• Develop prospect lists, build key contacts, and execute cold outreach in partnership with Marketing to penetrate key market segments. • Meet with prospective and existing clients to understand business challenges and align our services with their technical and strategic needs. • Partner closely with internal teams and clients to develop and deliver tailored solutions through a consultative sales process. • Develop strong value propositions that result in winning proposals and long-term partnerships. • Demonstrated success in developing, negotiating, and closing sales contracts that align with company revenue and growth objectives. • Communicate effectively with clients, internal teams, peers, and leadership. • Support trade shows, industry events, and marketing initiatives to expand brand awareness and grow the sales pipeline. • Analyze market, technology, and industry trends across target verticals to identify new opportunities. • Manage and maintain a healthy pipeline by using CRM tools (e.g., HubSpot).

• Identify, build, and demonstrate Smartsheet solutions that solve specific customer problems • Lead technical sales engagements, collaborate closely with sales teams to identify customer requirements, summarize challenges, design solutions, and provide technical guidance that demonstrates the value of Smartsheet's offerings • Conduct discovery sessions to uncover business processes and challenges to inform the sales and solution delivery strategy • Partner with Sales, Product, Customer Success, and Professional Services teams to provide a great overall customer experience and drive revenue growth • Grow and maintain knowledge for all Smartsheet products, services, and competitors • Participate in cross-functional and department-wide projects that support strategic initiatives • Provide feedback to Product teams to ensure that our solutions continue to align with customer needs • Periodically travel to customer sites as a technical subject matter expert • Support other duties as needed

• Lead structured discovery sessions with clients to assess workflows and technology environments • Architect end-to-end solutions across people, process, and technology components • Develop prototypes independently using AI/ML tools, LLM APIs, and low-code platforms • Design and execute proof-of-concept models to demonstrate business value and feasibility • Translate validated use cases into scalable APM modules and detailed production specifications • Serve as a primary intake point for AI-related opportunities across the organization • Partner with AI Factory engineering teams to ensure clarity of requirements during handoffs • Define success criteria, performance expectations, and technical constraints for AI solutions • Collaborate with Sales and leadership to evaluate the feasibility and fit of new opportunities • Monitor the alignment between designed solutions and delivered outcomes to support continuous improvement

• Lead end-to-end Atlassian Cloud migration engagements for enterprise customers, from assessment and planning through execution and stabilization. • Design migration strategies for Jira and Confluence using tools such as Jira Cloud Migration Assistant (JCMA) and Confluence Cloud Migration Assistant (CCMA). • Assess complex Atlassian environments, including Jira Software, Jira Service Management, Confluence, Bitbucket, and Marketplace apps and custom configurations, workflows, permissions, automations, and integrations. • Analyze and rationalize apps, customizations, and integrations as part of cloud readiness. • Leverage strong SQL and data analysis skills to validate data integrity, migration outcomes, and reporting accuracy. • Assess and redesign integrations to cloud-native patterns using REST APIs, webhooks, and automation. • Communicate migration risks, tradeoffs, and progress clearly to both technical teams and executive stakeholders.