Inside Sales Account Manager

Exterro is a leader in data risk management, providing an AI-driven platform for eDiscovery, data privacy, cybersecurity governance, and digital forensics. They are seeking an Inside Sales Account Manager to drive Annual Recurring Revenue through lead conversion and account management, focusing on growth within their customer base.

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)