Vice President, GTM Strategy - eDiscovery & Digital Forensics

Role Description

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

• 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

• 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.
• 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.

Benefits

• Comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.
• Salary range for this remote position is $186,000 - $226,000 per year, based on skills, experience and qualifications.
• Potential for variable pay, equity, bonus and/or other forms of compensation as part of the package.