Director, Account Management, Upmarket

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. 

As the Director, Upmarket Account Management, you will lead the build of the Upmarket Account Management organization. Through strong, visionary leadership, you will mobilize your team of managers to drive retention and expansion of Vanta’s existing customer base in the Mid Market and Enterprise segments. You will hire and develop a high performing team of Managers of AMs, who are customer value focused and results driven.

You will be responsible for contributing to the design of our upmarket Account Management strategy, developing a repeatable methodology to consistently exceed retention and expansion goals by inspiring customers to use Vanta as the foundation of their modern GRC program. Partnering closely with Customer Success, Product, Marketing and Operations leaders to represent your team and customers will be key to success in this role. You will be at the forefront of delivering Vanta’s GRC value and a key leader in executing our upmarket strategy.

What you’ll do as a Director, Upmarket Account Management at Vanta:

• 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.

• Build a team culture of customer value, high performance and accountability.

• Represent Vanta at industry events and customer meetings across the region.

How to be successful in this role:

• 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.

What you can expect as a Vantan:

• Industry-competitive compensation

• 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

• Offices in SF, NYC, London, Dublin, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

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