Own the services sales cycle: Lead pursuits from early qualification through signed Statement of Work (SOW), with or without AE/SE support
Elevate conversations: Uplevel customer and account team discussions across the Customer Outcomes lifecycle to influence platform adoption, multi solution expansion, and long term value creation
Drive value-led selling: Apply value frameworks (e.g., Smartsheet Value Selling, MEDDIC, Challenger) to uncover priorities, link them to Smartsheet solutions, and advise the customer through opportunity closed-won
Engage executives: Develop trusted relationships with executive sponsors, procurement, and key decision makers to accelerate deal velocity and eliminate last mile friction
Generate and progress pipeline: Maintain ~3× coverage by identifying whitespace, creating new opportunities, and advancing stalled pursuits with clear next steps and mutual action plans
Forecast with discipline: Use Salesforce and Clari for precise pipeline hygiene, risk surfacing, and call accuracy; proactively course correct to protect the quarter while shaping the next
Contribute thought leadership: Mentor peers, share market/competitive insights, and inform GTM refinements (offers, packaging, playbooks)

7 years carrying a services or solutions quota for enterprise customers, with a consistent record of closing Professional Services opportunities >$250k (seven-figure TCV experience a plus)
Proven success leading complex, multi-stakeholder, multi-solution deals and collaborating across account teams
Strong command of value-based selling (e.g., Smartsheet Value Selling, MEDDIC, Challenger) and speaking to defensible business cases/ROI tied to outcomes and CLV
Track record in territory management and account planning across Large Enterprise
Ability to travel up to 40–50%
BA/BS required; advanced degree preferred
Smartsheet experience is a plus

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)

Professional Services Business Development Director

Key skills