Client Services Director (Remote Eligible)

Own the services sales cycle: Lead pursuits from early qualification through signed Statement of Work (SOW), with or without AE/SE support

Elevate conversations: Uplevel customer and account team discussions across the Customer Outcomes lifecycle to influence platform adoption, multi solution expansion, and long term value creation

Drive value-led selling: Apply value frameworks (e.g., Smartsheet Value Selling, MEDDIC, Challenger) to uncover priorities, link them to Smartsheet solutions, and advise the customer through opportunity closed-won

Engage executives: Develop trusted relationships with executive sponsors, procurement, and key decision makers to accelerate deal velocity and eliminate last mile friction

Generate and progress pipeline: Maintain ~3× coverage by identifying whitespace, creating new opportunities, and advancing stalled pursuits with clear next steps and mutual action plans

Forecast with discipline: Use Salesforce and Clari for precise pipeline hygiene, risk surfacing, and call accuracy; proactively course correct to protect the quarter while shaping the next

Contribute thought leadership: Mentor peers, share market/competitive insights, and inform GTM refinements (offers, packaging, playbooks)

7 years carrying a services or solutions quota for enterprise customers, with a consistent record of closing Professional Services opportunities >$250k (seven-figure TCV experience a plus)

Proven success leading complex, multi-stakeholder, multi-solution deals and collaborating across account teams

Strong command of value-based selling (e.g., Smartsheet Value Selling, MEDDIC, Challenger) and speaking to defensible business cases/ROI tied to outcomes and CLV

Track record in territory management and account planning across Large Enterprise

Ability to travel up to 40–50%

BA/BS required; advanced degree preferred