Account Executive, SLED

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

Summary

This candidate will actively engage with prospective new clients via phone, and web conference to introduce Smarsh products and value proposition. Smarsh partners with a wide breadth of mobile (i.e., AT&T, Verizon), social (i.e., LinkedIn, Facebook) and collaboration (i.e., Slack, Microsoft) partners to deliver vital governance and compliance solutions for companies in highly regulated industries. Someone who embraces new opportunities, is motivated by professional advancement, demonstrates curiosity, enjoys problem solving, delivers excellence, and thrives in a changing, fast-growth environment is the ideal candidate. The candidate will work cross-functionally with the larger Smarsh team on several high-impact and high-visibility projects.

How will you contribute? :
• High volume of prospecting activities and lead generation within your assigned territory to identify new potential Smarsh customers in the government segment
• Consistently meet or exceed quarterly bookings goal
• Interact with Management team in 1:1, team meetings and via forecasting and reporting to provide high quality service
• Maintain accurate and timely forecast that is kept up to date as the opportunity progresses through the sales cycle
• Maintain accurate system hygiene in Salesforce, including keeping notes in opportunities up to date
• Establish and maintain a positive working relationship with all colleagues and customers
• Provide industry regulation changes and updates to our client base, as and when implemented
• Effectively use sales tools: Salesforce, LISN, Outreach.io, Zoominfo, and others to prospect
• Maintain coverage of accounts in territory. Coverage defined by Sales Excellence Framework
• Manages time effectively to hit quota, KPIs and continues education in sales skills or product knowledge
• Focuses on Corporate Sales accounts 1-50 employees or threshold determined by management
• Other duties as assigned

What will you bring? :
• Knowledge of SLED procurement processes and regulations
• Experienced in responding to SLED government requests
• Track record of sustained success/over-achievement in a sales role
• Experience managing the entire sales cycle, from prospecting through negotiation and closing
• Knowledge of financial markets and or hosted technology services is highly advantageous
• Excellent customer service and telephone manner
• Excellent written and verbal communication skills
• Familiar or working knowledge of Salesforce.com
• Bachelor’s degree preferred
• Passion for helping customers succeed
• Excellent verbal, written, and interpersonal communication skills
• Strong diagnosis and problem-solving abilities

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.