Inside Sales Account Manager
About the role
Exterro is seeking a high-energy, results-oriented Inside Sales Account Manager to join our dynamic SaaS team. This specialized, full-lifecycle role is designed for a professional who excels at driving Annual Recurring Revenue (ARR) through both new lead conversion and strategic base management. You will be the primary engine for growth within your territory, converting SMB leads, optimizing e-commerce revenue, and aggressively pursuing cross-sell and upsell opportunities while ensuring long-term retention through world-class support and renewal management.
Responsibilities
- ARR Generation & Growth
- Drive significant ARR growth by identifying and closing cross-sell and upsell opportunities within your existing customer base.
- Act as the primary closer for Small Business (SMB) leads generated by Marketing and the Business Development (BDR) team.
- Proactively manage and nurture "non-assisted" e-commerce new business opportunities to increase initial ARR and convert digital-only sales into managed accounts.
- Maintain a high-velocity pipeline using Salesforce and Gong, leveraging MEDDPICC to qualify opportunities and articulate value.
- Account Management & Renewals
- Own the end-to-end renewal process for your customer base, ensuring high retention rates and mitigating churn through proactive engagement.
- Serve as the first point of contact for customer challenges, providing consultative guidance and coordinating with internal teams to ensure a seamless technical experience.
- Build deep, long-term relationships with key stakeholders to ensure they realize maximum ROI from Exterro’s suite of data risk management solutions.
- Collaboration & Strategy
- Partner with Marketing and BDR teams to refine lead-handling processes and improve conversion rates for SMB prospects.
- Stay up-to-date on product offerings, market trends, and competitor insights to inform expansion and renewal tactics.
- Accurately forecast both new business and renewal revenue based on Command of the Sale insights.
- Core Performance Metrics
- Net New ARR: Conversion of SMB leads and e-commerce growth.
- Expansion ARR: Success in cross-selling and upselling to the existing base.
- Renewal Rate: Maintaining high gross and net retention.
- Customer Satisfaction: Successful resolution of support inquiries and onboarding milestones.
Requirements
- 1-2 years proven experience in a 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.
- Track record of hitting and exceeding targets for expansion ARR (upsells/cross-sells) and net-new SMB business.
- 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
- Comprehensive benefits package including health insurance, retirement plans, and flexible paid time off.
- Eligibility for variable pay, equity, bonus, and other forms of compensation.
Pay
The base salary range for this remote position is $55,000-$75,000 per year, based on skills, experience, and qualifications. Compensation may also include variable pay, equity, and bonuses.
About Exterro
Exterro delivers the world’s leading AI-driven platform for eDiscovery, data privacy, cybersecurity governance, and digital forensics. We practice what we preach by eliminating "busywork," manual overhead, and process drag. Join a rapidly growing organization where your contributions are valued, and professional development is supported in an innovative, inclusive, and collaborative environment.
All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. You are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility and participate in mandatory security and privacy training.