Note: The job is a remote job and is open to candidates in USA. Exterro delivers an AI-driven platform for eDiscovery, data privacy, cybersecurity governance, and digital forensics. The Inside Sales Account Manager will drive ARR through SMB lead conversion, e-commerce optimization, cross-sell and upsell opportunities, account management, renewals, customer support, and sales pipeline development.
Responsibilities
- 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
- 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
- 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
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)
Benefits
- Remote work arrangement
- Variable pay
- Equity
- Bonus
- Health insurance
- Retirement plans
- Flexible paid time off
- Learning and development
- Upward mobility
- Innovative, inclusive, and collaborative environment
- Professional development support
Company Overview