• Actively engage with prospective new clients via phone, and web conference to introduce Smarsh products and value proposition. • High volume of prospecting activities and lead generation within your assigned territory to identify new potential Smarsh customers in the Corporate Sales 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 51-1000 employees or threshold determined by management.

• Lead and execute enterprise-level sales cycles, achieving and exceeding quarterly and annual revenue targets for new customer acquisition and expansion. • Identify and prioritize high-potential accounts through research, networking, and data-driven targeting across the U.S. and Canada. • Build trusted relationships with law firm leaders, including managing partners, CFOs, CIOs, and COOs, articulating the strategic and financial value of Elite’s technology. • Translate client challenges into tailored, high-impact solutions through ROI modeling, business case development, and value-based presentations. • Partner with internal teams—including marketing, pre-sales, customer success, and product, to craft compelling proposals and go-to-market strategies. • Maintain expert knowledge of Elite’s solutions (3E, eBillingHub), competitor offerings, and evolving industry trends to position Elite as the partner of choice. • Manage accurate pipeline and forecasting within Salesforce.com, ensuring visibility and accountability to business goals. • Represent Elite at industry conferences, client forums, and virtual events, contributing to brand presence and pipeline development. • Perform other duties as assigned to support departmental and company objectives.

• Own and execute new-logo acquisition for a defined set of Elite’s most strategic target accounts, with a focus on large, global, and multi-office law firms. • Lead highly complex, consultative enterprise sales cycles involving managing partners, CFOs, CIOs, COOs, and executive committees. • Develop deep account strategies, including stakeholder mapping, political alignment, risk mitigation, and multi-threaded engagement plans. • Drive large, transformational opportunities from early discovery through close, often spanning 12–24+ month sales cycles. • Build and articulate compelling, data-driven business cases that quantify operational, financial, and strategic ROI at the firm level. • Partner closely with Sales Engineering, Product, Marketing, Executive Leadership, and Professional Services to design and deliver differentiated, high-impact proposals. • Serve as a trusted advisor to prospective clients, guiding them through complex change decisions tied to finance, operations, and technology modernization. • Maintain expert-level knowledge of Elite’s full platform, competitive landscape, and macro trends impacting large law firms. • Forecast and manage pipeline with precision, ensuring disciplined deal inspection and executive-level visibility via Salesforce. • Represent Elite at senior-level industry forums, executive briefings, and strategic client events. • Provide informal mentorship and deal leadership to Senior Account Executives as needed, elevating overall enterprise selling capability. • Perform other duties as assigned to support departmental and company objectives.

• Meet sales and revenue goals by designing and executing plans to achieve these goals. • Create strategies to combat potential revenue losses. • Works closely with internal partners to stay current on the options to be provided to our existing base. • Assesses health of relationship with customer by working closely with the customer partnership team and business analytics functions. • Performs ongoing customer reviews with internal team to strategize on opportunities to bolster PG outcomes. • Stays abreast of market dynamics, competitors, customer dynamics, performing research to identify new approaches. • Develops presentations to inform existing clients about additional opportunities. • Creates a network of relationships externally with ecosystem partners. • Supports the sales process from inception to close. • Performs recurring reviews of contracts.