• Lead the development and execution of account strategies and plans to drive sustainable growth and profitability in the vertical market • Manage the overall relationship with key customers and ensure excellence in service delivery and customer experience • Build and maintain strong, long-term relationships with customer executives across countries and functions • Act as the single commercial point of contact for all account-related matters, including contract negotiations and escalations • Identify and develop new business opportunities through collaboration with internal stakeholders across DSV divisions • Leverage industry knowledge, customer data and market trends to shape value propositions and account development plans • Promote operational and commercial alignment across divisions to ensure consistent global execution • Monitor financial and performance metrics, including revenue growth, market share and customer satisfaction • Drive cross-selling and innovation opportunities to expand DSV’s reach

• Build and execute strategic account plans that align GitLab’s AI-powered DevSecOps platform with public sector modernization initiatives • Navigate complex procurement and contracting processes while shaping multi-year technology roadmaps with CIOs and technical leaders • Act as the primary point of contact and trusted advisor for strategic and large public sector prospects and customers • Own your book of business, from pipeline development through close and expansion, using a consultative, mission-focused sales approach • Collaborate with pre-sales and post-sales engineering, customer success, and support teams to ensure successful rollout, adoption, and value realization • Partner with system integrators, resellers, and other channel partners to generate qualified leads and co-create solutions for government challenges • Conduct ongoing prospecting and opportunity development activities within large and strategic accounts to drive new and expansion business • Represent the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and internal teams

• Exceed revenue quota goals on a quarterly and yearly basis • Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions • Develop business plans aligning to the assigned territory • Strategically engage with customers and partners • Collaborate with marketing to develop and execute marketing plans through/with partners and end users • Own and oversee all aspects of the sales cycle • Foster a deep understanding of the territory

Role Description Smartsheet is seeking change agents to join our East Coast Commercial Sales Team as an Account Executive. You will be responsible for increasing software sales and driving expansion across a territory of accounts. You will be motivated, passionate, and opportunistic, proactively identifying growth opportunities for clients. You will report to our Regional Manager, Commercial Sales and can be based in our Boston, MA office or work remotely from anywhere in the US where Smartsheet is a registered employer. - Build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business. - Execute a solution-based sales process including multiple internal and external stakeholders within growth or equivalent accounts (200 to 499 employee size). - Develop and prospect new opportunities with existing customers in your territory by analyzing and identifying high-value needs across multiple departments and lines of business. - Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals. - Expand Smartsheet brand awareness at the c-suite, operational and team level. - Facilitate and manage partnerships with Sales Engineers, Solutions Consultants and Customer Success teams to support full sales cycle and close business. - Create and maintain Joint Engagement Plans for strategic solution deals. - Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast. - Use sales enablement tools to personalize approach and form an industry perspective as to where the Smartsheet footprint can add value to the client's business. - Other duties as assigned. Qualifications - 3+ years of SaaS full cycle sales experience exceeding quota working in commercial accounts. - Experience managing customer relationships and maintaining relationships in a B2B environment. - A thorough understanding of a SaaS evaluation process and have the ability to execute on each stage in the sales cycle. - Experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal. - Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics and gain territory insights. - Passion for working with new technologies and technical concepts. - Bachelor's degree or the equivalent combination of other post-secondary education. 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. - 15 days PTO, plus Sick Time Off. - 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). - 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. - 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. - US Base Salary Pay Range: $75,000 — $85,000 USD. Company Description 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. Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees.