Enterprise 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 looking for an Enterprise 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. This role is based at Smartsheet in London, UK (hybrid or UK, remote eligible) and reports to a Regional Director, Enterprise Sales. 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: * 7+ years of experience selling enterprise software or services * 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 (>10,000 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 * World class sales basics 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 the UK on an ongoing basis Perks & Benefits: * Employer-paid Private Medical and Dental, additional cost for family members * Monthly contributions toward your pension * Monthly stipend to support your work and productivity * 25 days paid for Holiday + Bank Holidays + Flexible Time Away Program * 20 weeks fully paid Maternity Leave * 12 weeks fully paid Paternity/Adoption 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, salary sacrifice options, and your own personal Smartsheet account. * Teleworking options from any registered location in the UK (role specific)   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

Conduct

TL;DR: This is not a classic sales role. We have a full pipeline of some of the largest companies in the world, and we're looking for the sharpest enterprise sellers to own those accounts end-to-end, not just the signature. From first conversation to multi-year partnership. WHY CONDUCT We believe the world's largest companies should move at the speed of their ideas, not the speed of the decade-old systems they run on. Today they don't. Every process change, every new product line runs into SAP systems layered with decades of custom code and complexity no human mind can fully comprehend. New requirements take months to ship, system migrations cost $100M+ and years of pain. We're building the AI operating system that absorbs this complexity and gives enterprises back their speed and ambition. Major enterprises already trust us with their most critical systems, we've closed game-changing SI partnerships, just raised a $60M Series A, and demand is outpacing what we can service. We're a small, talent-dense team doing our life's work out of London and NYC. Extreme ownership, high velocity, low-ego collaboration. What you build here shapes the company and how the world's largest companies operate. We sponsor visas and are convinced diverse teams build better products, so we especially encourage underrepresented groups in tech to reach out. WHAT YOU'LL OWN You own everything between Conduct and the customer, and the commercial outcome with it: * Run the full sales cycle: first meeting, multi-stakeholder qualification, technical deep dives, pilots, steering committees, procurement, and close. * Build pipeline too. Most of our pipeline is partnership-led today and we do less outbound than we'd like, simply because we don't yet have the capacity, so the new logos you open add straight to your number. * Stay after signature. Work with our Deployment Strategists to drive adoption, get onsite when it counts, and grow one deal into a multi-year partnership. We don't hand accounts off; you own them end-to-end and pull in deployment support where you need it. * Build the engine: the sales motions, playbooks, and tooling that let us serve more customers without scaling headcount one-for-one, and feed what you hear from customers straight back into product. WHO WE HIRE This is an entrepreneurial role: there is no finished playbook, and you'll build as much as you run. You'll fit right in if your former colleagues would, without hesitating, call you one of the sharpest operators they've ever worked with. In practice that tends to look like: * 3+ years in enterprise sales, with a real track record of closing complex, high-ACV deals * You've sold technical products and are curious enough to go deep on a hard space. No SAP or ERP background needed, but within a few weeks you can hold your own in a conversation with an enterprise IT team. * You own accounts beyond the close, growing them into bigger relationships rather than just landing logos. * Strong communication, storytelling, and executive presence. You can run a room.

