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.