S

Smarsh

Cloud-based archiving and compliance SaaS.

Sales Strategy & Operations Manager - Corporate & Public Sector

Full-TimePosted on 10/23/2026
$123k - $164.5k/yr
Mid
MBA
San Ramon, CA, USA+3 moreMore locations: New York, NY, USA | Portland, OR, USA | Atlanta, GA, USA
HybridHybrid attendance is specified for Portland; other listed locations have no attendance arrangement stated.
Sales & Account ManagementSales Operations

About the job

Requirements
  • At least 4 years of experience in Sales Operations, Revenue Operations, or a closely related go-to-market function, ideally in B2B software as a service.
  • Experience with territory design, quota setting, and annual sales planning processes.
  • Deep, hands-on experience with Salesforce, including reporting and dashboard building.
  • Strong analytical skills, including the ability to build models and pipeline or forecast analyses from scratch.
  • Experience partnering with senior stakeholders and presenting recommendations clearly and persuasively.
  • Demonstrated ability to work cross-functionally and drive outcomes without direct authority.
Responsibilities
  • Own annual and in-year planning for the Corporate and Public Sector segments, including territory design, account segmentation, quota setting, and capacity planning.
  • Translate segment strategy into operating plans, priorities, and resourcing decisions in partnership with the VP of Sales and the sales leadership team.
  • Identify business risks and opportunities before they affect bookings and provide recommendations.
  • Run forecasting and pipeline management for both segments, including cadence, hygiene, deal inspection, and accuracy.
  • Build and maintain the operating rhythm of pipeline reviews, forecast reviews, and quarterly business reviews to align and hold segment leadership accountable.
  • Partner with Deal Desk, Finance, and Commissions on deal structuring, quota attainment, and incentive execution for the segments.
  • Build reporting and dashboards that provide a trusted, real-time view of pipeline, forecast, and performance.
  • Use cohort, funnel, and productivity analysis to explain performance drivers and recommend actions.
  • Own the analytics for monthly and quarterly business reviews for Corporate and Public Sector.
  • Partner with Enterprise Applications to translate Sales Operations needs into systems requirements and help prioritize roadmaps for the tools used by the segments, including Salesforce, forecasting, and sales engagement and intelligence platforms.
  • Align with the Customer Success Operations partner to connect new business, renewal, and expansion data and processes.
  • Build working relationships with Finance, Marketing, and Enterprise Applications, and influence outcomes without formal authority over those teams.
  • Identify opportunities for artificial intelligence and automation to improve forecasting accuracy, pipeline hygiene, and seller productivity.
  • Proactively pilot new tools and approaches, then scale approaches that work.
Desired Qualifications
  • Background in management consulting or investment banking, particularly with a Master of Business Administration.
  • Experience supporting Public Sector or regulated-industry sales motions.
  • Practical, hands-on use of artificial intelligence tools in a Sales Operations context, with a point of view on how artificial intelligence can change sales organization operations.
  • SQL skills and experience building in Power BI.

About the company

S

Smarsh

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cbWebsite

Smarsh provides cloud-based archiving and compliance solutions for regulated industries like financial services and government. Its SaaS platform securely captures, stores, and searches communications across channels such as emails, text messages, and social media, with tools like Connected Capture for Microsoft Teams to support remote work. The archive is context-aware and extensible, built on cloud-native infrastructure to help organizations identify risks and stay compliant. Smarsh differentiates itself through deep relationships with leading banks and government entities and by offering a scalable, secure, easy-to-use multi-channel archive that reduces regulatory risk.

Company Size

1,001-5,000

Company Stage

Acquired

Total Funding

$43.6M

Headquarters

Portland, Oregon

Founded

2001

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Simplify Jobs

Simplify's Take

What believers are saying

  • AWS collaboration delivered a 77% reviewer-workload reduction for a global investment bank.
  • Noise Reduction Agent cut false positives up to 60% for smaller firms.
  • AI compliance demand accelerates because regulated customers need defensible capture of GenAI communications.

What critics are saying

  • The Layoff.com cited another round of Smarsh layoffs on June 24, 2025.
  • BuiltIn's 2026 profile says pay lags market and reorganizations follow acquisitions.
  • Competition from Microsoft, Google, and niche AI-compliance startups pressures Smarsh's pricing and differentiation.

