Hybrid working model (3 days in the office per week), * We're a team dedicated to pushing the boundaries of product innovation and technology, * Sustainable Growth, Privately Held, * A stable and cash-flow positive Company for 10 years, * Snacks and weekly lunches in the office, * Feel empowered to pursue your goals with improved team collaboration and increased creativity/productivity, * Unlock and unleash your full professional potential with our exceptional training and career development program, * Join a dynamic and international team of top-notch professionals who are experts in their respective fields. Collaborate with like-minded individuals who are deeply passionate and highly motivated about their work. Experience a truly diverse and inclusive work environment where your unique contributions are highly valued, * Regular social events, competitive outings, team running events, and musical activities, * Comparably recognized Ivalua for the following (https://www.comparably.com/companies/ivalua) : Powered by People - Powered by You! United by our values we embrace diversity and equity in the broadest possible sense to create an inclusive workplace. To help our customers make supply chains more efficient, sustainable and resilient, we rely on a global team with a variety of backgrounds, skills and views. We believe in equal opportunity and in diversity as a driver of innovation that cultivates a spirit of inclusiveness, creates a productive and fun place to work, and provides fulfilling career opportunities for all Ivaluans. Experience life at Ivalua - check out our captivating video! Gain insight into our unique company culture and get a glimpse of what it's like to work with us.     One of Ivalua’s core values is to Care & Grow People. We take matters like pay equity very seriously and strive to reward our employees appropriately and fairly for their talents. The salary range for this position is based upon careful and continual market compensation research. In addition to location, salary may also vary based upon job-related knowledge, skills, and experience. Title: Sr Account Executive Base range minimum: $112,500 Base range maximum: $187,500 *Additional compensation / rewards: In addition to the base salary information above, Ivalua offers an uncapped commission plan as part of the competitive compensation package. Other compensation factors may also be considered. Ivalua also offers exceptional benefits including medical, dental, vision, retirement (with company match), and much more.  #LI-SG1 #LI-HYBRID