Principal Marketplace Manager, InfoTrack Exchange
About The Position
As the Principal Marketplace Manager, you serve as the vanguard of Exchange's national supplier network. You are responsible for sourcing and recruiting both process serving agencies (companies) and individual agents (independent contractors), recognizing that each audience has distinct motivations, business models, and onboarding journeys. This role extends beyond outreach—you own the supplier acquisition strategy, continuously refine the recruiting narrative, and leverage market intelligence to inform marketplace growth and expansion. In this role, you work cross-functionally within the Exchange business unit to support competitive positioning while executing independently to manage your recruiting pipeline, conduct market analysis, and build a trusted supplier community that views Exchange as a long-term partner. You own a business function, not simply a task list, operating as a senior individual contributor with significant autonomy and strategic influence across the marketplace. This is a remote role that may be performed from an approved location within the United States.
Requirements
- Bachelor's degree in Business, Marketing, Communications, or a related field, or an equivalent combination of education and experience.
- 5–8 years of experience in marketplace supply acquisition, partner development, network recruitment, or a closely related business development function required.
- Demonstrated experience managing two or more distinct supplier or partner audiences simultaneously required.
- Strong recruiting and relationship-building skills, including the ability to identify underlying objections, adapt outreach strategies, and effectively engage prospective suppliers required.
- Strong analytical skills, including the ability to interpret coverage maps, analyze market rate data, and develop actionable insights independently required.
- Excellent written communication skills with the ability to develop authentic, audience-specific messaging for supplier communications, community engagement, and outreach required.
- Ability to thrive in an ambiguous, fast-paced environment and establish new processes, playbooks, and best practices required.
Nice To Haves
- Experience in legal services, litigation support, legal technology, or a field services marketplace (e.g., Angi, TaskRabbit, platform staffing) preferred.
- Experience building or owning a community communications function, including newsletters, release communications, and feedback programs, preferred.
- Prior experience working at a marketplace that scaled supply nationally, with experience supporting geographic expansion initiatives, preferred.
- Knowledge of process serving, court filing workflows, or the litigation support industry preferred.
Responsibilities
- Source agencies and individual agents from public registries, court records, industry associations, and community channels; build and maintain a prospecting pipeline with sufficient depth to support market-by-market expansion.
- Develop and refine the inbound narrative with Marketplace leadership, then tailor it by audience, context, and market. Your goal is to convert skeptical agency owners and independent agents into active Exchange members.
- Manage two distinct recruiting motions in parallel: agencies (company-level relationships, contract negotiations, and coverage agreements) and individual agents (faster cycle, higher volume, and different objection sets).
- Own the handoff to the Onboarding/Support team. When a supplier commits, ensure they transition with clear context and defined next steps while remaining a trusted partner throughout the relationship without owning the technical onboarding process.
- Build and iterate on outreach templates, pitch decks, and objection-handling strategies over time. This playbook doesn't exist yet—you'll help create it.
- Own coverage maps by state, county, and service type, identifying gaps, density targets, and priority markets for the next quarter's recruiting efforts.
- Analyze market rates by jurisdiction; identify where Exchange is competitive, where gaps exist, and what it will take to win market share.
- Translate demand signals from Operations and Sales into proactive recruiting priorities (e.g., "We're launching Illinois next quarter—start building the pipeline now.").
- Produce lightweight, actionable analysis for leadership. Pull your own data, synthesize your conclusions, and leverage support from a Business Analyst for more complex analytical projects when needed.
- Maintain a regular communications cadence for both audiences, including product releases, new market launches, marketplace milestones, and company updates.
- Write in a voice that earns the trust of practitioners. These are working professionals, not marketing targets, and your communications should reflect that.
- Own the Voice of the Supplier by managing a lightweight feedback collection process, synthesizing themes across agencies and individual agents, and providing structured input to the Product team on a regular cadence.
- Build long-term community loyalty that reduces churn and positions Exchange as the preferred platform for suppliers who have choices.
Benefits
- 401(k) Match
- Medical, Dental, & Vision Insurance- 85% of employee premiums are covered by InfoTrack, and 70% for your family premiums
- Employer-funded Short/Long-Term Disability, Life, and Accidental Death & Dismemberment (AD&D) Insurance
- 20 Days of Paid Time Off (PTO)
- 11 Paid Holidays
- “Be Me Time” off for mental health, re-charging, volunteering
- Matching Gift Program
- Monthly Internet Stipend for Employees
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What This Job Offers
Job Type
Full-time
Career Level
Principal
