eDiscovery Sales Specialist (EDRM Overlay)

eDiscovery Sales Specialist 

Exterro is seeking a dynamic, strategic, and technically savvy domain leader to serve as our eDiscovery (EDRM) Sales Specialist. This is a unique, high-impact role designed for someone who thrives at the intersection of technical credibility, deep product advocacy, and revenue acceleration.

In this position, you will serve as the premier product authority dedicated to driving win rates and maximizing customer value across Exterro’s highest-stakes enterprise opportunities (Tier A & Tier B deals). Specializing in the market-leading eDiscovery product family, you aren't just supporting sales; you are bringing technical proof-of-value to life, positioning our solutions against key market competitors, and articulating how Exterro solves complex investigative challenges for corporate enterprises and law enforcement.

Key Responsibilities

1. Product Advocacy & Value Selling

• Strategic Value Articulation: Partner with Account Executives during the Presentation and Proposal stages to translate complex EDRM capability into clear, compelling business value for multi-stakeholder buyer groups.
• Customer-Centric Framing: Deeply understand key user personas (Attorneys, Paralegals, Investigators, General Counsel, et al) to tailor solution framing to their specific operational challenges.
• Executive & Technical Engagement: Deliver executive-level product presentations and high-level solution architecture guidance, establishing immediate technical trust and domain authority.

2. Competitive Strategy & Market Intelligence

• Competitive Counter-Positioning: Actively analyze competitor landscapes to deliver sharp, deal-specific positioning that highlights Exterro’s unique differentiators in the eDiscovery platform.
• Deal-Level Win Strategies: Build strategic counter-narratives against rival EDRM offerings to help sales teams navigate fierce competitive landmines in high-value accounts.
• Market-Informed Messaging: Convert competitive insights and emerging industry trends into actionable field messaging.

3. Commercial Alignment & Scalable Field Plays

• Scalable Playbook Engineering: Systematize custom winning proposals, competitive battlecards, and product positioning narratives into repeatable templates and playbooks across the sales organization.
• Strategic RFP & Proposal Support: Support mission-critical RFPs and bespoke customer proposals where technical product depth and unique solution design represent the main drivers for victory.
• Cross-Functional Voice of Customer: Partner closely with Product Management, Product Marketing, and Customer Success to channel field-level customer insights back into future GTM strategies and solution roadmaps.

Rules of Engagement

• Account Ownership: The primary Account Executive retains overall account, relationship, and negotiation ownership; the SME Overlay owns the strategic product value, competitive positioning, and deal-shaping layer.
• Operational Division: While Sales Engineers (SEs) own hands-on technical validation and proof-of-concept (POC) mechanics, the SME Overlay leads strategic value alignment, competitive counter-positioning, and executive product framing.
• Prioritization & SLAs: Engagement is triggered by high-ACV, Tier A/B opportunities where solution complexity or competitive friction requires expert domain intervention.

Who You Are

• The Product & Domain Champion: You possess deep foundational knowledge of eDiscovery workflows and can enthusiastically pitch complex tools to technical and non-technical audiences alike.
• The Value Storyteller: You easily translate deep technical concepts—like cloud architecture, API integrations, and artifact processing—into clear, business-focused value propositions.
• The Competitive Strategist: You know how to pinpoint rival product weaknesses, counter competitor claims with precision, and position Exterro as the definitive solution.
• The Scale Builder: You don't just win individual deals; you document your competitive plays and value frameworks so the entire sales organization can repeat your success.

Qualifications

• 7-10 Years Experience: Proven track record in Sales, Solutions Engineering, Technical Product Marketing, Sales Engineering, or Sales Subject Matter Expert roles within eDiscovery, Legal Tech or Cybersecurity.
• Exterro / EDRM Domain Depth: Strong foundational knowledge of EDRM workflows and hands-on or commercial familiarity with Exterro, Relativity, Reveal, Nuix or similar eDiscovery solutions.
• Executive Credibility: Exceptional verbal and written communication skills, with proven capability to establish trust across C-suite executives, Legal/Security leaders, and hands-on investigators.
• Competitive Acumen: In-depth understanding of the commercial eDiscovery / EDRM market, buyer requirements, and competitive positioning strategies.
• Cross-Functional Collaboration: Proven ability to work seamlessly alongside Sales, Technical SEs, Product Management, and Marketing in high-velocity environments.
• Education & Credentials: Bachelor’s degree in Computer Science, Information Systems, or related technical/business field (or equivalent practical experience). Industry certifications such as CEDS are a plus.

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 $140,000-$170,000 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.