The Role
Pre-sales technical lead supporting account executives to drive B2B deals: discovery, product demonstrations, validation events, RFI/RFP technical responses, and sales collateral. Collaborates with sales, product, success, and professional services; updates systems of record and supports cross-departmental initiatives. Travel as needed.
Summary Generated by Built In
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.
In this role you’ll own the technical and functional win in a B2B sales cycle. You’ll partner closely with the corporate sales team, product teams, success management, and professional services on these pursuits. You will support a handful of account executives across multiple product lines.
How will you contribute?
- Spend 50-70% of your time working on revenue generating deals, with the remaining time spent on supporting our internal projects, ongoing learning, and supporting cross-departmental initiatives as needed.
- Assist sales with discovery process to identify quantifiable problems our solutions can solve
- Demonstrate/Workshop/Solution how our products/platform can help our prospects/customers achieve their desired business outcomes and realize value
- Lead the scoping and execution of validation events where appropriate
- Take the lead on the technical responses associated with an RFI/RFP/RFQ/Infosec etc.
- Regularly update systems of record (salesforce, SharePoint etc.) with presales notes/collateral etc.
- Contribute best practices and content/collateral to broader presales and sales teams
- Present professional services and success management offerings as part of a comprehensive solution
- Support cross-departmental projects like lead generation, event marketing, partner enablement, and sales enablement as needed
- Travel as needed for internal/external meetings
What will you bring?
- Familiarity with or hands on experience using the Smarsh suite of products, OR 1-2 years of solution engineering experience
- An ability to demonstrate our products in a way to sells the value of our solutions aligned to a client’s business objectives and pain points
- Domain knowledge of the Compliance or IT space
- Strong presentation skills to both executives and practitioners
- Knowledge and ability to present/demonstrate business processes/workflows associated with compliance (capture/archive/surveillance) use-cases
- Industry knowledge (Financial Services and/or FED SLED highly desired)
- Solution Selling, Demo2Win, and MEDDIC/MEDDPICC experience
- Strategic Thinking and a problem-solving mindset
- Operates with a high degree of independence and accountability, taking initiative to address gaps in preparation, communication, follow-through, and sales partnership before escalating for support.
- Recommended Traits: Curiosity, effective time management, strong collaborative spirit, detail oriented, work with a sense of urgency, strong work ethic and an empathetic attitude
- Bachelor’s degree or equivalent educational experience
- Experience in SaaS a plus
Don't meet every requirement? Apply anyway! We value diverse candidates and encourage applications, even if you don't perfectly match the job description. Studies have shown that some strong candidates may self-select out of the interview process prematurely, at Smarsh we encourage an inclusive, high-performing environment.
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.
Skills Required
- Familiarity with or hands-on experience using the Smarsh suite of products, OR 1-2 years of solution engineering experience
- Ability to demonstrate products to communicate value aligned to client business objectives and pain points
- Domain knowledge of the Compliance or IT space
- Strong presentation skills to both executives and practitioners
- Knowledge and ability to present/demonstrate compliance business processes/workflows (capture, archive, surveillance) use-cases
- Industry knowledge (Financial Services and/or FED SLED)
- Experience with Solution Selling, Demo2Win, and MEDDIC/MEDDPICC methodologies
- Strategic thinking and problem-solving mindset
- Ability to operate with independence and accountability; strong initiative and follow-through
- Bachelor's degree or equivalent educational experience
- Experience in SaaS environments
- Ability to travel as needed for internal/external meetings
Smarsh Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Smarsh and has not been reviewed or approved by Smarsh.
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Leave & Time Off Breadth — Time off is characterized by unlimited PTO, generous vacation allowances, and paid holidays, with policies that support taking time away. These elements are positioned as a core strength that helps balance lower base pay in some roles.
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Wellbeing & Lifestyle Benefits — Perks include wellness programs, commuter and bike reimbursement, volunteer time off, peer recognition, remote-work support, and a sabbatical option. The variety of non-salary benefits contributes to a supportive work-life environment.
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Retirement Support — A 401(k) with employer match and profit sharing is offered, with immediate vesting described for the match. This strengthens the long-term financial component of total rewards.
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The Company
What We Do
Smarsh provides cloud-based archiving and compliance solutions for companies in regulated and litigious industries.
