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Smarsh

Posted 1 month ago

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Sr. Enterprise Account Executive

LondonHybridFull-time

AI Summary

Senior enterprise sales leader responsible for managing end-to-end enterprise selling cycles to global clients, tailoring value-led conversations and driving new business in a defined territory.

About this role

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.

As part of our Enterprise Business Unit, this role serves as a strategic leader within our Enterprise Sales Team and a trusted partner to our largest global clients across the world. This role leads our end-to-end sales process based on a deep understanding of our offerings and an uncanny ability to build relationships and understand the unique needs of our clients.

This role is an exciting opportunity for an experienced sales leader who has the willingness to go deep with our clients to understand their needs and the intellectual curiosity, attention to detail, and maniacal work ethic needed to help us solve for their needs. This role has the unique opportunity to influence senior-level stakeholders internally and externally and the most successful incumbents will have a strong internal drive for results and passion to win.

How will you contribute?

  • 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.
  • Deliver new business to Enterprise-level customers in a defined geographical territory by promoting our SaaS based compliance solutions.
  • 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.

    • What will you bring?

  • A minimum of 10+ years proven experience and history of quota achievement selling into global, large enterprise accounts.
  • Proven and successful experience selling to regulated industries such as financial services.
  • Effective at building and maintaining collaborative relationships with key decision-makers and C-Suite executives within prospect organizations.
  • Proven ability to sell through multi-gen sales cycles.
  • You have demonstrated excellence in the past as a top performer in previous roles and are highly achievement orientated.
  • Excellent communications and negotiation skills.
  • Ability to maneuver through the grey by strategically assessing customer needs to translate them into technical solutions.
  • Direct experience with Salesforce or another CRM system.
  • Ideal candidate has experience with a sales methodology such as MEDDIC and experience selling to strong Champion and Economic Buyer relationships.
  • Familiarity with tools such as Salesforce, PowerBI, Outreach, Gong are all a "plus".

    • What do we offer?

  • We value our people and offer a competitive salary.
  • Strong maternity and paternity scheme
  • A workplace pension scheme
  • Take what you need holiday package
  • Private medical insurance
  • Dental plan
  • Group life assurance
  • Group income protection
  • Employee assistance programme
  • A monthly wellness allowance
  • Adoption assistance
  • Stock options

    • Skills

    Business Case DevelopmentChampion/Economic Buyer StrategiesContract NegotiationC-suite EngagementDeal ClosingEnterprise SalesFinancial Services SalesForecast AccuracyForecastingGongMEDDIC MethodologyMulti-gen Sales CyclesNegotiationOpportunity QualificationOutreach.ioPowerBIQuota AchievementRegulated Industry SalesSaaS SalesSales Cycle ManagementSalesforce / CRMStakeholder ManagementTerritory Management

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