Marketing Manager, Strategic Accounts

Exterro is an AI-first company seeking an experienced Marketing Manager to support Strategic/Major accounts in the US. The role involves designing and executing account-based marketing strategies to engage high-value clients, drive pipeline, and influence revenue.

Responsibilities:

• Develop and execute customized marketing plans for top-tier clients to drive engagement, expansion and retention
• Own the ABM strategy in partnership with Sales leadership and Revenue Operations
• Segment the total addressable market by ICP persona (GC/CLO, VP Legal Ops, CISO, CPO) and develop account-level plays for each
• Build and maintain a tiered account list (1:1, 1:few, 1:many) aligned to Exterro's revenue targets and expansion pipeline. Own the activities tied to 1:1 and 1:few
• Define ABM KPIs and reporting cadence; own the ABM dashboard presented to senior leadership
• Design and execute tailored, multi-channel ABM campaigns across email, LinkedIn, paid display, direct mail, content syndication, and events
• Work with content and product marketing to develop account-specific assets — executive briefs, ROI calculators, risk benchmarks — tailored to GC, CISO, and CPO personas
• Manage ABM program delivery end-to-end: brief, build, launch, measure, optimise
• Partner with the BDR and AE teams to orchestrate outbound sequences that complement digital programs
• Own and optimise the ABM technology stack — 6sense, Salesforce, Salesforce Marketing (formerly Pardot), LinkedIn Campaign Manager, and intent data tools
• Use intent signals and account engagement data to identify accounts in-market and trigger timely sales plays
• Build and maintain account engagement scoring models in partnership with Revenue Operations
• Ensure clean, enriched account data in Salesforce; coordinate with data providers (ZoomInfo, 6Sense, etc.) to fill coverage gaps
• Run regular account reviews with AEs and BDRs — share account engagement insights, surface buying signals, and align on next actions
• Build business cases and ROI narratives for CFO and board-level approvals at target accounts (Exterro deals often require multi-stakeholder approval at $250K–$500K+ thresholds)
• Track ABM-engagement rates, influenced pipeline, conversion rates, and revenue contribution; present results to the CMO, Sales Leadership and Executive Management
• Identify and map all 6–8 stakeholders in a buying committee across legal, privacy, IT, and finance functions
• Maintain a current view of how Exterro competes against Relativity, OneTrust, Nuix, Casepoint, and point eDiscovery solutions
• Monitor market signals — regulatory deadlines (EU AI Act, Colorado AI Act), peer benchmarks (CLOC, FTI GC Survey), and customer intent data — to sharpen targeting
• Feed field intelligence back to product marketing to sharpen positioning and messaging

Requirements:

• 8–12 years of B2B marketing experience, with at least 3 years in a dedicated ABM or major account marketing role
• Proven track record running ABM programs that increased account engagement, influenced enterprise pipeline — you can show the numbers
• Experience selling into or marketing to legal, compliance, privacy, or security buyers in North America is strongly preferred
• Hands-on proficiency with ABM platforms (6sense, Demandbase, or equivalent) and CRM (Salesforce)
• Strong understanding of the enterprise buying committee — you know that a $500K legal tech deal involves GC, CFO, CISO, and CIO, and you build programs accordingly
• Excellent written and verbal communication in English — you can write an executive brief that a GC would actually read
• Experience collaborating with US-based Sales and Marketing teams across time zones
• Experience supporting field events and executive roundtables as part of an ABM motion
• Experience with intent data platforms (Bombora, G2 Buyer Intent) and account scoring models
• Proven ability to manage multiple projects, timelines, and budgets simultaneously
• MBA in Marketing or equivalent; bachelor's degree required
• Comfortable using AI tools (ChatGPT, Claude, Gemini, Copilot) in your daily workflow — for research, content drafting, account research, and campaign ideation. Exterro is an AI-first company and expects its marketers to be too
• Familiarity with legal technology, eDiscovery, privacy compliance, or data governance markets
• Knowledge of key regulatory drivers relevant to Exterro's market: EU AI Act, GDPR, CCPA, US state privacy laws
• Comfort presenting ABM program results to VP/C-suite stakeholders