Inside Sales Account Manager

Exterro is a leader in data risk management, offering an AI-driven platform for eDiscovery and cybersecurity governance. They are looking for a high-energy Inside Sales Account Manager to drive Annual Recurring Revenue through lead conversion and strategic account management.

Responsibilities:

• Drive significant ARR growth by identifying and closing cross-sell and upsell opportunities within your existing set of customers
• 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, striving 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
• 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, ensuring they realize maximum ROI from Exterro’s suite of data risk management solutions
• 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
• Conversion of SMB leads and E-commerce growth
• Success in cross-selling and upselling to the existing base
• Maintaining high gross and net retention
• Successful resolution of support inquiries and onboarding milestones

Requirements:

• 1-2 years proven experience in 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
• A track record of hitting and exceeding targets for expansion ARR (upsells/cross-sells) and net-new SMB business
• The 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)