Professional Services Business Development Director

Smartsheet is looking for an experienced individual contributor, Professional Services Business Development Director to join the Professional Services Sales team.

As a Client Services Director, you will have a professional services bookings target, responsible for selling Smartsheet’s portfolio of PS offerings to help accelerate customer’s adoption of the Smartsheet platform across a variety of intelligent work management solutions. You will be a sales overlay across two Enterprise Sales teams made up of approximately 10-15 territories in the EMEA region. You will manage the end-to-end sales process of services-only opportunities and collaborate closely with Account Executives on solution sales opportunities involving software licensing and services.

This role reports to the Director of Professional Services Sales and Customer Outcomes in the EMEA region.

You Will:

Understand Smartsheet’s evolving portfolio of professional services offerings and capabilities and how these map to different Solution use cases and Customer / Team maturity levels

Create services-specific territory plans outlining priority accounts, big bets, and stakeholder relationship maps that will contribute into Account Executives’ overall account and territory plans

Accurately forecast professional services monthly and quarterly bookings for your aligned territories

Diligently manage pipeline hygiene in Salesforce and Clari, ensuring opportunity stage, value, close date, MEDDIC fields, and next steps notes

Develop new business and follow-on expansion services pipeline through tailored outbound campaigns

Triage and oversee a smooth and effective technical scoping portion of the sales process, which will be executed by Solutions Engineers, Solutions Architects, and/or Solutions Consultants

Lead the presentation of Solution proposals with experience landing compelling value propositions at multiple levels of a Customer organization: individual contributor, manager, executive

Lead negotiations on pricing and other terms for custom SOWs and packaged services

Oversee a smooth and effective transition post sales to the Professional Services Delivery resources assigned to the projects sold

Monitor projects during delivery, keeping relationships active with key Customer stakeholders, ready to assist with any risk, issue, escalation resolution or follow-on opportunity identification and execution

Perform other duties as assigned

You Have:

5+ years of experience carrying a £3M+ annual services bookings quota for Enterprise (>5k employee) customers, frequently closing Professional Services opportunities >£100K

Excellent verbal and written communication skills including needs analysis discovery, solution positioning, business justification, and proven closing techniques

Experience leading effective outbound services pipeline generation motions

Eagerness to utilize AI workflows and tooling to scale impact

Prior experience working in SaaS

Ability to travel, as needed, up to 25%

Ability to be in the London office at least 1 day per week, preferably 2-3 days per week

BS degree or equivalent

Legally eligible to work in the UK on an ongoing basis

Perks & Benefits:

Employer-paid Private Medical and Dental, additional cost for family members

Monthly contributions toward your pension

Monthly stipend to support your work and productivity

25 days paid for Holiday + Bank Holidays + Flexible Time Away Program

20 weeks fully paid Maternity Leave

12 weeks fully paid Paternity/Adoption 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, salary sacrifice options, and your own personal Smartsheet account.

Teleworking options from any registered location in the UK (role specific)