eDiscovery Sales Specialist – EDRM Overlay

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as Exterro’s eDiscovery/EDRM Sales Specialist and the leading product expert for significant enterprise engagements.

• Collaborate with Account Executives during the presentation and proposal phases to articulate EDRM capabilities into business advantages.

• Customize solution narratives for attorneys, paralegals, investigators, general counsel, and various buyer personas.

• Provide executive-level product demonstrations and high-level solution architecture guidance.

• Evaluate competitors and create deal-specific competitive positioning and counterarguments.

• Transform competitive insights and industry developments into actionable field messaging.

• Develop repeatable successful proposals, competitive battlecards, positioning narratives, templates, and playbooks.

• Assist with mission-critical RFPs and tailored customer proposals.

• Convey customer insights to Product Management, Product Marketing, and Customer Success to shape go-to-market strategies and solution roadmaps.

• Manage the strategic product value, competitive positioning, and deal-shaping components while Account Executives maintain account and negotiation responsibilities.

• Lead strategic value alignment and executive product framing while Sales Engineers handle hands-on technical validation and POC mechanics.

• Engage in high-ACV Tier A/B opportunities necessitating expert domain intervention.

• Document competitive strategies and value frameworks for reuse throughout the sales organization.

• Implement security and privacy best practices in all work-related activities.

⛳️ Requirements

• 7–10 years of experience in Solutions Engineering, Technical Product Marketing, Sales Engineering, or Domain SME roles within eDiscovery, Legal Tech, or Cybersecurity.

• Strong foundational understanding of EDRM workflows.

• Hands-on or commercial familiarity with Exterro, Relativity, Reveal, Nuix, or comparable eDiscovery solutions.

• Outstanding verbal and written communication abilities.

• Proven capacity to build trust with C-suite executives, Legal/Security leaders, and hands-on investigators.

• Comprehensive knowledge of the commercial eDiscovery/EDRM market, buyer needs, and competitive positioning strategies.

• Demonstrated ability to work collaboratively with Sales, Technical SEs, Product Management, and Marketing in fast-paced environments.

• Bachelor’s degree in Computer Science, Information Systems, or a related technical/business field, or equivalent practical experience.

• CEDS or similar industry certification is advantageous.

• Successful completion of a background check is required.

• Must comply with security and privacy policies, procedures, and standards.

• Participation in mandatory security and privacy training is required.

• Must safeguard the confidentiality, integrity, and availability of information and systems within the scope of responsibility.

🏝️ Benefits

• Variable pay, equity, bonus, and/or other forms of compensation may be included.

• Health insurance.

• Retirement plans.

• Flexible paid time off.

• Opportunities for learning, development, and career advancement.

• An innovative, inclusive, and collaborative work environment.

• Support for professional development.

• Remote-first work arrangement.