Exterro

• Identify and research potential clients and key decision-makers using tools such as LinkedIn, Salesforce, ZoomInfo etc. • Conduct strategic outbound prospecting to identify, engage and qualify high-value accounts via email, phone, and social platforms to build awareness and interest. • Develop and maintain a territory pipeline of qualified leads. • Meet and/or exceed individual quota, responsible to stay targeted to metrics. • Schedule meetings for the sales team with qualified leads. • Partner with Account Executives and the Sales Leader to align on territory plans, account mapping, and outbound plays. • Build rapport with potential clients by understanding their industry challenges and offering tailored solutions. • Maintain accurate and up-to-date lead records, activity and reporting in the CRM system (Salesforce).

• Identify and research potential clients and key decision-makers using tools such as LinkedIn, Salesforce, ZoomInfo etc. • Initiate contact with prospects through cold calls, marketing events, emails, and social media outreach. • Develop and maintain a territory pipeline of qualified leads. • Meet and/or exceed individual quota, responsible to stay targeted to metrics. • Assess the suitability of prospects based on predefined qualification criteria (BANT). • Schedule meetings for the sales team with qualified leads. • Build rapport with potential clients by understanding their industry challenges and offering tailored solutions. • Act as a trusted advisor to prospects, ensuring a positive and professional experience providing product information and success stories. • Work closely with the sales team to ensure a seamless handoff of qualified leads. • Maintain accurate and up-to-date lead records, activity and reporting in the CRM system (Salesforce) Track and report on key performance metrics, such as outreach volume, conversion rates, and pipeline growth. • Analyze and refine outreach strategies to improve effectiveness.

• Lead, hire & develop BDRs • Manage BDRs; recruit, onboard, and develop a high-performing team • Coach reps through shadowing, call reviews, messaging refinement, and structured feedback sessions to continuously raise the bar and improve sales skills to help prepare them for future roles as AEs • Partner with Enablement to deliver monthly BDR training (e.g., messaging, objection handling, product/industry knowledge) • Execute scalable outbound programs (phone, email, LinkedIn, video) • Launch Account Based Marketing-style motions with Marketing for top ideal customer profile accounts to build a repeatable and scalable account based prospecting motion • Own BDR processes in Salesforce (and related tools): lead/account routing, sequence governance, stage definitions, data hygiene • Own top-of-funnel performance metrics, ensuring consistent pipeline generation and strong conversion into qualified opportunities • Run funnel diagnostics and cohort analyses to identify bottlenecks; translate insights into concrete experiments and playbook updates • Work with the BDR tech stack (e.g., Salesforce, Sales Navigator, ZoomInfo, conversational intelligence); recommend new tools to improve efficiency • Ensure compliance with security, privacy, and data handling standards in all prospecting activities.

• Oversee sales strategy and execution across the Americas • Drive revenue growth and market expansion • Cultivate relationships with enterprise and mid-market clients • Lead and mentor high-performing sales team • Deliver performance narratives to executive leadership

• Identify, target, and close high-value enterprise accounts • Manage the entire sales process from outreach to negotiations • Build and maintain a rolling pipeline equaling 5x your quota • Deliver compelling, value-based demonstrations to executives • Develop strategies to unseat competitors

• Own channel revenue performance across EMEA driving attainment of quota through a partner-led sales model and consistent KPI tracking. • Develop and expand a high-performing partner ecosystem across EMEA, specifically with resellers and distributors in digital forensics, legal tech, and cybersecurity markets. • Act as the primary point of contact for assigned partners. • Develop strategies to grow partner revenue and profitability. • Drive sales growth through channel partners by helping them identify opportunities. • Build and maintain a strong partner-driven pipeline (3–5x coverage) through joint planning, demand generation initiatives, and active opportunity management. • Monitor and track partner performance against sales targets. • Manage and enforce deal registration processes to ensure high-quality pipeline, partner protection, and strong conversion rates from registered opportunities. • Enable and activate partners through structured onboarding, training, and performance management to increase productivity and independence. • Provide training and resources to channel partners on products, services, and sales techniques. • Ensure partners are well-equipped with marketing materials, pricing, and technical support. • Address partner issues and resolve conflicts to maintain strong relationships. • Deliver accurate forecasting and pipeline visibility, using data-driven insights to identify risks, improve deal velocity, and optimize partner performance. • Conduct market research to identify new potential partners and opportunities. • Provide feedback to internal teams regarding partner needs and market demands. • Work closely with sales, marketing, and product teams to align strategies and objectives. • Organize and participate in partner events, trade shows, and webinars. • Regularly communicate updates, promotions, and new product launches to partners. • Ensure channel partners comply with company policies and agreements. • Prepare and present performance reports to management. • Maintain accurate records of partner activities, sales, and communications.