What makes Smarsh unique

  • Smarsh holds Gartner 2025 Leader status and serves 18 of 20 largest banks.
  • Its September 16, 2026 MCP Server and AskSmarsh AI unify governed compliance workflows.
  • Capture spans 100+ channels, including Claude Enterprise, Bedrock, and Google Workspace.

Help us improve and share your feedback! Did you find this helpful?

Benefits

  • Health Insurance
  • Dental Insurance
  • Life Insurance
  • Disability Insurance
  • Unlimited Paid Time Off
  • Paid Vacation
  • Paid Sick Leave
  • Paid Holidays
  • Hybrid Work Options
  • Stock Options
  • 401(k) Company Match
  • Employee Assistance Programme

Growth & Insights and Company News

6 month growth

1%

1 year growth

0%

2 year growth

4%
FF News
Oct 22nd, 2026
Smarsh expands AI and Cyber risk solutions to strengthen compliance for financial firms.

Smarsh expands AI and Cyber risk solutions to strengthen compliance for financial firms. Smarsh has expanded its compliance and risk management suite to include capture support for Claude Cowork, addressing the growing regulatory pressure on small and mid-sized financial firms. By integrating AI-driven oversight across communications, web content, and vendor risk, the update helps lean compliance teams manage complex digital footprints without increasing operational complexity. What was announced. Smarsh has introduced several enhancements across its product portfolio to help financial services firms manage the proliferation of digital communication channels and the rapid adoption of generative AI. A central component of this update is the planned capture support for Claude Cowork within the Professional Archive. This builds on existing support for Claude Enterprise communications via the Claude Compliance API, allowing firms to apply retention, supervision, and legal-hold policies to AI-enabled workflows. Once captured, these interactions are preserved alongside other regulated communications, providing a more complete record as generative AI becomes embedded in everyday work. The Professional Archive now features "Intelligent Supervision" tools designed to streamline review processes. These include the Noise Reduction Agent, which filters out predictable, low-value alerts; the Misconduct Detection Agent, which identifies behavioral and contextual risk signals beyond static keywords; and an AI Assistant to help reviewers summarize, translate, and investigate communications. Additionally, a "Search with Natural Language" feature is being introduced to convert natural-language requests into transparent search criteria. Beyond communications, Web Archive has been updated to support dynamic and browser-generated content, ensuring firms can preserve searchable records of changing digital experiences. For security, the Cyber Compliance tool provides visibility into the security posture of personal (BYOD) and unmanaged devices accessing business applications. Finally, the Vendor Risk Management module has been strengthened to centralize vendor inventories, risk scores, remediation, and reassessment history, specifically targeting the needs of firms with lean risk teams. The companies involved. Smarsh is a global provider of communications data and intelligence, specializing in helping regulated organizations capture, archive, and monitor digital communications. The company operates in a high-stakes market where financial institutions must comply with strict record-keeping requirements from regulators like the SEC and FINRA. By providing a unified platform for oversight, Smarsh has positioned itself as a critical infrastructure provider for firms navigating the transition from traditional email and voice to modern collaboration tools and generative AI platforms. The company's focus on "Intelligent Supervision" reflects a broader shift in the regtech sector toward using machine learning to handle the massive volume of data generated by remote and hybrid work. Smarsh has established a significant presence among both global tier-one banks and smaller, mid-market financial firms, offering a range of solutions that scale based on the complexity of the client's regulatory environment. With its headquarters in Portland, Oregon, Smarsh continues to expand its technical capabilities to cover emerging communication channels as they enter the professional workspace. What FF News has reported before. FF News has closely followed Smarsh's recent expansion and leadership changes. In October 2026, Ascento Capital reported that Smarsh Appoints Former ACI Worldwide Executive Alessandro Silva as Chief Growth Officer to drive global expansion. This followed the September launch of Smarsh Launches AskSmarsh AI and MCP Server to Revolutionize Governed Compliance Intelligence, which aimed to turn compliance data into a strategic advantage. Earlier in 2026, the company demonstrated the efficacy of its internal support systems, as Smarsh Scales Salesforce's Agentforce Following 72% Support Deflection Success. However, the firm's own data has highlighted industry-wide hurdles; Smarsh Research Reveals Declining Confidence in Non-Financial Misconduct Detection Amid FCA Pressure, a trend these latest AI-driven updates appear designed to address. What this means. This announcement highlights the intensifying pressure on regtech providers to keep pace with the "shadow AI" movement. As employees increasingly integrate tools like Claude into their daily workflows, compliance departments are often left playing catch-up. By moving beyond simple archiving to behavioral misconduct detection and natural language search, Smarsh is attempting to solve the "alert fatigue" that plagues mid-sized firms. The inclusion of vendor risk and BYOD security suggests the market is moving toward a consolidated "risk-as-a-service" model. The industry must now ask whether these AI agents can truly satisfy regulators who have historically been skeptical of "black box" supervision. Featured speakers.

