• Prospect into U.S. federal agencies to identify compliance and records management needs. • Generate Discovery Meetings and Sales Accepted Opportunities (SAOs) for Federal Account Executives. • Educate prospects on Smarsh’s archiving, supervision, and digital communications governance solutions. • Execute multi-channel outreach across phone, email, and professional social platforms. • Qualify inbound leads and strategically target outbound federal accounts. • Research accounts and tailor messaging based on mission, regulatory drivers, and agency mandates. • Maintain accurate activity, notes, and opportunity data in Salesforce. • Assist with support requests and case creation for Customer Success Managers when needed to ensure timely customer follow-up. • Partner closely with Federal AEs, Marketing, and SDR leadership on targeted campaigns and account-based motions. • Travel occasionally for federal industry events, conferences, and field engagement.

• Collaborate with your Account Executive team to develop and execute go-to-market strategies for their territories. • Work with Account Executives to blueprint key accounts in the territory • Call into key accounts to set up discovery calls and demos • Run discovery calls on certain accounts identified by your Account Executives • Work with Account Executives to follow up on and drive deals to their next phase • Identify expansion opportunities for our largest and most strategic customers • Be responsible for closing the transactional business for our AE team • Assist with in-territory gifting programs • Assist with in-territory events • Responsible for pre- and post- conference outreach • Work with Account Executives and marketing to source sales enablement collateral

• Own full-cycle sales in the emerging segment • Build a pipeline of emerging-market logos with daily outbound touches • Close new revenue from first touch through signed deal • Create repeatable playbooks for prospecting and closing • Develop cross-functional partnerships with Product, Engineering, Marketing, and Operations

• A healthy, self-sourced pipeline of emerging-market logos — built from consistent 40–60 daily outbound touches and 3x+ pipeline coverage — that directly fuels Instacart Business’s new logo growth. • Net-new closed-won revenue in the emerging segment, from first touch through signed deal, with a track record of meeting or exceeding monthly and quarterly quota. • Repeatable, tested playbooks for prospecting and closing in the emerging segment — including refined ICPs, A/B-tested sequences, and conversion benchmarks that the broader team can build on. • Meaningful cross-functional partnerships with Product, Engineering, Marketing, and Operations — bringing the voice of your customers into roadmap conversations, pilots, and packaging decisions. • A reputation as the go-to for emerging-market deal expertise: someone who can run tailored demos, build ROI narratives for multiple personas, and navigate buying committees with confidence.