Account Manager, Growth Stage

About Vanta

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, empowering 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.

The Opportunity: Account Manager, Growth Stage at Vanta

As an Account Manager, Growth Stage, you will be a vital member of Vanta’s Account Management team, responsible for the expansion and retention of Vanta’s existing customers. This role involves developing and maintaining strong customer relationships, serving as the primary point of contact for all post-sale commercial conversations, including mid-cycle upsells and renewals. As a trusted advisor, you will deeply understand customer business needs, aligning Vanta’s solutions with their objectives to mature their compliance and security programs. The ultimate goal is to achieve overall net revenue expansion of the Vanta customer base, measured by Net Revenue Retention, by ensuring customers’ security and compliance goals align with their company growth and Vanta’s solutions.

Key Responsibilities

• Develop and maintain strong relationships with assigned accounts, acting as a trusted advisor and strategic partner.
• Cultivate a deep understanding of Vanta’s current product offerings and proactively learn Vanta’s product roadmap to confidently address customers.
• Maintain strong partnerships and alignment with Customer Success Managers (CSMs) to understand customer health, ensure close strategic collaboration, and execute harmonious communication.
• Collaborate on account plans that identify new opportunities for expansion, increasing usage of Vanta’s platform via new frameworks, security tools, etc.
• Manage the entire sales cycle of any expansion or renewal opportunity from first meeting to close, including negotiation and leveraging internal resources like solutions consultants and subject matter experts.
• Accurately forecast monthly expansion and churn, maintaining a clean Salesforce (SFDC) instance with rigorous pipeline hygiene.
• Keep a relentless focus on customer needs, providing a consultative approach in architecting solutions.

How to Be Successful

• Possess 3+ years of experience selling to or managing customers.
• Demonstrate a strong ability to prospect and build pipeline independently.
• Exhibit exceptional communication skills (written, verbal, visual) for both internal and customer-facing interactions.
• Be highly motivated with a sense of urgency and adaptability.
• Effectively collaborate with diverse departments including Customer Success, Marketing, Enablement, and Support.
• Prior experience in security and compliance is desirable, though not required.
• Be open to using AI to amplify skills, demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly.

What You Can Expect as a Vanta'n

• 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 fully-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 offices.
• 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.
• Offices in San Francisco, New York City, London, Dublin, Tel Aviv, and Sydney.

Key Skills/Competency

• Account Management
• Customer Retention
• Sales Expansion
• Relationship Management
• Pipeline Management
• Negotiation
• Consultative Selling
• Strategic Partnerships
• Forecasting
• Compliance & Security Solutions