Elliptic

Ready to Take on a New Challenge in Enterprise Sales? Are you a driven, energetic sales professional looking for your next big adventure? Do you thrive on taking ownership, unlocking strategic accounts, and closing complex, high-value deals in a fast-paced environment? Are you excited by cutting-edge technology in a dynamic industry, and motivated by the opportunity to make a measurable impact; not just on your career, but on the world? If so, we want to hear from you. Where You’ll Make an Impact: * As an Enterprise Account Executive, you’ll join our high-performing EMEA sales team, reporting to the Regional Sales Manager and VP EMEA. You'll take full ownership of your territory and become a trusted advisor to stakeholders across the Crypto and Financial Services landscape. * You’re not just here to sell, you’re here to transform how leading enterprises combat crypto crime with Elliptic’s industry-leading compliance and investigation solutions. You’ll gain deep product expertise and apply your understanding of evolving global and regional regulations to build compelling business cases that speak directly to our customers’ pain points. This is an exciting opportunity for someone looking for a role where you can make an impact not just on the company you work for but also on the market you work in. Fascinating and challenging work is the norm - working at Elliptic is never boring! What you will do: * Run the full enterprise sales cycle, from pipeline generation to deal closure, across a territory with massive potential and that has considerable inbound interest. * Proactively identify, engage, and convert strategic enterprise accounts (including pre-defined targets and new prospects). * Develop and execute multi-threaded sales strategies to engage diverse stakeholders (compliance, legal, risk, procurement, tech, C-level). * Handle 5-, 6- and 7-figure deal cycles with skill, creativity, and precision leveraging persuasion, influence, and value based selling techniques. * Drive account expansion through timely up-sell and cross-sell opportunities, maximizing value delivered to our customers. * Partner with global peers to collaborate on multi-region and strategic global accounts with long-term growth potential. * Collaborate with internal sales engineers, product experts, customer success, and marketing, as well as partner channels, to expand your reach and velocity. * Stay ahead of industry shifts and translate emerging challenges into opportunities for Elliptic’s solution suite. * Represent Elliptic at key industry events and conferences to strengthen relationships and identify new prospects. * Be an ambassador of the Elliptic brand, living our values of curiosity, trust, and action in every interaction. What you will achieve in the first 6 months: * Completed Elliptic's product certifications and onboarding processes. * Mapped your territory, identified your top 20 target accounts, and built a qualified pipeline of at least 3x your quarterly quota through a combination of inbound, outbound, and partner-sourced opportunities. * Identified upsell or cross-sell motion in an existing Elliptic account in your territory and have it actively in play to build a qualified pipeline of at least 2x of your quarterly quota through proactive whitespace mapping and engagement in collaboration with the Customer Success Managers. * Run complete discovery cycles with at least 10 enterprise prospects, using the Value Pyramid to connect client pain points to our solutions, applying MEDDPPICC to qualify or disqualify with confidence, and have a clear view of what you're walking away from and why. * Progressed at least 2 opportunities to late-stage negotiation and closed your first deal, demonstrating you can manage the full enterprise cycle from initial engagement through legal and procurement. * Built multi-threaded relationships across your strategic accounts - compliance, risk, and C-suite - not just a single champion per account. * Earned a reputation internally with your SE, CS, marketing, and partner team as a well-prepared, collaborative account owner who closes the loop and uses internal resources without wasting them. You will be a great fit here if you are: * A driven, tenacious “hunter” who thrives on owning their number and finding creative ways to exceed it. * Experienced in B2B enterprise SaaS and/or DaaS sales within RegTech, FinTech, and/or Crypto. * A proven track record of consistently closing successful enterprise deals across multiple years and companies. * Comfortable leading complex, long-cycle and large deals involving multiple stakeholders, but also agile enough to take on quick-close 5-figure deals. * Commercially curious, you ask smart questions, seek to understand the "why" behind a customer’s problems, and use those insights to tailor impactful solutions. * Confident, consultative, and persuasive, able to build strong stakeholder relationships at all levels, from mid-level managers to C-suites. * A collaborative team player, independent yet never a “lone wolf.” You value and engage support from your pack. * Agile, resourceful, and fearless, you see opportunity where others see blockers and know how to create inroads where none appear to exist. * Willingness to travel to customers and industry events and conduct business face to face. Our ideal candidate has: * Excellent oral and written communication skills and the ability to establish meaningful relationships with C-suite and executive stakeholders. * Technical acumen with the ability to establish credibility with technical decision makers. * Driven and solutions-oriented: you know how to navigate roadblocks and keep deals moving forward. * Familiarity with the MEDDPPICC methodology and Value Based Selling. * Proficiency in CRM systems (HubSpot or similar), LLMs and other AI-driven prospecting and work efficiency tools. * Passionate about generative AI and excited to help customers navigate a rapidly evolving industry. Bonus Points for: * An existing network of connections across the Banking, Financial Services, and Insurance (BFSI) space. * Fluency in French, German, Spanish, or Italian. * A proven use case and understanding of agentic AI is a strong plus. Ultimately we are looking to hire those who want to be the future leaders in the industry, super intrigued by Crypto and have an awesome mindset to learn so if you don’t meet all the criteria still do apply! Benefits: * Competitive salary * Share Options * Holiday - 25 days * Private Health Insurance * Collaborative, flexible and friendly environment: We understand that flexibility is the key to maintaining a healthy work-life balance. * Social events, which include regular team lunch on us, quarterly full day events and an annual company 3-day event - this year these are taking place virtually * Personal training budget & LinkedIn Learning subscription We know Diversity and Inclusion is much deeper than just hiring, but it’s important for us to mention it here. We welcome and embrace individuals of all backgrounds and identities at Elliptic, and this is an ongoing priority for us. We know incredible people don’t all think in the same way. We want to be challenged every day. We believe our diverse team of individuals underpins this by bringing creative thinking and innovation to Elliptic every day. We are committed to creating a diverse, inclusive and equitable workplace, so we welcome applications from everyone, even if you may not think you fit all of the requirements of our roles. We foster an environment of psychological safety, where everyone feels comfortable to bring their whole self to work.