Professional Services Business Development Director

Professional Services Business Development Director

Smartsheet is a leading platform for work management, empowering teams to achieve anything through seamless and scalable solutions. We are building tools that automate manual tasks, uncover insights, and enable smarter scaling, creating space for big thinking and impactful work.

Smartsheet is seeking an experienced individual contributor to join our Professional Services Sales team as a Professional Services Business Development Director. This hybrid role is based in the UK and offers a permanent contract.

About the Role

As a Client Services Director, you will be responsible for achieving a professional services bookings target. Your primary focus will be selling Smartsheet’s Professional Services offerings to accelerate customer adoption of our platform across various intelligent work management solutions. You will act as a sales overlay for two Enterprise Sales teams, covering approximately 10-15 territories in the EMEA region. You will manage the end-to-end sales process for services-only opportunities and collaborate closely with Account Executives on solution sales opportunities that include software licensing and services.

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

Key Responsibilities

• Understand Smartsheet’s evolving portfolio of professional services offerings and capabilities, and how they align with different solution use cases and customer maturity levels.
• Develop services-specific territory plans, identifying priority accounts, key opportunities, and stakeholder relationship maps to support Account Executives' overall account and territory plans.
• Accurately forecast professional services monthly and quarterly bookings for your assigned territories.
• Diligently manage pipeline hygiene in Salesforce and Clari, ensuring accurate opportunity stage, value, close date, MEDDIC fields, and next steps.
• Develop new business and expansion services pipeline through tailored outbound campaigns.
• Oversee the technical scoping portion of the sales process, working with Solutions Engineers, Solutions Architects, and/or Solutions Consultants.
• Lead the presentation of solution proposals, delivering compelling value propositions to various levels within customer organizations, from individual contributors to executives.
• Lead negotiations on pricing and terms for custom Statements of Work (SOWs) and packaged services.
• Ensure a smooth transition post-sales to the Professional Services Delivery resources assigned to sold projects.
• Monitor projects during delivery, maintaining active relationships with key customer stakeholders, and assisting with risk, issue, or escalation resolution, as well as identifying and executing follow-on opportunities.
• Perform other duties as assigned.

Requirements

• 5+ years of experience carrying an annual services bookings quota of £3M+ for Enterprise customers (5,000+ employees), with a proven track record of closing Professional Services opportunities exceeding £100K.
• Excellent verbal and written communication skills, including expertise in needs analysis discovery, solution positioning, business justification, and closing techniques.
• Experience leading effective outbound services pipeline generation initiatives.
• Eagerness to utilize AI workflows and tooling to scale impact.
• Prior experience working in the SaaS industry.
• Ability to travel up to 25%, as needed.
• Ability to be present in the London office at least 1-3 days per week.
• Bachelor's degree or equivalent.
• Legally eligible to work in the UK on an ongoing basis.

What We Offer

• Employer-paid Private Medical and Dental insurance (additional cost for family members).
• Monthly pension contributions.
• Monthly stipend to support your work and productivity.
• 25 days of paid holiday, plus bank holidays, and a Flexible Time Away Program.
• 20 weeks of fully paid Maternity Leave.
• 12 weeks of fully paid Paternity/Adoption Leave.
• A personal paid Volunteer Day to support our community.
• Opportunities for professional growth and development, including access to Udemy online courses.
• Company-funded perks such as a counseling membership, salary sacrifice options, and your own personal Smartsheet account.
• Teleworking options from any registered location in the UK (role specific).

At Smartsheet, your ideas are heard, your potential is supported, and your contributions have a real impact. We foster an inclusive environment and welcome diverse perspectives.