Regional Director, Enterprise (FedGov)

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet is seeking an experienced sales leader to lead a team of Account Executives as a Regional Director: Federal, Aerospace & Defense, and FSI’s. The ideal candidate will have a history of building and leading teams to over-perform in quota attainment, close transformational transactions, and align strategically with Federal Civilian & DOD Agencies, Aerospace & Defense, as well as FSI accounts. This role is based in the Washington D.C. area and part of the Public Sector Enterprise Sales Leadership team. You Will: Build and lead a Sales team to exceed quarterly and annual sales quotas Effectively predict and deliver sales results through accurate monthly, quarterly, and annual sales forecasting Serve as player/coach in the execution of a complex, solution­-based sales process encompassing multiple groups within the Federal market and assigned list of A&D and FSI accounts Play a leadership role in developing new business opportunities by coaching Account Executives to build and execute account-focused strategies Drive Smartsheet senior executive engagement in target accounts Successfully execute across all disciplines of sales management, including Account/Opportunity/Relationship planning and sales methodology execution Partner with Sales Engineering, Consulting, Customer Success and Marketing management to identify and close software and professional services solutions. Proactively identify and address issues that will increase growth velocity in the assigned sales region Other duties as assigned Travel as needed (30-50%) You Have: 10+ years of experience in the software industry with current SaaS experience preferably on the business applications side 5-10 years experience in sales management providing the tools, training and support to ensure team success Demonstrated track record in leading Federal Gov’t sales teams to exceed quotas by winning new business and driving substantial growth Proven ability to drive Strategic sales teams in executing “land­-and-­expand” sales strategies in accounts in the Federal Gov’t Excellent communication and interpersonal skills and the ability to multitask, work cross-­functionally within the organization, and thrive in a collaborative environment Motivate and lead; embody Smartsheet’s core values; operate with integrity and a sense of urgency Demonstrated ability to execute value based sales methodologies (e.g. MEDDIC, Strategic Selling, others) Experience working in a fast-­paced, evolving, high growth…