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Vanta · 8 hours ago

Director, Account Management, Upmarket

United States

Full-time

Remote

Director/Executive

10+ years exp

Vanta is a company focused on helping businesses earn and prove trust through continuous security monitoring. As the Director of Upmarket Account Management, you will lead the development of a high-performing team to drive retention and expansion within Vanta's Commercial and Enterprise customer segments, while collaborating with cross-functional teams to deliver value and execute the company's upmarket strategy.

Artificial Intelligence (AI)ComplianceCyber SecurityInternetSoftware

Growth Opportunities

Responsibilities

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

Qualification

Account Management strategyRevenue retention targetsTeam leadershipSaaS experienceAnalytical thinkingCustomer relationship buildingData-driven decision-makingCybersecurity enthusiasmCollaboration