Marketing Manager

We are looking for a sharp, strategic ABM Manager to join our global marketing team from India.

Exterro is an AI-first company — AI is embedded across our platform and central to our go-to-market

narrative — and we need a marketer who can translate that into programmes that resonate with risk-

conscious enterprise buyers. This is not a campaign-execution role — it is a revenue-influencing

function. You will design and run precision account-based programmes targeting Exterro's ideal

customer profile: General Counsel, VP Legal Operations, Chief Privacy Officers, and CISOs at

$250M+ enterprises across North America, EMEA, and APAC.

You will work closely with Sales, Revenue Operations, and Product Marketing to build account-level

intelligence, orchestrate multi-channel plays, and create pipeline that enterprise AEs can close. You

will be the marketing owner of Exterro's most strategic accounts.

WHAT YOU WILL DO

ABM Strategy & Programme Design

Own the ABM strategy for Tier 1 and Tier 2 target accounts 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.

Define ABM KPIs and reporting cadence; own the ABM dashboard presented to senior leadership.

Campaign Execution & Orchestration

Design and execute 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 programme delivery end-to-end: brief, build, launch, measure, optimise.

Partner with the SDR and AE teams to orchestrate outbound sequences that complement digital

programmes.

Technology & Data

Own and optimise the ABM technology stack — 6sense / Demandbase, Salesforce, HubSpot /

Marketo, 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 scoring models in partnership with Revenue Operations.

Ensure clean, enriched account data in Salesforce; coordinate with data providers (ZoomInfo,

Bombora) to fill coverage gaps.

Sales Alignment & Pipeline

Run regular account reviews with AEs and SDRs — 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-influenced pipeline, conversion rates, and revenue contribution; present results to the

VP of Marketing and CRO.

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.

WHAT WE ARE LOOKING FOR

Must-Have

8–12 years of B2B marketing experience, with at least 3 years in a dedicated ABM or demand

generation role.

Proven track record running ABM programmes that influenced enterprise pipeline — you can show

the numbers.

Experience selling into or marketing to legal, compliance, privacy, or security buyers is strongly

preferred.

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 programmes 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.

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.

Experience with intent data platforms (Bombora, G2 Buyer Intent) and account scoring models.

Knowledge of key regulatory drivers relevant to Exterro's market: EU AI Act, GDPR, CCPA, US state

privacy laws.

Experience supporting field events and executive roundtables as part of an ABM motion.

Comfort presenting ABM program results to VP/C-suite stakeholders.

WHO YOU WILL WORK WITH

You will report to the VP of Marketing and work closely with the following teams and functions:

Sales (AEs and SDRs) — your closest partners; you co-own target account pipeline.

Revenue Operations — account data, scoring models, attribution, and Salesforce architecture.

Product Marketing — messaging, personas, competitive positioning, and content.

Content & Creative — executive briefs, case studies, event assets, and digital campaigns.

Field Marketing — aligning ABM with regional events and executive roundtables.

Finance / Legal — for understanding the buyer psychology of Exterro's own ICP.

WHY EXTERRO

You are marketing a category-defining, AI-first platform at the intersection of AI governance, legal

risk, and enterprise data — one of the most urgent conversations in every C-suite right now. Exterro

is not bolting AI onto legacy software; AI is the architecture.

The ABM motion is new and yours to build. This is not a role where the playbook already exists. You

will have real autonomy and real impact.

You will work directly with senior sales and marketing leadership — your results will be visible at

the executive level.

Exterro has a strong India presence and a culture that values deep expertise and initiative.

Competitive compensation, performance-linked incentives, and the opportunity to grow with a

company at an inflection point.