About the role
As the Principal Marketplace Manager, you serve as the vanguard of Exchange's national supplier network. You are responsible for sourcing and recruiting both process serving agencies (companies) and individual agents (independent contractors), recognizing that each audience has distinct motivations, business models, and onboarding journeys. This role extends beyond outreach-you own the supplier acquisition strategy, continuously refine the recruiting narrative, and leverage market intelligence to inform marketplace growth and expansion.
In this role, you work cross-functionally within the Exchange business unit to support competitive positioning while executing independently to manage your recruiting pipeline, conduct market analysis, and build a trusted supplier community that views Exchange as a long-term partner. You own a business function, not simply a task list, operating as a senior individual contributor with significant autonomy and strategic influence across the marketplace.
This is a remote role that may be performed from an approved location within the United States.
Compensation
The anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications.
This role offers a competitive compensation range of $136,720 to $170,900 depending on experience, skills, and internal equity.
About InfoTrack
InfoTrack is a platform that seamlessly connects law firms to the courts and to the services that they need to litigate successfully. We're global leaders in legal technology with unparalleled expertise in forging integrations that can drastically improve the efficiency of law firms and the legal system.
As a highly ambitious company, we know that our people are critical to our success. That's why we're passionate about fostering a high-performance culture built on professional development, open communication, and transparent leadership. If you're smart, dedicated, and eager to help build a market-leading solution that makes a difference in the lives of our clients, join us.
What You'll Do:
- Supply Acquisition
- Source agencies and individual agents from public registries, court records, industry associations, and community channels; build and maintain a prospecting pipeline with sufficient depth to support market-by-market expansion.
- Recruit-this is your core value-add. Develop and refine the inbound narrative with Marketplace leadership, then tailor it by audience, context, and market. Your goal is to convert skeptical agency owners and independent agents into active Exchange members.
- Manage two distinct recruiting motions in parallel: agencies (company-level relationships, contract negotiations, and coverage agreements) and individual agents (faster cycle, higher volume, and different objection sets).
- Own the handoff to the Onboarding/Support team. When a supplier commits, ensure they transition with clear context and defined next steps while remaining a trusted partner throughout the relationship without owning the technical onboarding process.
- Build and iterate on outreach templates, pitch decks, and objection-handling strategies over time. This playbook doesn't exist yet-you'll help create it.
- Market Intelligence
- Own coverage maps by state, county, and service type, identifying gaps, density targets, and priority markets for the next quarter's recruiting efforts.
- Analyze market rates by jurisdiction; identify where Exchange is competitive, where gaps exist, and what it will take to win market share.
- Translate demand signals from Operations and Sales into proactive recruiting priorities (e.g., "We're launching Illinois next quarter-start building the pipeline now.").
- Produce lightweight, actionable analysis for leadership. Pull your own data, synthesize your conclusions, and leverage support from a Business Analyst for more complex analytical projects when needed.
- Community Communications
- Maintain a regular communications cadence for both audiences, including product releases, new market launches, marketplace milestones, and company updates.
- Write in a voice that earns the trust of practitioners. These are working professionals, not marketing targets, and your communications should reflect that.
- Own the Voice of the Supplier by managing a lightweight feedback collection process, synthesizing themes across agencies and individual agents, and providing structured input to the Product team on a regular cadence.
- Build long-term community loyalty that reduces churn and positions Exchange as the preferred platform for suppliers who have choices.