[Hiring] Director, GTM Partners - Americas @Smartsheet

Role Description

Smartsheet is investing in the next phase of its partner organization. Our go-to-market partner model prioritizes strategic partnerships that drive net-new pipeline, customer acquisition, and market expansion. The partner organization plays a central role in bringing Smartsheet's AI platform capabilities to market, developing relationships across the AI ecosystem, and driving enterprise adoption through strategic co-sell and solution development.

We are looking for a seasoned partnership leader to own the Americas partner strategy and commercial outcomes. The right candidate brings deep experience building productive relationships with systems integrators, GSIs, and technology alliance partners; has led partner organizations through strategic shifts; and carries a track record of delivering against sourced revenue targets.

• Own the Americas partner strategy end-to-end: portfolio design, partner selection, commercial execution, and revenue accountability
• Carry and deliver against partner-sourced revenue targets for the region
• Build and deepen executive relationships with strategic systems integrators, GSIs, and technology alliance partners (including AWS)
• Develop co-sell and co-market motions that generate genuine net-new pipeline and customer introductions
• Drive adoption and penetration of Smartsheet's AI capabilities into the enterprise through strategic partner motions
• Build and develop relationships with key partners across the AI ecosystem to extend Smartsheet's platform reach and market relevance
• Lead, develop, and grow a team of Partner Account Managers aligned to a strategic, sourced-revenue-oriented model
• Evolve partner coverage to prioritize partners that drive strategic value, market access, and measurable business outcomes
• Drive deal registration discipline and pipeline rigor across the Americas partner portfolio
• Collaborate cross-functionally with Sales, Deal Desk, Partner Operations, and Partner Marketing to execute joint go-to-market plans
• Represent Smartsheet externally as a thought leader and advocate for ecosystem-driven growth

Qualifications

• 15+ years in partner/channel leadership roles within SaaS or enterprise technology
• Demonstrated success building and scaling GSI and SI partnerships that produce sourced revenue
• Quota-carrying experience with a track record of meeting or exceeding partner-sourced revenue targets
• Experience leading partner organizations through strategic transformation; you have shaped a partner portfolio, shifted a team's orientation, or evolved a channel model around strategic outcomes
• Strong understanding of AI's impact on enterprise software and partner ecosystems; you know how to position an AI platform through strategic partners and drive enterprise adoption
• Strong executive presence and the ability to engage C-level and practice-level contacts at major consulting and technology firms
• Deep understanding of hybrid direct + channel go-to-market models, including the economics and mechanics of partner-influenced vs. partner-sourced business
• Experience with cloud marketplace transactions is strongly preferred
• Track record of building and developing high-performing teams through periods of strategic change
• Willingness to travel ~20% for partner and internal meetings

Preferred

• Experience in the collaborative work management, PPM, or enterprise SaaS platform space
• Existing relationships within Big 4/5 consulting firms, top-tier SIs, or major technology alliance ecosystems
• MBA or equivalent strategic leadership experience

Benefits

• Employer subsidized medical/vision and dental coverage for full-time employees
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Sick Time Off
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental 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, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)
• Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.

Company Description

At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.