Enterprise Account Executive, Federal (Civilian)

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

Reporting to the Sr. Director, Federal Sales, the position of Enterprise Account Executive, Federal (Civilian) is responsible for new business revenue by identifying new sales opportunities, building sales channels, closing sales,  and executing business development activities within the federal government by identifying, cultivating and maturing relationships with the necessary channels, partners, and contracting vehicles (e.g., GWACs, IDIQs, BPAs) that could assist in selling Smarsh products. The core responsibility of the Account Executive will be to drive new revenue growth of Smarsh.

This role will handle the transition from business opportunity to proposal development to award and will manage activities from identification to award that will enable the growth of sales across the federal civilian sector by meeting or exceeding monthly, quarterly and yearly sales targets.

Territory / Coverage DOC, DOE, USDA, VA, DOS, SBA, ED, HUD, DOL, SSA, Peace Corps, USAID, FCC, OMB, FEC, PBGC, Federal Reserve, OCC, USTR, and other federal civilian agencies

• Identify potential opportunities, arrange meetings, initiating sales momentum, build proposals, and closing sales
• Identify, establish and build relationships with organizations that will assist in the sales of Smarsh products
• Refine and progress the capture plan strategies
• Attend Business Development meetings (kickoff, status, approval etc.)
• Work alongside executive leadership to identify, refine, and execute our Federal Civilian growth strategies
• Achieve yearly sales targets and build opportunity pipelines for out years
• Develop and execute effective business development/sales call plans for meetings with target agencies and program managers
• Develop industry relationships and represent our company at industry events
• Develop and maintain positive working relationships with both internal and external stakeholders, including other business development and capture team members, client executives, proposal managers, and program management teams to ensure effective, efficient, and integrated implementation of capture strategies
• Meet or exceed established performance goals in support of overall corporate growth and new business sales success

• Prior successful track record meeting sales quotas and acquiring new logos
• Knowledge and understanding of federal sales cycle & procurement processes
• Proven track record selling as an individual, growing revenue, developing and selling solutions, and executing strategic campaigns within the federal public sector.
• Experience with software, IT, Mobile sales is preferred
• Experience establishing and growing relationships via software channel
• Experience building and maintaining high-level relationships and demonstrated ability to prospect and close new customers
• BA/BS degree is preferred

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.