eDiscovery Sales Specialist (EDRM Overlay)

Exterro Inc• US,

1d•$140,000 - $170,000•Remote

About The Position

Exterro is seeking a dynamic, strategic, and technically savvy domain leader to serve as our eDiscovery (EDRM) Sales Specialist. This is a unique, high-impact role designed for someone who thrives at the intersection of technical credibility, deep product advocacy, and revenue acceleration. In this position, you will serve as the premier product authority dedicated to driving win rates and maximizing customer value across Exterro’s highest-stakes enterprise opportunities (Tier A & Tier B deals). Specializing in the market-leading eDiscovery product family, you aren't just supporting sales; you are bringing technical proof-of-value to life, positioning our solutions against key market competitors, and articulating how Exterro solves complex investigative challenges for corporate enterprises and law enforcement.

Requirements

7-10 Years Experience: Proven track record in Solutions Engineering, Technical Product Marketing, Sales Engineering, or Domain SME roles within eDiscovery, Legal Tech or Cybersecurity.
Exterro / EDRM Domain Depth: Strong foundational knowledge of EDRM workflows and hands-on or commercial familiarity with Exterro, Relativity, Reveal, Nuix or similar eDiscovery solutions.
Executive Credibility: Exceptional verbal and written communication skills, with proven capability to establish trust across C-suite executives, Legal/Security leaders, and hands-on investigators.
Competitive Acumen: In-depth understanding of the commercial eDiscovery / EDRM market, buyer requirements, and competitive positioning strategies.
Cross-Functional Collaboration: Proven ability to work seamlessly alongside Sales, Technical SEs, Product Management, and Marketing in high-velocity environments.
Bachelor’s degree in Computer Science, Information Systems, or related technical/business field (or equivalent practical experience).
Industry certifications such as CEDS are a plus.

Nice To Haves

Industry certifications such as CEDS are a plus.

Responsibilities

Partner with Account Executives during the Presentation and Proposal stages to translate complex EDRM capability into clear, compelling business value for multi-stakeholder buyer groups.
Deeply understand key user personas (Attorneys, Paralegals, Investigators, General Counsel, et al) to tailor solution framing to their specific operational challenges.
Deliver executive-level product presentations and high-level solution architecture guidance, establishing immediate technical trust and domain authority.
Actively analyze competitor landscapes to deliver sharp, deal-specific positioning that highlights Exterro’s unique differentiators in the eDiscovery platform.
Build strategic counter-narratives against rival EDRM offerings to help sales teams navigate fierce competitive landmines in high-value accounts.
Convert competitive insights and emerging industry trends into actionable field messaging.
Systematize custom winning proposals, competitive battlecards, and product positioning narratives into repeatable templates and playbooks across the sales organization.
Support mission-critical RFPs and bespoke customer proposals where technical product depth and unique solution design represent the main drivers for victory.
Partner closely with Product Management, Product Marketing, and Customer Success to channel field-level customer insights back into future GTM strategies and solution roadmaps.