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About the Role

As the Principal Marketplace Manager, you will serve as the leader of Exchange's national supplier network, responsible for sourcing and recruiting process serving agencies and individual agents. This role involves owning the supplier acquisition strategy, refining the recruiting narrative, and leveraging market intelligence for marketplace growth. You will work cross-functionally to support competitive positioning and manage your recruiting pipeline independently, building a trusted supplier community.

Responsibilities

Source agencies and individual agents from public registries, court records, industry associations, and community channels, building and maintaining a prospecting pipeline.
Develop and refine the inbound recruiting narrative, tailoring it by audience, context, and market to convert prospective suppliers into active members.
Manage distinct recruiting motions for agencies (company-level relationships, contract negotiations) and individual agents (faster cycle, higher volume).
Own the handoff to the Onboarding/Support team, ensuring clear context and defined next steps while remaining a trusted partner.
Build and iterate on outreach templates, pitch decks, and objection-handling strategies to create a recruiting playbook.
Own coverage maps by state, county, and service type, identifying gaps, density targets, and priority markets.
Analyze market rates by jurisdiction to identify competitive positioning and areas for market share growth.
Translate demand signals from Operations and Sales into proactive recruiting priorities.
Produce lightweight, actionable analysis for leadership, synthesizing conclusions and leveraging Business Analyst support when needed.
Maintain a regular communications cadence for both audiences, including product releases, new market launches, and company updates.
Write communications in a voice that earns the trust of practitioners.
Own the Voice of the Supplier by managing a feedback collection process, synthesizing themes, and providing structured input to the Product team.
Build long-term community loyalty to reduce churn and position Exchange as the preferred platform for suppliers.

Requirements

Bachelor's degree in Business, Marketing, Communications, or a related field, or an equivalent combination of education and experience.
5–8 years of experience in marketplace supply acquisition, partner development, network recruitment, or a closely related business development function.
Demonstrated experience managing two or more distinct supplier or partner audiences simultaneously.
Experience in legal services, litigation support, legal technology, or a field services marketplace is preferred.
Experience building or owning a community communications function, including newsletters, release communications, and feedback programs, is preferred.
Prior experience working at a marketplace that scaled supply nationally, with experience supporting geographic expansion initiatives, is preferred.
Knowledge of process serving, court filing workflows, or the litigation support industry is preferred.

Skills

Strong recruiting and relationship-building skills, including the ability to identify underlying objections, adapt outreach strategies, and effectively engage prospective suppliers.
Strong analytical skills, including the ability to interpret coverage maps, analyze market rate data, and develop actionable insights independently.
Excellent written communication skills with the ability to develop authentic, audience-specific messaging for supplier communications, community engagement, and outreach.
Ability to thrive in an ambiguous, fast-paced environment and establish new processes, playbooks, and best practices.

Location

United States

Work Type

Remote
Full-time

Experience Level

5-8 years

Education Level

Bachelor's degree

Salary/Compensations

$136,720 to $170,900

Benefits

401(k) Match
Medical, Dental, & Vision Insurance (85% of employee premiums covered, 70% for family premiums)
Employer-funded Short/Long-Term Disability, Life, and Accidental Death & Dismemberment (AD&D) Insurance
20 Days of Paid Time Off (PTO)
11 Paid Holidays
“Be Me Time” off for mental health, re-charging, volunteering
Matching Gift Program
Monthly Internet Stipend

About the Company

InfoTrack is a platform that seamlessly connects law firms to the courts and to the services 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.
We are a highly ambitious company that believes our people are critical to our success.
We foster a high-performance culture built on professional development, open communication, and transparent leadership.
We are looking for individuals who are smart, dedicated, and eager to help build a market-leading solution that makes a difference in the lives of our clients.

Equal Opportunity

InfoTrack is an equal opportunity employer.
We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger.
We welcome the unique contributions that you can bring in terms of your education, opinions, culture, ethnicity, race, ancestry, sex, gender identity and expression, national origin, citizenship, marital status, age, languages spoken, veteran status, color, religion, disability, sexual orientation, and beliefs.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.