Account Executive I, Corporate Accounts

As an Account Executive I, Corporate Accounts at Smarsh, your primary responsibilities include generating leads through high-volume prospecting activities within your assigned territory. You'll engage prospective clients over the phone and via web conferences, promoting our SaaS-based compliance solutions and establishing relationships with small business customers. Additionally, you'll be responsible for maintaining accurate sales forecasts and utilizing tools like Salesforce to manage customer interactions efficiently.

To apply for the Account Executive I, Corporate Accounts position at Smarsh, you should have 1-2 years of prior sales experience, which could be in technology or another industry with a strong interest in tech. A bachelor's degree is preferred but not mandatory. Familiarity with Salesforce and a passion for helping customers succeed will be beneficial as well.

In your role as an Account Executive I, Corporate Accounts at Smarsh, you will leverage several sales tools to drive your success. You’ll use Salesforce for customer relationship management, Outreach.io for prospecting and managing leads, and other tools like Zoominfo to gather insights on potential customers. Proficiency in these tools will assist you in navigating the sales cycle effectively.

Smarsh is committed to the professional development of its employees, including Account Executives. We foster a culture of lifelong learning and provide opportunities for continuous education in sales skills and product knowledge. You'll work cross-functionally with various teams, allowing for mentorship and insights that can propel your career forward in the sales domain.

The salary range for the Account Executive I, Corporate Accounts position at Smarsh typically falls between $60,000 and $70,000 per year. This range is Smarsh's good faith estimate and may vary based on experience, education, and other factors such as location and internal equity, along with potential bonus opportunities that will be discussed during the recruitment process.

To effectively approach lead generation as an Account Executive, I start by researching my target audience and identifying potential clients within my territory. I utilize a mix of cold calling, email outreach, and social selling through platforms like LinkedIn. I focus on understanding the clients' needs and pain points to tailor my messaging accordingly, ensuring I provide value with every interaction.

Certainly! In my previous role, I set a personal goal to exceed my quarterly sales target by 20%. I achieved this by doubling my prospecting efforts, leveraging existing relationships, and actively seeking referrals. By maintaining a positive mindset and focusing on the needs of my clients, I not only met my goal but surpassed it, which earned me recognition from management.

Handling objections during a sales call begins with active listening. I ensure that I fully understand the client's concerns before responding. I empathize with their hesitation and provide factual responses that address their reasons. By sharing success stories and data that highlight the value of our solutions, I can alleviate concerns and pivot the conversation toward the benefits we offer.

To close a sale effectively, I use a consultative approach, ensuring that my clients feel involved throughout the process. I summarize their interest and address any remaining objections, followed by discussing the next steps clearly. Creating urgency by highlighting the benefits of acting promptly can also motivate clients to make a decision.

I maintain organized records of my sales activities through Salesforce, where I log calls, emails, and meetings. I also set daily reminders to follow up with leads and review my pipeline regularly. By keeping a well-structured calendar and utilizing CRM features to track progress, I ensure that I stay on top of my goals.

Building relationships with clients starts with trust and open communication. I take the time to understand their business challenges and goals. By providing timely updates and support, I show my commitment to their success. Regular check-ins, even after closing a deal, help maintain a strong rapport and open avenues for future opportunities.

The key to successful sales is understanding your customer's needs and being genuinely interested in helping them solve their problems. This involves being adaptable, demonstrating empathy, and providing tailored solutions. Establishing trust, delivering on promises, and maintaining a positive attitude are also crucial to building long-term relationships and securing repeat business.

When handling multiple clients, I prioritize tasks based on urgency and impact. I categorize my clients based on their purchasing timelines and the level of engagement. I leverage tools like Salesforce to create task reminders and summaries that help me stay organized. By focusing on high-potential leads while ensuring I follow up with all clients, I efficiently manage my time.

I am drawn to Smarsh because of its commitment to innovation and helping organizations in regulated industries manage compliance effectively. Additionally, the company's culture of collaboration and continuous learning resonates with my personal values. I envision growing my sales career here while contributing my passion for technology and customer success.

I have strong experience using Salesforce to manage customer relationships, track sales activities, and analyze performance metrics. I am proficient in logging interactions, generating reports, and utilizing lead scoring features to prioritize outreach. This familiarity allows me to leverage the full capabilities of the CRM to enhance my productivity in the sales process.