Vice President, GTM Strategy - eDiscovery & Digital Forensics

VP of Go-to-Market (GTM) Strategy & Product Management — Digital Forensics & eDiscovery

Role Overview

At Exterro, we turn data risk into data confidence by delivering the world’s leading AI-driven platform for eDiscovery, data privacy, cybersecurity governance, and digital forensics. As the global standard for unified data risk management, our solutions power major corporate enterprises, global law firms, and law enforcement agencies. With our latest paradigm shifts in autonomous risk management and agentic generative AI (Exterro Assist), we are completely redefining the legaltech and digital investigations landscape.

We are seeking a visionary, growth-oriented VP of Go-To-Market (GTM) Strategy for Digital Forensics & eDiscovery. In this leadership role, you will own the commercial blueprint and revenue performance for our cornerstone product suites, including the market-leading Exterro FTK forensic suite and our comprehensive, end-to-end eDiscovery lifecycle solutions.

You will act as the critical corporate link connecting R&D/Product Management, Product Marketing, Global Sales, and Customer Success to scale market share, launch next-generation autonomous capabilities, and drive predictable global growth.

Key Responsibilities

As an executive leader embodying Exterro’s core values of Profitable Growth, Initiative & Accountability, and Customer Delight, your focus areas will include:

• Global GTM Strategy Execution: Design and execute the global commercial playbook for the Digital Forensics and eDiscovery business units. Identify emerging buyer personas, regional growth opportunities, and upsell pathways into our cross-functional platform.
• Cross-Functional Orchestration: Align enterprise R&D/product engineering with our global sales enablement engine, ensuring our messaging hits the mark with corporate general counsels, IT heads, and state/federal law enforcement agencies.
• Autonomous Product Launch Ownership: Drive commercial readiness and execute successful market rollouts for major product innovations, focusing heavily on scaling our new autonomous and agentic AI tools (Exterro Intelligence and the ARMOUR vision).
• Pricing & Packaging Strategy: Continuously optimize monetization models, pricing tiers, and modular packaging configurations to maximize average contract value (ACV) and drive client lifetime value.
• Competitive Moat Protection: Serve as a high-profile, market-facing evangelist (at major events like Exterro XChange). Monitor competitive movements and regulatory shifts (e.g., FRCP, CCPA, EU Data Act) to proactively insulate our market positioning.
• ARR & Revenue Accountability: Partner closely with Sales and Sales Operations leadership to evaluate local conversion rates, pipeline velocity, and churn metrics to refine GTM playbooks and meet net-new ARR goals.

Qualifications & Experience

Professional Experience

• 10+ years of senior or executive GTM leadership (e.g., VP of GTM, VP of Product Marketing, or VP of Business Unit) within an Enterprise SaaS ecosystem.
• Deep Domain Expertise: 5+ years of direct exposure to the Digital Forensics (e.g., FTK software landscapes), Legaltech, Corporate Risk Management, or eDiscovery spaces.
• Proven track record of expanding an enterprise software product line globally across both public sectors (government/law enforcement) and commercial enterprise industries.
• Extensive experience commercializing and positioning Generative AI, Agentic workflows, or Automated software frameworks to risk-averse buyers (Chief Legal Officers, Compliance Officers, Digital Forensics Investigators).

Core Competencies 

• Entrepreneurial Ownership: You think and act like an owner. You use resources wisely, minimize process waste, and are highly proactive.
• Influence & Collaboration: Exceptional horizontal leadership footprint with a proven ability to lead and drive cross-functional teams over whom you do not have direct reporting authority.
• High Impact Communication: Dynamic presentation skills, with comfort speaking to executive boards, leading large-scale user conferences, or anchoring high-stakes enterprise sales cycles.

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 $186,000 - $226,000 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.