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-orientedInside Sales Account Managerto join our dynamic SaaS team. This is a specialized, full-lifecycle role designed for a professional who excels at drivingAnnual 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 closingcross-sell and upsellopportunities 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 usingSalesforceandGong, leveragingMEDDPICCto 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 onCommand of the Saleinsights.
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