Exterro Inc

Role Description As our Sr. Contracts Specialist, you'll play a crucial role in supporting our global sales team and managing our contract lifecycle process. You'll use our state-of-the-art contract lifecycle management (CLM) tool to streamline operations, ensure compliance, and facilitate smooth contract execution. - Manage the full contract lifecycle using our CLM tool, from initiation to renewal - Review, draft, and negotiate a variety of commercial agreements - Collaborate closely with our global sales team to expedite deal closures - Ensure contract compliance with company policies and legal requirements - Maintain accurate contract records and generate reports as needed - Develop and improve contract processes and standardization, cross-functional workflows, guidelines, and playbooks for use with key internal partners (e.g., Sales, Security, Compliance, Customer Success) and external partners (e.g., Outside Counsel) - Provide guidance on contract-related matters to internal stakeholders - Stay updated on relevant laws and regulations affecting our contracts - Lead the selection, implementation, and ongoing management of legal technology systems, such as the Contract Lifecycle Management (CLM) tool - Partner with Customer Success on amendments and renewals - Provide regular reporting to leadership on contract statuses and ensure parties track to SLAs - Provide regular trainings and open office hours for Sales on using our CLM - Manage legal service providers and outside counsel projects Qualifications - Bachelor's degree required; paralegal certification or relevant legal education or experience preferred - 3+ years of experience in contract management, preferably in a SaaS or technology environment - Proven track record of supporting a global sales team - Proficiency with contract lifecycle management (CLM) tools - Strong understanding of contract law and commercial terms - Excellent attention to detail and organizational skills - Outstanding communication skills, both written and verbal - Ability to work independently and manage multiple priorities in a fast-paced environment - Ability to manage legal projects - Technical acumen for software integrations Requirements - Resourcefulness: Ability to find creative solutions to complex contract issues - Responsiveness: Commitment to providing timely support to the sales team and other stakeholders - Passion for our products: Genuine interest in learning our SaaS offerings and their impact on customers - Enthusiasm: Excitement for learning in an innovative company - Adaptability: Comfortable working in a dynamic, rapidly evolving, and time-pressured environment - Team player: Collaborative mindset with strong interpersonal skills - Stakeholder Management: Customer-focused orientation with the ability to build consensus, create momentum, and work effectively cross-functionally with varying levels of management Benefits - Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world. - Growth Opportunity: Join a rapidly growing organization where there is room for learning, development, and upward mobility. - Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported. - Comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off, and more.

Role Description Exterro is seeking an experienced Marketing Manager to support Strategic/Major accounts in the US. Exterro is an AI-first company! AI is embedded across our platform and is central to our go-to-market strategy. We need an innovative marketer who can inject AI into programs that resonate with risk-conscious, enterprise buyers. This is not simply a campaign-execution role — it is a revenue-influencing function. - Leverage deep Account-based Marketing (ABM) experience to build relationships with high-value, strategic clients. - Design tailored marketing campaigns to increase engagement and drive pipeline and revenue. - Target clients that fit Exterro's ideal customer profile and personas: General Counsel, VP Legal Operations, Chief Privacy Officers, and CISOs at $500M+ global enterprises. - Work closely with Sales, Solutions Engineering, Business Development Representatives (BDRs), channel partners, Revenue Operations, and Product Marketing. - Be the marketing owner of Exterro's most strategic accounts. - This will begin as a 6 month fixed-term contract with the potential to extend or convert to a full-time employee. Responsibilities - ABM Strategy & Program Design - Develop and execute customized marketing plans for top-tier clients to drive engagement, expansion, and retention. - Own the ABM strategy in partnership with Sales leadership and Revenue Operations. - Segment the total addressable market by ICP persona (GC/CLO, VP Legal Ops, CISO, CPO) and develop account-level plays for each. - Build and maintain a tiered account list (1:1, 1:few, 1:many) aligned to Exterro's revenue targets and expansion pipeline. - Define ABM KPIs and reporting cadence; own the ABM dashboard presented to senior leadership. - Campaign Execution & Orchestration - Design and execute tailored, multi-channel ABM campaigns across email, LinkedIn, paid display, direct mail, content syndication, and events. - Work with content and product