eDiscovery Sales Specialist – EDRM Overlay

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $140k - $170k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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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

• Serve as Exterro’s eDiscovery/EDRM Sales Specialist and premier product authority for high-stakes enterprise opportunities • Partner with Account Executives during presentation and proposal stages to translate EDRM capabilities into business value • Tailor solution framing to attorneys, paralegals, investigators, general counsel, and other buyer personas • Deliver executive-level product presentations and high-level solution architecture guidance • Analyze competitors and develop deal-specific competitive positioning and counter-narratives • Convert competitive insights and industry trends into actionable field messaging • Develop repeatable winning proposals, competitive battlecards, positioning narratives, templates, and playbooks • Support mission-critical RFPs and bespoke customer proposals • Share customer insights with Product Management, Product Marketing, and Customer Success to inform go-to-market strategies and solution roadmaps • Own the strategic product value, competitive positioning, and deal-shaping layer while Account Executives retain account and negotiation ownership • Lead strategic value alignment and executive product framing while Sales Engineers own hands-on technical validation and POC mechanics • Engage on high-ACV Tier A/B opportunities requiring expert domain intervention • Document competitive plays and value frameworks for reuse across the sales organization • Apply security and privacy best practices in all work activities

🎯 Requirements

• 7–10 years of experience in Solutions Engineering, Technical Product Marketing, Sales Engineering, or Domain SME roles within eDiscovery, Legal Tech, or Cybersecurity • Strong foundational knowledge of EDRM workflows • Hands-on or commercial familiarity with Exterro, Relativity, Reveal, Nuix, or similar eDiscovery solutions • Exceptional verbal and written communication skills • Proven ability to establish trust across C-suite executives, Legal/Security leaders, and hands-on investigators • In-depth understanding of the commercial eDiscovery/EDRM market, buyer requirements, and competitive positioning strategies • Proven ability to collaborate with Sales, Technical SEs, Product Management, and Marketing in high-velocity environments • Bachelor’s degree in Computer Science, Information Systems, or related technical/business field, or equivalent practical experience • CEDS or similar industry certification is a plus • Successful completion of a background check • Must adhere to security and privacy policies, procedures, and standards • Must participate in mandatory security and privacy training • Must protect the confidentiality, integrity, and availability of information and systems within the scope of responsibility

🏖️ Benefits

• Variable pay, equity, bonus and/or other forms of compensation may be included • Health insurance • Retirement plans • Flexible paid time off • Learning, development and upward mobility opportunities • Innovative, inclusive, and collaborative work environment • Professional development support • Remote-first work arrangement