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

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!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

account managementsales methodologyKPI achievementportfolio prioritizationaccount planningrenewal risk managementcustomer expansionenablement programscustomer relationship managementquota carrying

Soft Skills

team developmentleadershipcoachingcritical thinkingcommunicationproblem-solvingadaptabilitycuriosityenthusiasmcollaboration