Financial IT
Oct 15th, 2026
Smarsh taps former ACI Worldwide executive Alessandro Silva as Chief Growth Officer to drive its next phase of global expansion.

Smarsh taps former ACI Worldwide executive Alessandro Silva as Chief Growth Officer to drive its next phase of global expansion. * People Moves * 15.10.2026 01:07 pm Smarsh, the global leader in communications data and intelligence, today announced the appointment of Alessandro Silva as Chief Growth Officer. In this newly created role, Silva will unite Smarsh's Enterprise, Corporate, Public Sector, and Global Channel business units under one commercial strategy, accelerating execution, and driving the company's next phase of international growth. The move comes as organizations worldwide face rising volumes of digital communications, new forms of AI-driven collaboration, and increasingly complex regulation. A unified go-to-market organization will speed decision-making, deliver a more consistent customer experience, and still adapt to the needs of different industries, regions, and regulatory environments. "Smarsh has an exceptional foundation for global growth: trusted technology, talented people, and a customer base that includes 80% of the world's top global banks," said Kim Crawford Goodman, CEO of Smarsh. "Alessandro brings the global perspective and proven leadership we need to turn that opportunity into sustained growth." Silva joins from ACI Worldwide, where as Chief Revenue Officer he led the global commercial organization, including sales effectiveness, go-to-market strategy, and customer success. He previously held senior sales and general management roles at Western Union, GE Capital, and The Carlyle Group. "Growth may be my mandate, but it is a shared mission, and every team across Smarsh has a role in achieving it," said Silva. "My focus is turning our strengths into a connected commercial strategy that helps us serve customers more effectively and scale with greater speed and consistency." Momentum behind the appointment Silva joins as Smarsh sets the pace for AI innovation in communications data and intelligence. In 2026, Smarsh launched Discovery Agent, its MCP Server, AskSmarsh AI, and MySearch Agent, and extended capture to Claude Enterprise, Amazon Bedrock, and Google Workspace so regulated firms can adopt AI with confidence. The company was also named to the Inc. 5000 for the 19th straight year, a Leader in the 2025 Gartner(R) Magic Quadrant(TM) for the ninth consecutive year, and winner of a 2026 Business Intelligence Group AI Excellence Award for Fraud Detection and Prevention.

The Montreal Gazette
Oct 15th, 2026
Smarsh taps former ACI worldwide executive Alessandro Silva as Chief Growth Officer to drive next phase of global expansion.

Smarsh taps former ACI worldwide executive Alessandro Silva as Chief Growth Officer to drive next phase of global expansion. In a newly created role, Silva will lead Smarsh's commercial strategy as the company scales across international markets PORTLAND, Ore. - Smarsh, the global leader in communications data and intelligence, today announced the appointment of Alessandro Silva as Chief Growth Officer. In this newly created role, Silva will unite Smarsh's Enterprise, Corporate, Public Sector, and...

Smarsh
Sep 16th, 2026
Smarsh turns compliance into an enterprise-wide advantage with new MCP Server and AskSmarsh AI.

