Generate qualified pipeline within U.S. federal agencies by prospecting, qualifying leads, and booking discovery meetings. Educate prospects on Smarsh archiving and governance solutions, execute multi-channel outreach, maintain Salesforce records, support Customer Success as needed, and collaborate with Federal AEs, Marketing, and SDR leadership. Occasional travel to federal events required.
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.
Summary
As a Sales Development Representative (SDR) supporting the Federal segment, you will be
responsible for generating qualified pipeline within U.S. federal agencies. You will be on the
front line of Smarsh's federal go-to-market motion, engaging prospects across 100+
regulated communication channels to uncover compliance, records management, and
digital communications governance needs.
responsible for generating qualified pipeline within U.S. federal agencies. You will be on the
front line of Smarsh's federal go-to-market motion, engaging prospects across 100+
regulated communication channels to uncover compliance, records management, and
digital communications governance needs.
This role is ideal, for someone who is consultative, persistent, and excited to build
relationships in complex, highly regulated federal environments.
How will you contribute?
• Prospect into U.S. federal agencies to identify compliance and records management needs.
• Generate Discovery Meetings and Sales Accepted Opportunities (SAOs) for Federal Account Executives.
• Educate prospects on Smarsh’s archiving, supervision, and digital communications governance solutions.
• Execute multi-channel outreach across phone, email, and professional social platforms.
• Qualify inbound leads and strategically target outbound federal accounts.
• Research accounts and tailor messaging based on mission, regulatory drivers, and agency mandates.
• Maintain accurate activity, notes, and opportunity data in Salesforce.
• Assist with support requests and case creation for Customer Success Managers when needed to ensure timely customer follow-up.
• Partner closely with Federal AEs, Marketing, and SDR leadership on targeted campaigns and account-based motions.
• Travel occasionally for federal industry events, conferences, and field engagement.
What will you bring?
- Proven track record of achieving results
- Drive to be coached to success
- Superior interpersonal and communications skills (verbal and written)
- Flexible to work in a fast-paced, high growth environment
- Excellent organizational, time-management and prioritization skills
- Tons of energy, passion, humor, and enthusiasm
- 1+ year of direct sales experience, preferably in B2B environment is a plus
- Capability with Salesforce.com and LinkedIn is a plus
The salary for this role will be set based on a variety of factors, including but not limited to, internal equity, experience, education, location, specialty, and training. Local cost of living assessments are done for each new hire at the time of offer.
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.
Similar Jobs
Information Technology • Professional Services • Software • Consulting
The Sales Development Representative (SDR) is responsible for outbound prospecting, qualifying leads, scheduling meetings, and maintaining CRM records to support the sales team.
Top Skills:
Crm Platforms
Sales • Software
The Sales Development Representative will engage with business owners and sales executives, book productive conversations, and contribute to the SDR team's strategies and best practices.
Top Skills:
Go-To-Market Tech StackOutbound SalesSaaS
Other • Software
The Sales Development Representative is responsible for prospecting and qualifying leads, assisting Account Executives, and attending industry events.
Top Skills:
Salesforce
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
