Professional Services Business Development Director

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About the role

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 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 tow

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