Smarsh turns compliance into an enterprise-wide advantage with new MCP Server and AskSmarsh AI. New architecture turns manual, siloed compliance workflows into governed, AI-driven outcomes for communications data PORTLAND, Ore. - September 16, 2026 - Smarsh, the global leader in digital communications data and intelligence, today unveiled a major expansion of its Communications Intelligence Platform. The launch includes a new Model Context Protocol (MCP) Server, a conversational AI intelligence layer called AskSmarsh AI, and expanded agentic capabilities, together marking a structural shift in how regulated industries access and act on communications data. For two decades, compliance technology has forced compliance teams to work across siloed systems: separate archives, point solutions, and vendor-specific interfaces that don't talk to each other. Smarsh's new capabilities change that. Companies can now unify workstreams, build governed data and AI environments of their own choosing, and access Smarsh intelligence directly inside the tools their teams and AI agents already use. "AI changes the model," said Kamesh Tumsi, Chief Product Officer at Smarsh." Customers will be able to use AskSmarsh AI to interact with their communications data conversationally, build on top of us, or bring governed Smarsh intelligence into the tools they already use. We're building for the challenges our customers face today while giving them the openness, intelligence, and flexibility to adapt to what comes next." MCP Server: Access to Governed Intelligence The Smarsh MCP Server gives organizations a secure, policy-enforced connection between their existing AI tools and Smarsh's communications intelligence data, so compliance teams can query the archive, surface insights, and trigger workflows without exporting data, bypassing permissions, or rebuilding governance controls from scratch. Every interaction is subject to the same role-based access controls (RBAC), audit logging, and chain-of-custody requirements already in place, making it the only integration path that doesn't create new compliance exposure. AskSmarsh AI: One Conversation, Start to Finish AskSmarsh AI gives users a single, natural-language entry point to search, investigate, report, and act on communications data. Behind the scenes, specialized Search, Reporting, and Export Agents handle the heavy lifting, collapsing what used to be hours of manual query-building and tool-switching into one conversation. AskSmarsh AI will continue to add new capabilities and workflows, giving users an increasingly powerful way to interact with the Smarsh platform Expanding the Agentic Portfolio Smarsh is rolling out new purpose-built agents across the platform: * MySearch Agent gives employees secure, self-service access to their own archived communications across email, chat, voice, mobile, and social, without looping in IT or compliance. * Discovery Agent adds deeper legal research across financial misconduct, non-financial misconduct, and employment discrimination using Smarsh's patent-pending Semantic Context Graph, with early case assessment now running directly in the archive. * Intelligent Agent adds three new Non-Financial Misconduct Models: Hostile, Abusive and Discriminatory Language, Sexual Harassment, and Intent to Resign, expanding its supervision and surveillance AI capabilities. New capture integrations with Claude Enterprise, Amazon Bedrock, and Google Workspace help extend the governed data foundation to emerging AI and communications surfaces. Smarsh is building for a future where governed communications intelligence can move securely across the tools, workflows, and AI agents organizations choose, while preparing them for what comes next. With its expanding agentic portfolio and MCP server advancements, customers can bring their own models, connect Smarsh intelligence across their enterprise ecosystem, and keep communications data governed as AI adoption grows. About Smarsh Smarsh(R) enables companies to transform oversight into foresight by surfacing business-critical signals from the most in-demand communications channels. Regulated organizations of all sizes rely upon the Smarsh portfolio of cloud-native digital communications capture, retention and oversight solutions to help them identify regulatory and reputational risks within their communications data before those risks become fines or headlines. Smarsh serves a global client base spanning 9 of the top 10 banks in North America, Europe and Asia, along with leading brokerage firms, insurers, and registered investment advisors and U.S. state and local government agencies. To discover more about the future of communications capture, archiving and oversight, visit www.smarsh.com.

The Montreal Gazette
Aug 11th, 2026
Smarsh named to Inc. 5000 for the 19th consecutive year.

