Key skills
Enterprise SaaS SalesNew Business AcquisitionNew Logo SalesLegal Domain ExpertiseCompliance Domain ExpertisePrivacy Domain ExpertiseIT Security Domain ExpertiseSales Methodology - MEDDICSales Methodology - ChallengerSales Methodology - Force ManagementResiliencePersistenceStrategic NavigationCSaaSCustomer SuccessAccount ManagementSales
About this role
Exterro is seeking a high-caliber New Logo sales professional with a focus on new logo acquisition. The role involves breaking into new accounts, managing the entire sales process, and delivering compelling demonstrations to executives while maintaining a strong pipeline.
Responsibilities:
- New Market Penetration: Identify, target, and close high-value enterprise accounts within your assigned territory
- New Logo Sales Execution: Manage the entire sales process from initial cold outreach and discovery to complex multi-stakeholder negotiations and final signature
- New Logo Pipeline Development: While supported by a world-class RevOps engine, our fast growing Channel/Reseller Program as well as our BDR/SDR teams, you are expected to build your own pipeline through aggressive networking, social selling, and industry events
- Sales Pipeline Creation & Management: You will be expected to build and maintain a rolling pipeline equaling a minimum of 5x your quota, as well as reporting and forecasting through SFDC
- New Logo Solutions Selling: Master the Exterro platform to deliver compelling, value-based demonstrations to C-Suite executives, General Counsels, and IT Directors
- Incumbent Displacement: Develop and execute strategies to unseat competitors by highlighting Exterro’s superior integration across E-Discovery, Privacy, and Cybersecurity
- Clean Handoff: Once the "New Logo" is signed, you will facilitate a seamless transition to the Customer Success and Account Management teams, freeing you up to pursue the next win
Requirements:
- 7+ years of experience in Enterprise SaaS sales, specifically focused on new business/new logo acquisition
- Documented history of consistently exceeding $1M+ annual quotas and finishing in the top 10% of your sales organization
- Previous experience selling into Legal, Compliance, Privacy, or IT Security departments is required
- Mastery of a recognized sales framework (e.g., MEDDIC, Challenger, or Force Management)
- Willingness to travel to client sites and industry conferences as needed to close deals (50-75% travel)