Marketing Manager, Strategic Accounts ABM
Exterro IncMarketing Manager, Strategic Accounts ABM
About Exterro:
Exterro is the world's leading data risk intelligence platform — the only integrated solution that manages the entire lifecycle of data risk across legal, privacy, security, and compliance. From legal hold and eDiscovery to digital forensics, DSR automation, and AI governance, Exterro gives General Counsel, CISOs, and Chief Privacy Officers a single, audit-ready system to govern their most sensitive data. Trusted by the Fortune 1000, federal law enforcement, and regulated industries globally, Exterro is at the center of one of enterprise software's most important paradigm shifts — from eDiscovery tool to digital forensics to privacy to enterprise data risk management platform. AI is not a feature at Exterro — it is foundational to everything we build.
The Role:
Exterro is seeking an experienced Marketing Manager to support Strategic/Major accounts in the US. Exterro is an AI-first company! AI is embedded across our platform and is central to our go-to-market strategy. We need an innovative marketer who can inject AI into programs that resonate with risk-conscious, enterprise buyers. This is not simply a campaign-execution role — it is a revenue-influencing function. By leveraging your deep Account-based Marketing (ABM) experience, you will build relationships with a targeted list of high-value, strategic clients. You will design tailored marketing campaigns that increase engagement across the account and ultimately drive pipeline and revenue. You will design and run precision account-based programs targeting clients that fit Exterro's ideal customer profile and personas: General Counsel, VP Legal Operations, Chief Privacy Officers, and CISOs at $500M+ global, highly litigious/investigation heavy enterprises in heavily regulated industries in North America.
You will work closely with Sales, Solutions Engineering, Business Development Representatives (BDRs), channel partners, Revenue Operations, and Product Marketing to build account-level intelligence, orchestrate multi-channel plays, that increase account engagement and ultimately create pipeline that enterprise AEs can close. You will be the marketing owner of Exterro's most strategic accounts.
This will begin as a 6 month fixed-term contract with the potential to extend the length of the contract and/or convert to a full time employee.
Responsibilities:
ABM Strategy & Program Design
- 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.
Campaign Execution & Orchestration
- 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.
Technology & Data
- 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.
Sales Alignment & Pipeline
- 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.
Competitive & Market Intelligence
- 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.
Qualifications:
Must-Have
- 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 stronglypreferred.
- 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.
Nice to Have
- 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.
Why Exterro?
- Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
- Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
- Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.
Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.
We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The salary range for this remote position is $125,000 - $155,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.
Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.
All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.