• Develop a business plan to overachieve sales goals • Manage and maintain the entire sales ecosystem from generating leads through closing • Help customers understand the value of Cribl during the sales process • Articulate our value proposition up and down the organization, from engineer up to CxO • Forecasting predictably and hitting sales targets • Perform duties outside standard working hours if required

• Drive territory engagement from tradeshows, product demos/trainings, to lunch & learns • Partner with distributors, integrators, and end users to drive sales in the territory • Be a problem solver for partners (helping with quotes, proposals or helping trouble shoot objections) • Work Cross Functionally with other departments • Weekly and Quarterly Reporting around pipelines, partner pipelines and forecasting • Maintain best practices while working inside the CRM (Salesforce) • Travel extensively throughout the territory and occasional travel within North America (as needed)

• Responsible for selling to or through partners and distributors • Includes channel sales support and channel development duties • Develops customer relationships and serves as the interface between customer and GE • Explains technical information to others

Role Description Smartsheet is looking for a dynamic Sales Development Representative II to provide sales pipeline generation and revenue-driving activities and help fuel our growth targets for the fiscal year. You will be required to develop a great understanding of our customers, prospect into relevant accounts and utilize outbound efforts to engage and qualify potential customers using various proactive selling efforts. This role is a great opportunity to sharpen prospecting and discovery skills that align with our Commercial and Enterprise teams. The ideal remote candidate will sit Central to East coast and will report to a Manager of Sales Development in the East. - Partner and work with the Commercial and Enterprise sales teams - including New Business, Expansion, Customer Success, and Professional Services. - Work with other Smartsheet teams to develop account knowledge, relationship maps, and use case opportunities through direct account engagement and insight tools. - Setting qualified prospect meetings with our Sales Executives. - Strategically prospecting key account targets & contacts. - Hold thoughtful and engaging conversations over the phone and email. - Be the subject matter expert on Smartsheet products and services. - Generate appointments by independently identifying companies and contacts that would be a good fit for our services and making decisions to reach out to them via email, LinkedIn, cold calling, and/or using our other sophisticated software sales tools. - Influence and manage multiple outbound sequence campaigns in our sales engagement platform. - Record and document all activity in Salesforce.com. - Monitor the social web for opportunities and leads as well as participate in outbound social marketing initiatives. - Leverage taught sales techniques to maximize prospect interactions. - Maintain a high level of activity with the intent to qualify and create exponential sales pipelines. - Other duties as assigned. Qualifications - Experience in a Sales/Business Development role. - Desire to learn and grow, possessing a strong work ethic. - Competitive spirit, self-motivated, driven, and a desire to be successful. - Capability of understanding customer pain points, and requirements and delivering a response presenting Smartsheet as a solution. - Aptitude to manage numerous requests and time demands concurrently while achieving production goals from assigned territory or set of accounts. - Contribute to the team effort and play an essential part in the smooth running of teams. - Excellent verbal and written communication skills. - Passion for working with new technologies and new technical concepts. - Ability to deal well with adversity, remaining driven and resilient. - Experience using CRM, sales engagement platform, and prospecting tools preferred. 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. - Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. - This role will be eligible for a market competitive incentive opportunity. - US Base Salary Pay Range: $50,000 — $50,000 USD.