• High volume of prospecting activities and lead generation within your assigned territory to identify new potential Smarsh customers in the government segment • Consistently meet or exceed quarterly bookings goal • Interact with Management team in 1:1, team meetings and via forecasting and reporting to provide high quality service • Maintain accurate and timely forecast that is kept up to date as the opportunity progresses through the sales cycle • Maintain accurate system hygiene in Salesforce, including keeping notes in opportunities up to date • Establish and maintain a positive working relationship with all colleagues and customers • Provide industry regulation changes and updates to our client base, as and when implemented • Effectively use sales tools: Salesforce, LISN, Outreach.io, Zoominfo, and others to prospect • Maintain coverage of accounts in territory. Coverage defined by Sales Excellence Framework • Manages time effectively to hit quota, KPIs and continues education in sales skills or product knowledge • Focuses on Corporate Sales accounts 1-50 employees or threshold determined by management • Other duties as assigned