Smarsh named to Inc. 5000 for the 19th consecutive year. Smarsh continues to lead the industry with sustained AI-driven innovation and growth PORTLAND, Ore. - Smarsh(R), the global leader in communications data and intelligence, today announced it has been named to the 2026 Inc. 5000 list of the fastest-growing private companies in America for the 19th consecutive year. This achievement places Smarsh among an elite... August 11, 2026 at 8:03 a.m. Smarsh continues to lead the industry with sustained AI-driven innovation and growth PORTLAND, Ore. - Smarsh(R), the global leader in communications data and intelligence, today announced it has been named to the 2026 Inc. 5000 list of the fastest-growing private companies in America for the 19th consecutive year. This achievement places Smarsh among an elite few companies to earn 19 consecutive appearances on the Inc. 5000, reflecting nearly two decades of sustained growth fueled by customer-driven innovation in communications compliance and AI governance. Customer-Focused AI Innovations Fuel Growth "Earning a place on the Inc. 5000 for the 19th consecutive year reflects the trust our customers place in Smarsh and our commitment to continuously innovating on their behalf," said Kim Crawford Goodman, Chief Executive Officer of Smarsh. "As communications become more complex and AI transforms the way organizations work, we'll continue investing in technology that help customers strengthen compliance, reduce risk, and turn communications data into a strategic advantage." This recognition comes at a pivotal time for the industry. As AI adoption accelerates, organizations face growing pressure to strengthen governance while managing increasing volumes of communications data. According to the Smarsh 2026 AI Trends Study, 55% of enterprises are actively deploying AI tools, yet only 19% say their governance frameworks are fully aligned with implementation. To meet these evolving customer needs, Smarsh has continued investing in AI-enabled capabilities that help organizations strengthen compliance, improve legal workflows, and operate more efficiently. Recent innovations are helping customers achieve measurable business outcomes, including: * Strengthening compliance oversight: Compliance teams can reduce review volumes by up to 77% with Intelligent Agent while identifying 3-5x more meaningful risk across multilingual communications. * Accelerating legal investigations: Legal teams can use Discovery Agent to speed case assessment, reducing investigation costs by up to 75% while decreasing reliance on outside counsel. * Helping lean teams do more: Firms can reduce compliance alert volumes by up to 60% with Noise Reduction Agent, allowing teams to spend more time investigating genuine risk instead of reviewing false positives. These customer-driven innovations help organizations adopt AI with greater confidence while improving governance, reducing operational complexity, and unlocking more value from their communications data. Industry Recognition Reflects Continued Momentum Smarsh reported a three-year (2022-2025) revenue growth rate of 38%. The recognition follows another year of innovation and industry recognition for Smarsh, including being named a Leader in the 2025 Gartner(R) Magic Quadrant(TM) for Digital Communications Governance and Archiving Solutions (DCGAS), receiving a 2026 Business Intelligence Group AI Excellence Award for "Fraud Detection and Prevention," and earning a place on the Portland Business Journal's Fastest-Growing Private 100 Companies list. With the ability to govern communications channels and stay ahead of the ever-evolving regulatory landscape, Smarsh is recognized for providing AI-driven transformation across regulated sectors. "Every company on the Inc. 5000 has a story of perseverance, smart decision making, and a refusal to sit still," says Mike Hofman, editor-in-chief of Inc. "Their growth reflects more than strong financial performance-it reflects creativity, resilience, and the customer focus required to build companies that make a lasting impact. We congratulate all honorees on this significant achievement." For the full Inc. 5000 list, honoree company profiles, and a searchable database by industry and location, please visit: www.inc.com/inc5000. About Smarsh Smarsh empowers organizations to move from reactive oversight to proactive foresight by unlocking intelligence within their digital communications. Through a cloud-native, AI-powered platform for capture, archiving, and oversight, Smarsh enables regulated enterprises to identify regulatory, reputational, and operational risks early - before they escalate into financial loss or public exposure. Trusted by a global client base - including 9 of the 10 largest financial institutions in the world - Smarsh is a critical partner in navigating today's complex communications landscape. To learn more about the future of communications intelligence, visit www.smarsh.com or follow Smarsh on LinkedIn. About Inc. Inc. is the leading media brand and playbook for the entrepreneurs and business leaders shaping our future. Through its journalism, Inc. aims to inform, educate, and elevate the profile of its community: the risk-takers, the innovators, and the ultra-driven go-getters who are creating the future of business. Inc. is published by Mansueto Ventures LLC, along with fellow leading business publication Fast Company. For more information, visit www.inc.com.