• 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 1-50 employees or threshold determined by management • Other duties as assigned

• Deliver new business to Enterprise-level customers in a defined geographical territory by promoting our SaaS based compliance solutions. • Develop meaningful business relationships with key stakeholders and influencers, driving value-led conversations and presentations to articulate Smarsh’s strategic impact on their organization. • Lead generation, qualification & opportunity management to closure. • Influence internal key stakeholders to drive effectiveness and collaboration for closing enterprise-wide deals. • Consistently deliver against your quota, while prioritizing and delivering outstanding customer sales experience. • Maintain accurate and timely forecasts throughout the sales cycle on a weekly basis. • Negotiate and participate in contractual processes through close. • Other duties as assigned.

• 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 DOD and Federal 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

• Central responsibility for effective outbound calling • Excite and engage prospects about the agency’s services • Schedule high-quality appointments for the sales team