marketing to develop account-specific assets — executive briefs, ROI calculators, risk benchmarks. - Manage ABM program delivery end-to-end: brief, build, launch, measure, optimise. - Partner with the BDR and AE teams to orchestrate outbound sequences that complement digital programs. - Technology & Data - Own and optimise the ABM technology stack — 6sense, Salesforce, Salesforce Marketing (formerly Pardot), LinkedIn Campaign Manager, and intent data tools. - Use intent signals and account engagement data to identify accounts in-market and trigger timely sales plays. - Build and maintain account engagement scoring models in partnership with Revenue Operations. - Ensure clean, enriched account data in Salesforce; coordinate with data providers (ZoomInfo, 6Sense, etc.) to fill coverage gaps. - Sales Alignment & Pipeline - Run regular account reviews with AEs and BDRs — share account engagement insights, surface buying signals, and align on next actions. - Build business cases and ROI narratives for CFO and board-level approvals at target accounts. - Track ABM-engagement rates, influenced pipeline, conversion rates, and revenue contribution; present results to the CMO, Sales Leadership, and Executive Management. - Identify and map all 6–8 stakeholders in a buying committee across legal, privacy, IT, and finance functions. - Competitive & Market Intelligence - Maintain a current view of how Exterro competes against Relativity, OneTrust, Nuix, Casepoint, and point eDiscovery solutions. - Monitor market signals — regulatory deadlines, peer benchmarks, and customer intent data — to sharpen targeting. - Feed field intelligence back to product marketing to sharpen positioning and messaging. Qualifications - 8–12 years of B2B marketing experience, with at least 3 years in a dedicated ABM or major account marketing role. - Proven track record running ABM programs that increased account engagement and influenced enterprise pipeline. - Experience selling into or marketing to legal, compliance, privacy, or security buyers in North America is strongly preferred. - Hands-on proficiency with ABM platforms (6sense, Demandbase, or equivalent) and CRM (Salesforce). - Strong understanding of the enterprise buying committee. - Excellent written and verbal communication in English. - Experience collaborating with US-based Sales and Marketing teams across time zones. - Experience supporting field events and executive roundtables as part of an ABM motion. - Experience with intent data platforms and account scoring models. - Proven ability to manage multiple projects, timelines, and budgets simultaneously. - MBA in Marketing or equivalent; bachelor's degree required. - Comfortable using AI tools in daily workflow. Benefits - Impact: Play a key role in a company at the forefront of data risk management. - Growth Opportunity: Join a rapidly growing organization with room for learning and development. - Culture: Work in an innovative, inclusive, and collaborative environment. - Comprehensive benefits package including health insurance, retirement plans, and flexible paid time off.

Role Description Exterro is seeking a motivated and results-driven Channel Account Manager (CAM) to join our dynamic SaaS sales team. In this role, you will be responsible for building and maintaining relationships with channel partners to drive revenue and achieve sales targets. This role focuses on managing indirect sales through partner organizations, ensuring they have the tools, support, and training needed to succeed. Location: We are accepting applications from candidates located in the New York Metro Area or the greater Philadelphia area. Responsibilities - Partner Relationship Management: - Build and maintain strong, long-term relationships with channel partners. - Act as the primary point of contact for assigned partners. - Develop strategies to grow partner revenue and profitability. - Sales and Revenue Goals: - Drive sales growth through channel partners by helping them identify opportunities. - Monitor and track partner performance against sales targets. - Collaborate with partners to create joint business plans and sales strategies. - Enablement and Support: - 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. - Market Analysis: - Conduct market research to identify new potential partners and opportunities. - Analyze partner performance data to identify trends and areas for improvement. - Provide feedback to internal teams regarding partner needs and market demands. - Collaboration and Communication: - 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. - Compliance and Reporting: - 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. Qualifications - Bachelor’s degree in business, marketing, or a related field. - Proven track record in channel sales, account management, or business development. - Experience working with VARs, distributors, or other channel partners. - Strong interpersonal and relationship-building skills. - Excellent communication and presentation skills. - Proficiency in CRM tools (e.g., Salesforce, Gong) and sales automation platforms. - Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas. - Ability to travel (50%) to meet with partners and attend events. Benefits - Health insurance. - Retirement plans. - Flexible paid time off. - Variable pay, equity, bonus and/or other forms of compensation as part of the package.