• Own and exceed a personal quota for outbound-sourced opportunities and pipeline. • Execute multi-channel outbound prospecting (email, phone, LinkedIn, etc.). • Identify and engage key decision-makers across target accounts using tools such as LinkedIn, Salesforce, ZoomInfo etc. • Develop tailored messaging aligned to ICP, personas and regional nuances. • Build and maintain a strong pipeline of qualified opportunities. • Qualify prospects using structured methodologies (BANT) and act as a trusted advisor. • Partner closely with Account Executives to convert meetings into pipeline. • Meet weekly KPIs: cold calls, emails, LinkedIn messages, etc. • Conduct regular 1:1s, call reviews, and coaching sessions. • Improve team performance through structured feedback, training, and enablement. • Drive accountability through data, dashboards, and consistent inspection. • Support hiring, onboarding, and ramping of new BDRs. • Collaborate with Marketing on outbound campaigns, messaging, and targeting. • Maintain accurate lead records and track key performance metrics.

• Lead Generation and Prospecting: Identify and research potential clients and key decision-makers using tools such as LinkedIn, Salesforce, ZoomInfo etc. • Initiate contact with prospects through cold calls, marketing events, emails, and social media outreach. • Develop and maintain a territory pipeline of qualified leads. • Qualifying Leads: Assess the suitability of prospects based on predefined qualification criteria (BANT). • Schedule meetings for the sales team with qualified leads. • Build rapport with potential clients by understanding their industry challenges and offering tailored solutions. • Act as a trusted advisor to prospects, ensuring a positive and professional experience providing product information and success stories. • Work closely with the sales team to ensure a seamless handoff of qualified leads. • Maintain accurate and up-to-date lead records, activity and reporting in the CRM system (Salesforce)

• Educate customers, partners, and prospects as to the capabilities and advantages of the Exterro platform through demonstrations, presentations, and technical sessions. • Assist sales in the advancement and closure of qualified opportunities by evaluating and communicating customer goals and technical requirements. • Develop and maintain a thorough understanding of the use cases, capabilities, and features of Exterro products and solutions within your area(s) of product alignment. • Provide responses for formal and informal product/technical requests as needed. • Collaborate with the Product Management and Marketing teams on a regular basis to provide information based on customer and industry interactions. • Participate at conferences, trade shows, and other events. • Participate in organizational efforts for growth, efficiency, and general improvement. • Develop positive working relationships with customers and partners to support successful customer outcomes. • Plan and execute successful Proof of Concept/Proof of Value activities. • Join/follow relevant user groups, communities, etc. to stay abreast of industry developments.

• Develop and execute a territory strategy for UK and Ireland, with some possible accounts in EMEA as well. • Understand and address the specific data governance, privacy and regulatory challenges faced by organizations in the market. • Tailor messaging and sales strategies to align with regional buying behaviors, procurement processes and business culture. • Identify and qualify potential clients through market research, prospecting, and outreach. • Grow the install base in assigned territory. • Develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms. • Create and deliver compelling sales presentations tailored to client needs. • Leverage a sales methodology to articulate a clear value proposition tied to strategic goals. • Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives. • Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria. • Crafts and delivers compelling business cases linked to ROI and business transformation. • Clearly differentiates the Exterro solution from competitors. • Manage complex, multi-million-dollar sales cycles with multiple stakeholders. • Accurately forecast based on Command of the Sale insights. • Navigates complex negotiations with multiple stakeholders and secures alignment on key terms. • Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights. • Build trusted, long-term relationships with German-speaking stakeholders, understanding regional nuances in enterprise sales cycles. • Manage the entire sales cycle, from initial contact to closing deals. • Build trusted advisor relationships with C-suite executives, key decision-makers and stakeholders within existing and prospective accounts. • Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs. • Collaborate closely with marketing, product, and customer success teams to ensure seamless onboarding and implementation for new clients. • Meet or exceed sales targets, contributing to overall team goals and revenue growth.