Strategic Account Executive

🕒 March 25

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Exterro

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2004

🛍️ eCommerce

🔒 Cybersecurity

💰 Private Equity Round on 2022-07

eCommerce • Cybersecurity • Legal Tech

Exterro is a comprehensive platform that empowers organizations to manage data risks through a combination of e-discovery, data privacy, cybersecurity compliance, and digital forensics solutions. Founded in 2008, Exterro utilizes innovative technologies, including artificial intelligence, to streamline and optimize critical legal and compliance processes. With a growing client base of over 3000 organizations and a team of 750 employees, Exterro has become a trusted partner across various industries, helping organizations navigate the complexities of data management and governance.

📋 Description

• Develop and execute a territory strategy for UK and Ireland, with some possible accounts in EMEA as well. • Understand and address the specific data governance, privacy and regulatory challenges faced by organizations in the market. • Tailor messaging and sales strategies to align with regional buying behaviors, procurement processes and business culture. • Identify and qualify potential clients through market research, prospecting, and outreach. • Grow the install base in assigned territory. • Develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms. • Create and deliver compelling sales presentations tailored to client needs. • Leverage a sales methodology to articulate a clear value proposition tied to strategic goals. • Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives. • Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria. • Crafts and delivers compelling business cases linked to ROI and business transformation. • Clearly differentiates the Exterro solution from competitors. • Manage complex, multi-million-dollar sales cycles with multiple stakeholders. • Accurately forecast based on Command of the Sale insights. • Navigates complex negotiations with multiple stakeholders and secures alignment on key terms. • Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights. • Build trusted, long-term relationships with German-speaking stakeholders, understanding regional nuances in enterprise sales cycles. • Manage the entire sales cycle, from initial contact to closing deals. • Build trusted advisor relationships with C-suite executives, key decision-makers and stakeholders within existing and prospective accounts. • Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs. • Collaborate closely with marketing, product, and customer success teams to ensure seamless onboarding and implementation for new clients. • Meet or exceed sales targets, contributing to overall team goals and revenue growth.

🎯 Requirements

• 7+ years as a proven experience as a Strategic Account Executive or similar role in SaaS or technology sales. • Proven track record selling complex SaaS or legal/IT solutions into the enterprise market. • Strong understanding of data privacy regulations and compliance requirements in the region. • Strong knowledge of SaaS solutions, cloud-based software, and subscription business models. • Exceptional interpersonal, negotiation, and communication 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. • Bachelor’s degree in Business, Marketing, or a related field (preferred). • Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships.

🏖️ 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.