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Question

Just came off an interview for an EAE role and my takeaway is that this is glorified AM role. All the questions were around growing existing accounts, I actually had to go back into my email to check I applied for the right vacancy! Have I missed something?

Current Employee · Accepted Answer

Management is basically giving QBRs to reps week over week about pipeline management and there is a very strong emphasis on pipeline.  I would really ask people that work there about culture and see if it is right for you.  The existing accounts are not growing as much so the motion is changing

Current Employee · Answer

Smartsheet is unique because we can sell our software to just about every department and every team at an account. So yes, while you will only work with existing accounts, your primary responsibility is to find greenfield in that account and sell to these new teams, new departments, with new use cases. What's great is that once you land a new use case our product seems to grow naturally through virality bringing new paid users into those plans as well as new contacts from other teams/departments you can sell to.

Current Employee · Answer

90-95% of the reps at Smartsheet work with existing accounts. It’s very much a land and expand model. Other than small businesses, there really aren’t that many companies that have absolutely no Smartsheet footprint. New biz is seen as a lower level position here.

Current Employee · Answer

If you think selling $1.4-$1.8 MIL to keep your job security classifies as a glorified AM role, sure. You will have about 12 accounts of existing business to grow. Total Comp is also now dependent on retention so you will be just as busy maintaining as you will be hunting for new LOBs to expand to.

Current Employee · Answer

The expansion account executive role is very similar to account manager roles elsewhere. You get assigned a book of existing customers and are tasked with growing revenue within those accounts.

Current Employee · Answer

Expansion reps are given an existing book of business "accounts w/spend" ranging from 6 figure + to lower level spend. From there Expansion Reps are tasked with growing the accounts (license plays, premium add on plays, or more strategic sales which range from 50-100k+ depending on segment). New Business on the other hand is exactly what you sign up for, net new orgs that are looking to either adopt smartsheet or just shopping.

Does this help?

Current Employee · Answer

Whats your view on the difference?

Current Employee · Answer

At Smartsheet there is New Business and growth.

This Large Enterprise AE role is for current accounts and to manage/grow them (growth).

I don’t know much about the new bus side, but ae growth is account manager.

Current Employee · Answer

That’s not the case if you are in the Large Enterprise space. There are PLENTY of new business opportunities across business units. The Key Accounts team (managing 2-3 accounts) is more of a babysitting role.

Current Employee · Answer

Yes, the bulk of the majority of revenue comes from expansion. Due to the collaborative nature of the software, other non-licensed users can be easily shared to Smartsheet assets creating natural organic growth opportunities. You then have a warm introduction into these new lines of businesses, establish the relationship, and further grow the account.

Current Employee · Answer

Smartsheet's business model is very much land and expand. there is not 1 platform you sell and then are done with it. As someone else said it is very much driving growth into new lines of business, use cases or subsidiaries.
You may be given accounts that have a relatively small and immature footprint.

If by EAE you mean Expansion AE (Commercial) i think you've answered your own question.

If you mean Enterprise AE, our Large Enterprise segment has 3 different roles: Select, Strategic and Key.
Select works lots of accounts: from small footprint to zero spend. Strategic has fewer accounts, usually with a more established SMAR presence. Key is basically an account director role where you only have a handful of existing accounts to grow.

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Anonymous Q&A

Just came off an interview for an EAE role and my takeaway is that this is glorified AM role. All the questions were around growing existing accounts, I actually had to go back into my email to check I applied for the right vacancy! Have I missed something?