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
In this role you’ll be the primary point of contact for the technical/solutions portion(s) of an enterprise, B2B sales cycle. You’ll partner closely with the enterprise sales team, product teams, success management, and professional services on these pursuits. You will support a handful of account executives across multiple product lines.
How will you contribute?
Spend 70% of time working on revenue generating deals (30% on learning)
Assist sales with discovery process to identify quantifiable problems our solutions can solve
Demonstrate/Workshop/Solution how our products/platform can help our prospects/customers achieve their desired business outcomes
Lead the scoping and execution of validation events
Take the lead on the technical responses associated with an RFI/RFP/RFQ etc.
Regularly update systems of record (salesforce, SharePoint etc.) with presales notes/collateral etc.
Contribute best practices and content/collateral to broader presales and sales teams
Present professional services and success management offerings as part of a comprehensive solution
Participate in regular demo/pitch certifications
Travel as needed for internal/external meetings
What will you bring?
Product knowledge across multiple product lines
Software demonstration skills aligned with industry best practices
Domain knowledge (compliance and IT)
Knowledge and ability to present/demonstrate business processes/workflows associated with compliance (capture/archive/surveillance) use-cases
Industry knowledge (Financial Services and other highly regulated industries)
Solution Selling, Demo2Win, and MEDDIC/MEDDPICC experience
Strategic Thinking
Validation event (POV) scoping/execution
AI and LLM familiarity
Recommended Traits: Curiosity, effective time management, collaborative, attention to detail, urgency, self-starter and mentorship
Bachelor’s degree or equivalent educational experience
5+ years of enterprise SaaS
Don't meet every requirement? Apply anyway! We value diverse candidates and encourage applications, even if you don't perfectly match the job description. Studies have shown that some strong candidates may self-select out of the interview process prematurely, at Smarsh we encourage an inclusive, high-performing environment.
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.
