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 developing tailored sales strategies for State and Local Government agencies. Proven ability to exceed sales quotas and manage customer relationships effectively in a B2B environment.

Highest-signal resume keywords

Full-Cycle Sales ExperienceExperience Selling To State And Local GovernmentData-Driven Sales ApproachRelationship Management SkillsFamiliarity With CRM Software

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales Quota ExceedingSolution-Based Sales ProcessesProposal DevelopmentBusiness ProspectingCustomer Lifecycle ManagementUpsell Opportunity ResearchSales Pipeline Tracking

Soft Skills

Strong Communication SkillsSelf-DirectedResourcefulAbility To Work Under Pressure

Tools & Technologies

CRM SoftwareGoogle SuiteSales Enablement Tools

Industry Keywords

Government ProcurementRequests For ProposalsRequests For QuotesSaaS ExperienceB2B Environment

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
Monitor 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 solution-based sales processes across accounts with 2,000–10,000 employees
Prospect new business opportunities within existing customers and target high-value needs across departments and agencies
Expand Smartsheet’s footprint into additional agency departments and drive renewal growth
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 through the full sales cycle
Develop tailored proposals based on customer outcomes
Use sales enablement tools to identify business needs and personalize customer approaches
Track key metrics and forecast pipeline and sales activity using the CRM platform
Manage the customer lifecycle from presale through renewal across multiple functional departments

Requirements

What you’ll need

7+ years of full-cycle sales experience in a technology-oriented field
SaaS experience highly preferred but not required
Ideal candidate 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 upsell 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
Ability to manage strategic interactions with senior-level management
Familiarity with CRM software packages
Proficiency with Google Suite
Excellent written and verbal communication skills

Benefits

Comp & perks

Employer subsidized medical/vision and dental coverage for full-time employees
401k Match: 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
Employer-sponsored life insurance, short-term disability, and long-term disability plans
12 paid holidays per year
Up to 24 weeks of Parental Leave
Personal paid Volunteer Day
Professional growth and development opportunities, including access to Udemy online courses
Company Funded Perks, including a counseling membership, local retail discounts, and a personal Smartsheet account
Teleworking options from any registered location in the U.S. (role specific)
Market competitive incentive opportunity