Exterro
Website:
exterro.com
Job details:
⚡ AI-First Role
This role requires daily, hands-on use of AI tools. If you're not already using Claude,
ChatGPT, Perplexity, Clay, or comparable AI platforms to do your job, this role is not for
you. We don't teach AI curiosity — we hire it.
About Exterro
Exterro is the defining AI-native platform in the DataRisk category — the only solution unifying
eDiscovery, Digital Forensics, Privacy, and Data Governance for the world&'s most demanding legal,
compliance, and security teams. Backed by Leeds Equity Partners, we are in the middle of a company-
wide AI-first transformation — in our product, our GTM, and our culture. We move fast, hire owners,
and expect AI to be in your hands, not on your wishlist.
The Opportunity
This is a CEO Special Projects role. You will report directly to the CEO and work at the intersection of
Exterro's three biggest strategic bets: AI-first transformation, GTM modernization, and DataRisk
category definition. This is not a hire to execute a playbook someone else wrote. You will help write it
— shaping how Exterro grows, how the DataRisk category is defined in the age of AI, and how the
company builds a growth engine that scales without linear headcount. After the first 12 months, this role
transitions into the GTM organization with a deep foundation already built. This is a high-ownership,
high-visibility opportunity for someone who thinks in systems, moves in sprints, and wants proximity to
CEO-level decision-making.
Your Strategic Mandate
Exterro is at an inflection point. We have a dominant position in eDiscovery and Digital Forensics, a
growing Privacy and Data Governance business, and a PE-backed mandate to accelerate growth. The
market is shifting fast — AI is reshaping how legal and compliance buyers discover, evaluate, and
adopt platforms. This role exists because we need someone who can think about growth at the
category level, not just the campaign level.
• Define and own Exterro&'s AI-era growth thesis — how do we win in a world where ChatGPT,
Perplexity, and Claude are the new search engines?
• Build the cross-functional growth system that connects Product (PLG signals), Sales (SDR
automation), Marketing (GEO/SEO), and RevOps (pipeline instrumentation) into a single,
compounding engine
• Serve as a thought partner to the CEO on GTM strategy — bringing outside-in market
intelligence, competitive signals, and growth experiments directly into executive decision-making
• Establish Exterro as the most visible, most trusted voice in DataRisk — in analyst reports, AI-
generated answers, and the LegalOps community
• Co-author Exterro's AI-first growth playbook — a replicable, scalable system that outlasts this role
and becomes the company's operating standard
What You will Do
1. Product-Led Growth (PLG) — Primary Focus
• Own Exterro's PLG strategy end-to-end — design and run growth loops across eDiscovery,
Digital Forensics, Privacy, and Data Governance product lines
• Instrument in-product activation triggers, free trial flows, and expansion signals that convert users
into paying customers without sales intervention
• Partner with Product (AJ) to embed virality, usage-based upsell, and referral mechanics into the
user journey
• Define and track PLG metrics: time-to-value, product-qualified leads (PQLs), activation rate,
expansion revenue
• Build a feedback loop between product usage data and GTM motions — surface high-intent
accounts to Revenue Operations in real time
2. AI-Powered SDR Automation
• Design and deploy AI-driven outbound sequences using Clay, Apollo, HubSpot, and comparable
tools — reducing manual SDR effort while increasing personalization at scale
• Build hyper-personalized prospecting workflows using AI enrichment (LinkedIn signals, job
change triggers, technographic data, intent data from 6sense or Bombora)
• Automate lead research, outreach copy generation, and follow-up sequencing using LLMs — so
your sequences feel 1:1 even at volume
• Instrument full-funnel visibility from first touch to SQL, and continuously A/B test messaging,
timing, and targeting
• Work closely with Revenue Operations to ensure automation outputs integrate cleanly
into Salesforce and forecast models
3. Cross-Functional Growth Leadership
• Operate as the connective tissue between Product, Sales, Marketing, and RevOps — ensuring
every growth motion is instrumented, aligned, and compounding
• Work directly with Revenue Operations to build AI-first pipeline visibility — from PQL
signals to forecast integrity to expansion triggers
• Partner with Product (AJ) to translate usage data into GTM motions — surfacing expansion
opportunities, retention risks, and land-and-expand triggers in real time
• Bring competitive intelligence and market signals directly to the CEO — positioning Exterro ahead
of shifts in how legal and compliance buyers evaluate platforms
• Run growth experiments across paid, organic, partner, and ABM channels — owning channel
ROI, CAC, and MQL-to-SQL conversion with full accountability to pipeline outcomes
4. Content, SEO & Generative Engine Optimization (GEO)
• Drive Exterro's visibility in AI-generated answers — ChatGPT, Perplexity, Claude, Gemini —
through structured authority content and entity-building
• Execute an SEO strategy that captures high-intent, bottom-of-funnel searches in eDiscovery,
Digital Forensics, and Data Privacy
• Produce thought leadership that positions Exterro as the authoritative voice in Data Risk — use
LegalOps.com and CLOC community channels as amplifiers
• Use AI to scale content production: briefing, drafting, repurposing, and distribution — without
sacrificing quality or accuracy
What We're Looking For
• 5+ years in growth, demand gen, or marketing automation in B2B SaaS or enterprise software
• Proven, hands-on experience with AI-powered SDR automation — you've built sequences in
Clay, Apollo, or equivalent and have the pipeline numbers to back it up
• Deep fluency with AI tools: you use Claude, Chat GPT, Perplexity, or similar daily — for research,
copy, workflows, and decision-making
• Track record of running PLG experiments that moved activation or expansion metrics, not just top-
of-funnel vanity numbers
• Comfortable in data: you build dashboards, run cohort analyses, and make decisions from
numbers
• Working knowledge of GEO/SEO and how LLMs surface brand content in AI-generated answers
• Strong written communication — you can write a cold email, a landing page headline, or a
LinkedIn post that actually converts
• Ability to operate independently in a high-accountability environment while collaborating across
US-based Sales, Product, and Rev Ops teams across time zones
AI & Tools You'll Work With
Clay Apollo HubSpot
Salesforce 6sense / Bombora Claude / Chat GPT
Perplexity LinkedIn Sales Nav Notion AI
GEO / SEO Tooling Product Analytics A/B Testing Platforms
Who Thrives at Exterro
• You treat AI as a force multiplier — not a novelty. It's already embedded in how you work every
day
• You have an ownership mindset — you identify the gap, build the system, and drive the outcome
• You move fast, measure ruthlessly, and kill what's not working without ego
• You can work independently across time zones — collaborating daily with US-based teams
without needing hand-holding
• You're excited to help define a category — Data Risk — and make Exterro the name that owns it
in every search engine and AI answer engine on the planet
Click on Apply to know more.