Inside Sales Account Manager

At Exterro, we turn data risk into data confidence by delivering the world’s leading AI-driven platform for eDiscovery, data privacy, cybersecurity governance, and digital forensics. As the global standard for unified data risk management, we practice what we preach: we believe in eliminating "busywork," manual overhead, and process drag. 

Exterro is seeking a high-energy, results-oriented Inside Sales Account Manager to join our dynamic SaaS team. This is a specialized, full-lifecycle role designed for a professional who excels at driving Annual Recurring Revenue (ARR) through both new lead conversion and strategic base management.

In this role, you aren't just managing accounts; you are the primary engine for growth within your territory. You will be responsible for converting SMB leads, optimizing e-commerce revenue, and aggressively pursuing cross-sell and upsell opportunities within your assigned customer base, all while ensuring long-term retention through world-class support and renewal management.

Key Responsibilities

ARR Generation & Growth

• Base Expansion: Drive significant ARR growth by identifying and closing cross-sell and upsell opportunities within your existing set of customers.

• Lead Conversion: Act as the primary closer for Small Business (SMB) leads generated by Marketing and the Business Development (BDR) team.

• E-commerce Optimization: Proactively manage and nurture "non-assisted" e-commerce new business opportunities, striving to increase initial ARR and convert digital-only sales into managed accounts.

• Pipeline Management: Maintain a high-velocity pipeline using Salesforce and Gong, leveraging MEDDPICC to qualify opportunities and articulate value.

Account Management & Renewals 

• Full Lifecycle Ownership: Own the end-to-end renewal process for your customer base, ensuring high retention rates and mitigating churn through proactive engagement.

• Technical Support & Advocacy: Serve as the first point of contact for customer challenges, providing consultative guidance and coordinating with internal teams to ensure a seamless technical experience.

• Trusted Advisor: Build deep, long-term relationships with key stakeholders, ensuring they realize maximum ROI from Exterro’s suite of data risk management solutions.

Collaboration & Strategy

• Inbound Strategy: Partner with Marketing and BDR teams to refine lead-handling processes and improve conversion rates for SMB prospects.

• Sales Strategy: Stay up-to-date on product offerings, market trends, and competitor insights to inform expansion and renewal tactics.

• Reporting: Accurately forecast both new business and renewal revenue based on Command of the Sale insights.

Core Performance Metrics 

• Net New ARR: Conversion of SMB leads and E-commerce growth.

• Expansion ARR: Success in cross-selling and upselling to the existing base.

• Renewal Rate: Maintaining high gross and net retention.

• Customer Satisfaction: Successful resolution of support inquiries and onboarding milestones.

Qualifications & Skills

• 1-2 years proven experience in high-volume, digital-first sales or account management environment.

• Strong knowledge of SaaS solutions, cloud-based software, and subscription business models.

• Exceptional interpersonal, negotiation, and communication skills.

• Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas.

• A track record of hitting and exceeding targets for expansion ARR (upsells/cross-sells) and net-new SMB business.

• The ability to provide high-level support and problem-solving while maintaining a focus on revenue growth.

• Proficiency in CRM tools (Salesforce), conversational intelligence (Gong), and sales methodologies (MEDDPICC).

Why Exterro?

• 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.

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The base salary range for this remote position is $55,000-$75,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.

Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.

All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.