Key skills
Go-to-Market (GTM) StrategyDigital ForensicseDiscoveryEnterprise SaaSFTK softwareLegaltechCorporate Risk ManagementGenerative AIAgentic workflowsAutomated software frameworksPricing & Packaging StrategyRevenue Performance ManagementEntrepreneurial OwnershipInfluence & CollaborationHigh Impact CommunicationGoRAIAgenticSaaSLeadershipRisk ManagementCommunicationCollaborationPresentation SkillsSales
About this role
Exterro is at the forefront of data risk management, delivering AI-driven solutions for eDiscovery, data privacy, cybersecurity governance, and digital forensics. They are seeking a visionary VP of Go-To-Market (GTM) Strategy for Digital Forensics & eDiscovery to lead the commercial strategy and drive revenue performance for their product suites.
Responsibilities:
- Global GTM Strategy Execution: Design and execute the global commercial playbook for the Digital Forensics and eDiscovery business units. Identify emerging buyer personas, regional growth opportunities, and upsell pathways into our cross-functional platform
- Cross-Functional Orchestration: Align enterprise R&D/product engineering with our global sales enablement engine, ensuring our messaging hits the mark with corporate general counsels, IT heads, and state/federal law enforcement agencies
- Autonomous Product Launch Ownership: Drive commercial readiness and execute successful market rollouts for major product innovations, focusing heavily on scaling our new autonomous and agentic AI tools ( Exterro Intelligence and the ARMOUR vision)
- Pricing & Packaging Strategy: Continuously optimize monetization models, pricing tiers, and modular packaging configurations to maximize average contract value (ACV) and drive client lifetime value
- Competitive Moat Protection: Serve as a high-profile, market-facing evangelist (at major events like •Exterro XChange•). Monitor competitive movements and regulatory shifts (e.g., FRCP, CCPA, EU Data Act) to proactively insulate our market positioning
- ARR & Revenue Accountability: Partner closely with Sales and Sales Operations leadership to evaluate local conversion rates, pipeline velocity, and churn metrics to refine GTM playbooks and meet net-new ARR goals
Requirements:
- 10+ years of senior or executive GTM leadership (e.g., VP of GTM, VP of Product Marketing, or VP of Business Unit) within an Enterprise SaaS ecosystem
- Deep Domain Expertise: 5+ years of direct exposure to the Digital Forensics (e.g., FTK software landscapes), Legaltech, Corporate Risk Management, or eDiscovery spaces
- Proven track record of expanding an enterprise software product line globally across both public sectors (government/law enforcement) and commercial enterprise industries
- Extensive experience commercializing and positioning Generative AI, Agentic workflows, or Automated software frameworks to risk-averse buyers (Chief Legal Officers, Compliance Officers, Digital Forensics Investigators)
- Entrepreneurial Ownership: You think and act like an owner. You use resources wisely, minimize process waste, and are highly proactive
- Influence & Collaboration: Exceptional horizontal leadership footprint with a proven ability to lead and drive cross-functional teams over whom you do not have direct reporting authority
- High Impact Communication: Dynamic presentation skills, with comfort speaking to executive boards, leading large-scale user conferences, or anchoring high-stakes enterprise sales cycles