Account Executive - Government Accounts at Smartsheet in Melbourne, AU

Job description

• Smartsheet is entering a new phase of growth in the ANZ region after five highly successful years on the ground in Australia. To accelerate our momentum, we are seeking an accomplished Account Executive to focus on acquiring new government customers across Australian and New Zealand government organisations.
• As a key contributor to our ANZ team, you will leverage your expertise to help government organisations streamline their processes, drive operational efficiency, and achieve their strategic goals using Smartsheet’s powerful platform. Reporting to the Regional Director, you will have a pivotal role in delivering transformative outcomes to public sector agencies.

Responsibilities

• Sell Smartsheet solutions to government decision-makers, developing a deep understanding of public sector challenges, compliance needs, and technology trends.
• Become an expert in Smartsheet’s features, benefits, and applications, tailoring them to meet government requirements, including those related to procurement and digital transformation initiatives.
• Confidently present to senior executives across state and federal agencies, aligning Smartsheet solutions with their objectives to improve transparency, collaboration, and service delivery.
• Run end-to-end persona-based new business sales campaigns targeting appropriate organisations, across all levels of government.
• Qualify inbound leads and proactively engage in outbound outreach aligned to MEDDICC methodology, ensuring robust discovery and qualification of government opportunities.
• Develop and execute a go-to-market strategy for our government business, not only creating detailed account & territory plans that address agency-specific needs, but assisting in building out the overall government GTM.
• Drive complex, value-based sales processes, aligning Smartsheet’s platform with government strategic goals and ensuring compliance with procurement frameworks.
• Build strong relationships with procurement teams, responding effectively to RFPs and creating compelling multi-year licensing proposals for agency-wide agreements.
• Maintain accurate and up-to-date records via Salesforce, running structured campaigns in Outreach.
• Exceed quarterly sales targets and meet outbound KPIs.
• Attend industry events and government-specific workshops to build relationships and strengthen Smartsheet’s presence in the public sector.
• Collaborate with solution engineers and customer success teams to deliver exceptional outcomes for government clients.

Requirements

• 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.
• A background in building complex licensing and contractual proposals for large-scale, multi-year government agreements.
• A 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.
• A 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.

Skills

Required

• Sales
• Government sales
• Public procurement
• Stakeholder engagement
• Complex licensing proposals
• Compliance, security, and governance
• RFP/RFI response
• Value-based selling
• Prospecting
• Territory management
• Salesforce
• Outreach