Senior Manager, Account Management, Enterprise
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Job Description
Senior Manager leading Account Management at Vanta, ensuring customer satisfaction and driving value through the GRC program. Responsible for team development and strategy execution.
Responsibilities:
- Hire and develop a team of expert AMs and build a team culture of customer value, high performance and accountability.
- Contribute to the design of the upmarket AM methodology including value delivery, expansion strategies and renewal motions.
- Define playbooks and coach your team to achieve KPIs including expansion pipeline generation, expansion win rate, gross retention rate and net retention rate across your portfolio of customers.
- Deliver an accurate weekly forecast for both retention and expansion performance.
- Drive adoption of key AM competencies including effective portfolio prioritization, account planning, renewal risk management and value-based customer expansion.
- Develop enablement programs that ensure your team members are experts in Vanta’s products, our space and AM sales skills.
- Partner closely with cross-functional teams including revenue operations, product, marketing, sales, recruiting and more to represent your customers’ needs and achieve your goals.
- Thrive in a fast paced startup environment and contribute to transformational change.
Requirements:
- 5+ years of experience leading quota carrying customer facing teams, preferably Account Management or similar full-life cycle sales function
- Demonstrate a history of achieving targets personally and across your team through your leadership and coaching
- A passion for team development including the ability to define onboarding and ongoing enablement programs that result in high performance and career growth for your team
- Experience managing Mid-Market and Enterprise customers with complex requirements and multiple levels of stakeholders across technical and non-technical roles
- A proven track record of establishing executive level relationships, navigating issues and escalations and balancing the needs of both the customer and the business
- Strong critical thinking and clear communication skills
- Ability to engage effectively across internal teams including Product, Operations, Legal and Customer Success to solve customer and team challenges
- Thrive in a fast paced environment and can effectively lead teams through change
- Have deep curiosity of emerging technologies and an enthusiasm for cybersecurity
- A natural affinity for problem-solving, and an enthusiasm for making a large impact
- Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
- Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
Benefits:
- Industry-competitive salary and equity
- Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
- 16 weeks paid Parental Leave for all new parents
- Health & wellness stipend
- Remote workspace, internet, and cellphone stipend
- Commuter benefits for team members who report to the SF and NYC office
- Family planning benefits
- Matching 401(k) contribution with immediate vesting
- Flexible PTO policy, plus 80 hours of Sick Time
- 11 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events!
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