New Business Sales Executive

Exterro is seeking a high-caliber New Logo sales professional with a "Hunter" DNA. Unlike traditional sales roles that split time between managing existing clients and looking for new ones, this role is 100% focused on new logo acquisition.

You will be responsible for breaking into "Green Field" accounts, unseating incumbents, and introducing Exterro’s Legal GRC platform to the world’s largest enterprises. If you are a sophisticated closer who thrives on the thrill of the hunt and prefers a "clean desk" with no account management baggage, this is your ideal role.

Key Responsibilities

• New Market Penetration: Identify, target, and close high-value enterprise accounts within your assigned territory.
• New Logo Sales Execution: Manage the entire sales process from initial cold outreach and discovery to complex multi-stakeholder negotiations and final signature.
• New Logo Pipeline Development: While supported by a world-class RevOps engine, our fast growing Channel/Reseller Program as well as our BDR/SDR teams, you are expected to build your own pipeline through aggressive networking, social selling, and industry events.
• Sales Pipeline Creation & Management: You will be expected to build and maintain a rolling pipeline equaling a minimum of 5x your quota, as well as reporting and forecasting through SFDC
• New Logo Solutions Selling: Master the Exterro platform to deliver compelling, value-based demonstrations to C-Suite executives, General Counsels, and IT Directors.
• Incumbent Displacement: Develop and execute strategies to unseat competitors by highlighting Exterro’s superior integration across E-Discovery, Privacy, and Cybersecurity.
• Clean Handoff: Once the "New Logo" is signed, you will facilitate a seamless transition to the Customer Success and Account Management teams, freeing you up to pursue the next win.

The Hunter Profile

• Zero-to-One Mindset: You aren't interested in maintaining relationships; you are interested in building them from scratch. You enjoy the challenge of a "cold" start.
• Strategic Navigator: You have a proven ability to map out complex enterprise organizations and gain access to "Power" (CLOs, CISOs, CFOs).
• Resilient & Persistent: You view "No" as a request for more information. You have the stamina for long, 6–12 month enterprise sales cycles.
• High Financial Stakes: You are motivated by an aggressive, uncapped commission structure that heavily rewards new business over renewals.

Requirements

• Experience: 7+ years of experience in Enterprise SaaS sales, specifically focused on new business/new logo acquisition.
• Track Record: Documented history of consistently exceeding $1M+ annual quotas and finishing in the top 10% of your sales organization.
• Domain Expertise: Previous experience selling into Legal, Compliance, Privacy, or IT Security departments is required.
• Sales Methodology: Mastery of a recognized sales framework (e.g., MEDDIC, Challenger, or Force Management).
• Travel: Willingness to travel to client sites and industry conferences as needed to close deals (50-75% travel)

Why This Role?

• Pure Growth Focus: No distractions from support tickets, renewals, or upsell requests. Your only KPI is New ARR.
• Market Leadership: You are selling the only unified platform for Legal GRC, giving you a massive competitive advantage.
• World-Class Support: You will report into an operational structure (led by the SVP of Operations) designed to remove friction from the sales process.
• Elite Compensation: We offer a premium base salary and a commission structure specifically weighted to reward "Hunter" activities.

Why Exterro?

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 $155,000-$175,000 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.