For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday. Smartsheet is looking for a high-impact Professional Services Business Development Director to join our Professional Services Sales team. This role owns the end-to-end sales cycle for Smartsheet’s Services Portfolio and drives customer value by positioning Smartsheet as a strategic partner. We are seeking candidates who operate by: leading complex, multi-solution pursuits, influencing executive stakeholders, and applying value based selling to measurable business outcomes. You will report to the Director, Customer Outcomes and this is a remote eligible role. You Will: - 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) You Have: - 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 Current US Perks & Benefits: - 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) Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. US Base Salary Pay Range $112,500—$142,500 USD Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know. #LI-Remote

• Prospecting and lead generation: Aggressively hunt, identify, and research potential clients across academia, bio/pharma, biotech, and industry. • Conduct proactive outbound prospecting activities, including cold calling, email outreach, tradeshows and regional events. • Qualify leads based on their needs, budget, and purchasing authority. • Nurture relationships through regular follow ups and engagement. • Closing business: Develop and maintain a robust sales pipeline of qualified opportunities. • Manage opportunities closely, provide strong forecasting updates, and deliver accurate insights into revenue and adoption. • Track and prioritize opportunities to ensure timely and efficient sales cycles. • Create and execute effective sales strategies to close capital deals, exceed sales targets, drive consumable revenue growth. • Negotiate pricing, terms, and contracts with clients to ensure mutually beneficial agreements that achieve optimal outcomes for both parties.

• Design and execute a statewide referral strategy to meet monthly intake targets (100+ new clients). • Prioritize territories based on population density, Regional Center activity, and payer contracts. • Align BD efforts with clinical capacity to avoid over-promising or under-delivering. • Manage Regional BD Directors (3–4): Set quotas, review weekly pipelines, and coach on territory management. • Oversee BD Liaisons indirectly via Regional Directors: Ensure each liaison manages 8–10 pediatrician offices and 2–3 Regional Centers effectively. • Build executive-level relationships with Regional Center Executive Directors and large pediatric groups (e.g., CHLA, Sutter, Stanford Children's). • Negotiate Preferred Provider List (PPL) placements with major insurers (Anthem, Aetna, HealthNet, Medi-Cal plans). • Track and report weekly KPIs per region: Referrals generated, Client starts, 60-day retention rate (target >85%), Conversion rate (referral → authorization → start).

Overview Business Development Specialist Location: REMOTE in/around Austin **NOTE: Experience in behavioral health business development is REQUIRED If you are a highly motivated sales professional with a desire to change lives, then Acadia Healthcare is the ideal opportunity for you. We are looking for self-starters who want to help families in need by promoting a network of world-class treatment facilities, managing a defined territory and contributing to the industry with your expertise in healthcare-related sales and consultative selling. Our Mission We are improving the lives we touch. We need passionate, talented people working together who share our desire to create a world-class organization that sets the standard of excellence in the treatment of specialty behavioral health and addiction disorders. Acadia Healthcare is a leading provider of behavioral healthcare services nationwide. Our organization values input from employees and fosters collaboration to create a team-oriented service delivery system. About the Role Business Development Specialists are responsible for connecting and building trust within their respective healthcare communities as reliable resources for behavioral health treatment placement across a vast network of facilities and resources, ranging from addiction and co-occurring disorders to trauma, mood/anxiety, disordered eating, and complex pain. You will bring hope and guidance to those struggling with these issues by collaborating with other professionals in the mental health and addictions community and through liaising with family members to find individualized levels of care within their local, regional and national system of providers. An ideal candidate will research, uncover and initiate new professional prospects and business opportunities and have a passion for marketing with the goal of increasing patient admissions and expanding market share. You will be responsible for strategically developing and executing quarterly and annual sales objectives for the designated territory of Austin and surrounding cities. Responsibilities 5 Core Competencies for Success - Interpersonal Aptitude: Has the capacity to genuinely connect, build trust, actively listen and communicate with others while displaying situational flexibility. Efficiently establishes, assesses, manages and adapts to a variety of relationships while effectively building mutually beneficial partnerships. - Results Driven: Motivated to achieve measurable outcomes. Continually evaluates strategies and activities to ensure effectiveness in all aspects of job responsibilities. Is committed to ongoing personal and professional development. - Client and Colleague Focused: Ensures that our client's and colleague's perspectives are the driving force behind business decisions and activities, while ensuring that there is alignment with Acadia Healthcare's Vital Few. Establishes professional credibility by immersing themselves in their respective communities, becoming a trusted resource for colleagues and clients. - Care Management: Locally manages the entire communication process from initial call. This includes setting expectations, troubleshooting and collaborating with treatment team internally and externally to provide comprehensive care coordination; while acting as an internal liaison to foster and enhance patient and referent experience. - Professional Acumen: Ability to make keen judgments and decisions by analyzing business opportunities and anticipating changes in the marketplace. Coordinates resources, chooses appropriate tools and formulates action plans to achieve a detailed vision for the territory. Can develop, articulate and execute specific pre-determined strategies, uncovering opportunities and acting on cues to influence behaviors. What You'll Bring as a Business Development Specialist: - Bachelor’s degree preferred or experience in consultative sales and/or clinical training in behavioral healthcare, substance abuse, or related field - Experience in consultative sales in behavioral healthcare, substance abuse, or related field is REQUIRED - Self-motivation, organization and a passion to help are a must. A hunter with a proven history of top ranking in past positions with a highly energetic and focused sales personality. - Experience in finding prospective new referents, soliciting new business and closing on sales opportunities - Proven track record of cold calling, outbound sales and CRM records management is required - 75% local travel with ability to travel out of state overnight quarterly If you meet some but not all of these requirements and are excited about this opportunity, we want to hear from you! #LI-JS1 AHCORP Qualifications We are committed to providing equal employment opportunities to all applicants for employment regardless of an individual’s characteristics protected by applicable state, federal and local laws.