Professional Services Business Development Director

Remote from: UK
Annual salary: Undisclosed
Salary information is not provided for this position. Check our Salary Directory to estimate the average compensation for similar roles.
Department: Business Development
Employment type: Full Time,
Job posted: 30 May 2026
Apply before: 30 Jun 2026
Experience level: Director
Views / Applies: 16 / 0

About company

About Smartsheet

Smartsheet is a platform for work management and automation solutions.

Computer Software
2005

Actively Hiring

AI Summary

Smartsheet seeks a Professional Services Business Development Director to join its EMEA team. This individual contributor role involves selling professional services offerings to enterprise customers, managing a services bookings quota, and collaborating with Account Executives. Responsibilities include territory planning, pipeline management, solution proposals, and negotiations. The ideal candidate has 5+ years of experience with enterprise services sales and strong communication skills.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight The role requires significant experience in enterprise services sales, quota management, and cross-functional collaboration, making it challenging but not the hardest.

Salary Analysis

AI Insight The salary is not provided in the listing. Based on market data for a Professional Services Business Development Director in the UK (London) with enterprise focus, the median is estimated at £175,000. This is competitive for the role and region.

Key Skills

Business Development Professional Services Enterprise Sales SaaS Pipeline Management Solution Selling Negotiation Territory Planning EMEA Customer Outcomes

Cover Letter Sample

Dear Hiring Manager,

I am excited to apply for the Professional Services Business Development Director position at Smartsheet. With over 5 years of experience carrying a £3M+ annual services bookings quota for enterprise customers, I have a proven track record of closing large professional services opportunities and driving pipeline growth. My background in SaaS and expertise in solution positioning and negotiations align perfectly with the requirements of this role.

I am particularly drawn to Smartsheet's mission to empower teams and its innovative approach to work management. I have strong experience in territory planning, pipeline hygiene, and cross-functional collaboration with sales teams. I am eager to leverage my skills to accelerate customer adoption and contribute to the EMEA team's success.

Thank you for considering my application. I look forward to the opportunity to discuss how my experience can benefit Smartsheet.

Sincerely,
[Your Name]

Possible Interview Questions

Describe your experience with carrying a services bookings quota of £3M+ annually. How did you achieve your targets?

In my previous role, I consistently exceeded a £3.5M annual quota by developing strong relationships with enterprise clients, leveraging cross-functional teams for scoping, and using data-driven territory planning. I focused on high-value opportunities and maintained a robust pipeline through tailored outbound campaigns.

How do you approach territory planning for professional services sales?

I start by analyzing the existing customer base and identifying accounts with high growth potential. I map key stakeholders, assess their maturity levels, and align Smartsheet's offerings to their use cases. I then collaborate with Account Executives to create joint plans and prioritize big bets.

Can you walk us through a complex negotiation you led for a custom SOW?

I once negotiated a £250K SOW for a large financial services client. I prepared by understanding their budget constraints and value drivers. During negotiations, I focused on ROI and phased delivery to align with their priorities. I successfully closed the deal by offering flexible payment terms and a pilot phase.

How do you ensure a smooth transition from sales to delivery?

I maintain close communication with the delivery team throughout the sales process. Post-sale, I conduct a handoff meeting with all stakeholders, share detailed scoping documentation, and introduce the client to the delivery lead. I also check in periodically during delivery to address any issues and identify follow-on opportunities.

How do you stay updated on Smartsheet's evolving portfolio and use cases?

I regularly attend product training sessions, review internal documentation, and collaborate with Solutions Engineers. I also participate in customer feedback loops to understand real-world applications. This helps me map offerings to customer needs effectively.

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

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 toward your pension
Monthly stipend to support your work and productivity
25 days paid for Holiday + Bank Holidays + Flexible Time Away Program
20 weeks fully paid Maternity Leave
12 weeks fully paid Paternity/Adoption 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, salary sacrifice options, and your own personal Smartsheet account.
Teleworking options from any registered location in the UK (role specific)

Get to Know Us:

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.

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

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