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Exterro is hiring a Customer Success Manager to join our fast-growing software company. This role requires someone who can develop an advanced understanding of our customer base to lead business conversations that will directly impact the retention and expansion of our existing accounts. The relationship with your customer base is as a trusted advisor, and should move beyond reaction and towards proactively engaging clients around high-level litigation/process strategy; move beyond customer retention and emphasize expansion opportunity. - Comfortable under pressure and adept at creative problem solving, Exterro’s CSM’s work proactively to set and maintain expectations and serve as the customer voice internally. - Serve as the primary point of contact for mid-market and enterprise customers after implementation. - Assume overall customer adoption responsibility and escalation management role. - Develop a trusted advisor relationship with customer stakeholders and executive sponsors to drive product adoption and ensure they are leveraging the solution to achieve full business value. - Manage the renewal process by navigating complex commercial terms and leading to on-time renewals. - Partner with internal stakeholders to align account activities with the customer's business case and strategy. - Keep up to date with most recent changes/updates in the system and be able to demo these capabilities to prepare and educate customers and internal stakeholders on new features and releases. - Monitor and identify adoption and utilization trends, provide recommendations based on risk and customers’ business needs. - Conduct periodic customer business reviews and deliver/maintain/execute against success plans. - Accurately forecast renewal revenue for current and future quarters. - Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product. - Identify customer pain points and work with Solutions Consultant and Product Team to address. Qualifications - A team player who is technically proficient and has the patience and passion to guide customers and stakeholders through all the capabilities of our products and solutions. - Excellent written communication skills (including listening, comprehension, & writing). - Ability to manage multiple customer projects simultaneously. - Embrace the importance of teamwork and collaborate with a variety of people in a diverse environment. - Adaptable to changing work requirements. - Bachelor’s degree or equivalent experience. - 2-4+ years of experience managing an assigned group of accounts. - Positive customer-centric attitude. - Proficiency in Google Suite products (GMail, Google Chat, Sheets, Docs, etc). - Ability to identify and resolve unique problems and navigate between details and strategic solutions. - Experience in a SaaS environment. - Knowledge of Salesforce. - High degree of professional integrity. - Ability to travel up to 25% of the time. Requirements - Background in eDiscovery, Privacy, and/or Data Risk Management (nice to have). - Experience with Gainsight (nice to have). Benefits - Comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off, and more. - Variable pay, equity, bonus and/or other forms of compensation as part of the package.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Exterro is currently seeking a highly motivated, organized, and customer-centric Solutions Engineer. In this role, you will be responsible for driving the revenue of the Exterro platform through both direct customer engagement and with channel partners. - Work closely with our Sales team, Channel team, partners, and customers to understand their technical and business challenges. - Position our portfolio to address customer needs and opportunities. - 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. - 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. Qualifications - Experience in a technical or product-related customer-facing role (consultant, support engineer, etc.). - 3+ years of Cybersecurity, IT, or Digital Forensics experience. - Bachelor’s degree or relevant industry experience required. - Good presentation, verbal and written communication skills. - Ability to work effectively in a remote environment. - Availability to travel 30-50% of the time. Requirements - Technical background with significant exposure to foundational technologies such as cloud platforms, SaaS services, encryption, APIs, networking, AI, data architecture, etc. - Experience managing, configuring, and performing light troubleshooting Exterro FTK (or similar) solutions. Preferred Skills - Relevant Certifications, such as ACE, CISSP, CFCE, CHFI, CIPP, CIPM, ACEDS, EnCE. - An action-oriented individual with a very strong initiative. - Be a highly motivated, strong team player who is open to new ideas. Benefits - Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world. - Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility. - Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.