Strategic Account Executive

🔥 1 minute ago

🇺🇸 United States – Remote

💵 $150k - $200k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

🦅 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

• Drive revenue growth within the Department of War • Bridge warfighter mission requirements with Exterro's eDiscovery, Digital Forensics, and Data Governance solutions • Engage with operators, program managers, and leadership to secure funded programs of record, OTAs, and rapid acquisition contracts • Identify, qualify, and nurture pipeline; maintain hygiene, win strategies, and bid/no-bid recommendations • Conduct strategic discovery, surface business outcomes, identify economic buyers, and apply MEDDPICC or similar methodologies • Craft business cases demonstrating ROI and differentiating Exterro from competitors • Manage multi-million-dollar sales cycles and complex negotiations • Provide accurate forecasting based on Command of the Sale insights • Mentor peers and refine sales strategies using performance data • Build relationships with key decision-makers in existing and prospective Department of War accounts • Map SaaS capabilities to customer business challenges through consultative sales • Partner with marketing, product, and customer success teams for client onboarding and implementation • Monitor market trends and competitor activity • Serve as primary post-sale contact, drive expansion through upselling and cross-selling, and mitigate churn risks • Lead executive briefings and workshops to maintain alignment on strategic business goals • Deliver results against revenue, acquisition, conversion, deal timeline, customer satisfaction, NRR, and expansion KPIs

🎯 Requirements

• 7+ years as a Strategic Account Executive or equivalent uniformed/civilian experience in Department of War acquisition requirements or operations • Deep knowledge of SaaS, cloud-based software, and subscription models • Proven ability to move opportunities to funded contracts, including non-traditional pathways (Defensewerx, small business, paid pilots) • Exceptional interpersonal, negotiation, and communication skills • Proven success in a metrics-driven environment focused on KPIs and quotas • Bachelor's degree in business or a related field (preferred) • Must successfully pass a background check • Exterro participates in E-Verify

🏖️ Benefits

• Significant professional development and mobility • Innovative, inclusive, and collaborative environment • Health insurance • Retirement plans • Flexible paid time off • Variable pay, equity, bonus and/or other forms of compensation may be available • E-Verify workplace • Drug-free workplace • Background check required for employment offers