Account Executive – Government Accounts

Smartsheet

. Sell Smartsheet solutions to government decision-makers and understand public sector challenges, compliance needs, and technology trends .

Posted 10/15/2026full-timeRemote • AustraliaSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in selling Smartsheet solutions to government entities, with a strong focus on compliance, procurement processes, and value-based sales strategies. Proven ability to engage senior stakeholders and develop multi-year licensing proposals that align with government strategic goals.

Highest-signal resume keywords

7+ Years Sales ExperienceGovernment Sales ExpertiseValue-Based Sales ApproachRFP Response ProficiencySalesforce Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise SaaS SalesPublic Procurement KnowledgeComplex Licensing ProposalsSales Campaign ManagementTerritory Management

Soft Skills

High EnergyResilienceCollaborative MindsetStrong Prospecting SkillsPlanning Skills

Tools & Technologies

SmartsheetSalesforceOutreach

Industry Keywords

Public SectorComplianceGovernanceDigital TransformationGovernment Decision-Makers

About the role

Key responsibilities & impact

Sell Smartsheet solutions to government decision-makers and understand public sector challenges, compliance needs, and technology trends
Tailor Smartsheet features, benefits, and applications to government requirements, procurement, and digital transformation initiatives
Present to senior executives across state and federal agencies
Run end-to-end persona-based new business sales campaigns across all levels of government
Qualify inbound leads and conduct outbound outreach aligned to MEDDICC methodology
Develop and execute the government go-to-market strategy, account plans, and territory plans
Drive complex, value-based sales processes aligned with government strategic goals and procurement frameworks
Build procurement relationships, respond to RFPs, and create multi-year licensing proposals
Maintain records in Salesforce and run structured campaigns in Outreach
Exceed quarterly sales targets and meet outbound KPIs
Attend industry events and government-specific workshops
Collaborate with solution engineers and customer success teams
Report to the Regional Director

Requirements

What you’ll need

Ideally 7+ years of experience and proven sales track record in complex enterprise SaaS environment
Experience selling solutions to government organisations, including familiarity with public procurement processes
Expertise in engaging with senior stakeholders, with a proven track record of delivering value-driven solutions
Background in building complex licensing and contractual proposals for large-scale, multi-year government agreements
Solid understanding of compliance, security, and governance requirements for public sector customers
Proven ability to respond to RFPs and RFIs with clear and compelling proposals
Value-based sales approach focused on addressing inefficient government processes and driving impactful outcomes
High energy, resilience, and a collaborative mindset in a competitive environment
Strong prospecting, planning, and territory management skills to maximise revenue growth in the government sector
Passion for working with innovative technologies to solve challenges

Benefits

Comp & perks

Equal employment opportunities in accordance with applicable laws
Inclusive environment
Freedom to explore, push boundaries, and grow beyond your role
Support for potential and contributions with real impact
Comfortable and positive interview experience accommodations upon request