Director, Account Management, Upmarket
Vanta
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $363,000 - $427,000 per year
Job Level
Lead
Tech Stack
Cyber Security
About the role
- Build a team culture of customer value, high performance and accountability.
- Hire and develop a team of expert Managers that are able to recruit, coach and develop top talent and consistently achieve quota.
- Design 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.
- Represent Vanta at industry events and customer meetings across the region.
Requirements
- 10+ years of customer facing experience
- 5+ years of experience as a manager or leader of post sales teams at a SaaS company
- 2+ years experience managing frontline managers
- Proven track record of achieving revenue retention and expansion targets in the NAMER market
- Experience leading teams that serve mid-market and enterprise customers
- Strong executive presence and ability to build relationships at all levels
- A collaborative mindset and demonstrated ability to influence across functions
- Analytical thinking and data-driven decision-making
- Experience working in a fast-paced startup or growth-stage SaaS company
- Enthusiasm for cybersecurity and helping customers build trusted businesses
Benefits
- 100% covered medical, dental, and vision benefits with dependents coverage
- 16 weeks fully-paid parental Leave for all new parents
- Health & wellness and remote workplace stipends
- Family planning benefits through Carrot Fertility
- 401(k) matching
- Flexible work hours and location
- Open PTO policy
- 11 paid holidays in the US
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
account planningportfolio prioritizationrenewal risk managementvalue-based customer expansionKPI achievementrevenue retentionexpansion strategiesforecastingenablement programsSaaS sales skills
Soft skills
customer valuehigh performanceaccountabilitycoachingrelationship buildingcollaborative mindsetinfluenceanalytical thinkingdata-driven decision-makingexecutive presence