Enterprise Account Executive – State/Local Government

Smartsheet

. Navigate complex government procurement processes and cycles .

Posted 11/2/2026full-timeRemote • United StatesSeniorLead💰 $121,250 - $192,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in navigating government procurement processes and managing full-cycle sales in technology-oriented fields, particularly within State and Local Government agencies. Proficient in developing tailored proposals and maintaining strong customer relationships to drive revenue growth.

Highest-signal resume keywords

Full Cycle Sales ExperienceGovernment Procurement ProcessesSaaS Sales ExperienceRelationship Management SkillsCRM Software Familiarity

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales QuotasSolution-Based Sales ProcessBusiness DevelopmentSales ForecastingData-Driven Sales Approach

Soft Skills

Excellent Written CommunicationExcellent Verbal CommunicationAbility to Work Under PressureSelf-DirectedResourceful

Tools & Technologies

CRM SoftwareGoogle SuiteSales Enablement Tools

Industry Keywords

State and Local GovernmentRequests for ProposalsRequests for QuotesB2B EnvironmentCustomer Lifecycle Management

About the role

Key responsibilities & impact

Navigate complex government procurement processes and cycles
Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs)
Develop relationships with key decision-makers in State and Local Government agencies
Stay up-to-date on government regulations and compliance requirements related to software procurement
Tailor sales presentations and proposals to State and Local Government needs
Exceed software and services sales quotas
Execute a solution-based sales process across multiple groups within accounts with 2k-10k employees
Develop and prospect new business opportunities within existing customers
Analyze and proactively target high-value needs across multiple departments and agencies
Expand Smartsheet’s footprint into other departments and drive revenue or growth during renewals
Articulate and demonstrate Smartsheet’s organizational solutions and functional value
Build executive awareness, sales pipeline, and bookings growth within the territory
Partner with Sales Engineers, Solutions Consultants, Sales Development, and Customer Success teams to manage the full sales cycle and close business
Develop tailored proposals based on customer outcomes
Use sales enablement tools to identify business needs and personalize the customer approach
Track key metrics and forecast sales pipeline and activity using the CRM platform
Work with multiple functional departments to manage the customer lifecycle from pre-sale to renewal
Report directly to the Regional Director, Enterprise - SLED

Requirements

What you’ll need

7+ years of full cycle sales experience (prospecting to close) in a technology oriented field
SaaS experience highly preferred but not required
Ideal candidate will be based in Washington or Oregon
Experience selling to State and Local Government agencies
Experience maintaining customer relationships in a B2B environment
Experience prospecting and managing a designated territory to maximize revenue growth
Ability to research accounts to uncover up-sell opportunities and multi-thread opportunities across the organization
Data-driven sales approach
Ability to work effectively under pressure while being self-directed and resourceful
Strong relationship management skills and ability to manage strategic interactions with senior-level management
Familiarity with CRM software packages
Proficiency with Google Suite
Excellent written and verbal communication skills
Requires being in market
Ability to work in the United States

Benefits

Comp & perks

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)
Market competitive incentive opportunity