Smarsh · 12 hours ago
Services Executive (Sr. Account Executive, Services Sales)
United States
Full-time
Remote
Senior Level, Lead/Staff
$127K/yr - $146K/yr
8+ years expSmarsh is a company that empowers customers to manage risk and unleash intelligence in digital communications, serving over 6500 organizations in regulated industries. They are seeking a Services Sales Consultant to support and expand their Enterprise and Federal businesses, acting as a liaison between Smarsh Global Services and sales teams to drive services revenue and adoption of Smarsh solutions.
EdiscoveryEnterprise SoftwareSaaS
Responsibilities
Drive the sale of professional services, migrations, custom integrations, and managed services offerings
Lead discovery sessions to understand technical, business, and compliance, change management, and governance requirements
Develop high-quality services proposals, statements of work (SOWs), and level-of-effort (LOE) estimates
Collaborate with Enterprise and Federal Sales teams to support deal strategy, reinforce MEDDPICC discipline, and position SGS services early and effectively in the sales cycle
Develop high-quality services proposals, SOWs, LOEs, pricing models, and adoption-focused services plans
Build and deliver persuasive decks and executive presentations that position Smarsh Services as essential to customer transformation
Support RFP/RFI responses that include services components, especially within federal procurement frameworks
Serve as the primary connection between SGS and the Enterprise/Federal Sales teams
Communicate SGS service capabilities, delivery timelines, dependencies, and resource requirements
Ensure alignment on customer expectations, scope, and delivery commitments
Partner with SGS Delivery and Product Management to ensure smooth handoffs from sales to implementation
Escalate service-related risks and drive cross-functional coordination to resolve issues
Act as a trusted advisor for customers in heavily regulated industries, especially financial services and federal agencies
Apply working knowledge of SEC/FINRA requirements, FISMA, FedRAMP , FOIA, public records laws, federal data governance, and related compliance frameworks
Understand federal procurement workflows, contracting vehicles, and acquisition cycles
Scope complex solutions involving cloud migrations, data ingestion, communications archiving, supervision workflows, and integrations
Work closely with SGS product management to stay aligned on service offerings, pricing models, and feasibility
Translate customer needs into structured service engagements with clear adoption, governance, change management outcomes, and accurately defined SOWs
Partner with Delivery leadership to ensure scoping accuracy and successful execution
Build strong relationships with customer executives, IT leadership, compliance officers, and technical stakeholders
Position SGS services as essential to maximizing product value and ensuring compliant, successful implementation
Present compelling business process redesign and governance recommendations when necessary to drive customer outcomes
Support renewals and expansions by highlighting services that drive long-term customer outcomes
Drive services revenue growth across Enterprise and Federal segments
Maintain accurate forecasting, reporting, and pipeline visibility for services deals
Ensure proper service packaging, positioning, qualification (MEDDPICC) and revenue alignment with SGS strategy and financial goals
Qualification
Required
8+ years' experience selling professional services, consulting engagements, SaaS implementation services, or complex technical solutions
Experience selling into or supporting federal agencies and understanding their procurement and security requirements
Strong background supporting or selling to large enterprises in regulated markets (financial services, public sector, healthcare, etc.)
Proven ability to work cross-functionally with sales, delivery, product, and customer success teams
Consultative selling and strong discovery capability
Excellent written and verbal communication, with executive-level presentation skills
Ability to draft and review SOWs, LOEs, and services proposals
Strong negotiation and conflict-management abilities
Exceptional relationship-building, internally and externally
Ability to advise on governance, change management, and business process redesign
Ability to manage multiple stakeholders and deadlines simultaneously
Understanding of SaaS architectures, cloud environments (AWS/Azure), integrations, and data migrations
Preferred
Familiarity with compliance archiving, electronic communications retention, and related ecosystems
Company
Smarsh
Smarsh manage the risk and see the value in their communications data.
1001-5000 employees
H1B Sponsorship
Smarsh has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (16)
2024 (5)
2023 (12)
2022 (22)
2021 (2)
2020 (1)
Funding
Current Stage
Late StageTotal Funding
unknownKey Investors
K1 Investment Management
2016-01-15Private Equity
Leadership Team
Vinay Mehta
Chief Technology Officer
Ian Black
SVP Customer Success
Recent News
Business Wire
2025-12-05
2025-12-01
Company data provided by crunchbase