Director, Account Management Upmarket
Vanta
Job Overview
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Job Description
About Vanta
At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be continuously monitored and verified. Our team is kind, talented, and diverse, with many finding success even without prior security experience.
Role Overview
As the Director, Account Management Upmarket, you will lead the creation of our Upmarket Account Management organization. Your role includes building and coaching a high-performing team of managers focused on customer retention and expansion within Commercial and Enterprise segments.
Key Responsibilities
- Build a team culture of customer value, high performance, and accountability.
- Hire and develop expert managers to guide Account Managers to success.
- Design and implement an upmarket AM methodology including value delivery, expansion strategies, and renewal motions.
- Define playbooks and coach your team to consistently meet KPIs such as expansion pipeline, win rate, gross and net retention.
- Deliver accurate forecasts and drive adoption of key account management competencies.
- Collaborate with revenue operations, product, marketing, sales, and recruiting to represent both team and customer needs.
- Represent Vanta at industry events and customer meetings.
Qualifications
- 10+ years of customer facing experience and 5+ years managing post-sales teams in SaaS.
- Proven track record in achieving revenue retention and expansion in the NAMER market.
- Experience managing commercial and enterprise customer teams.
- Strong executive presence with excellent cross-functional collaboration skills.
- Data-driven decision-making and analytical thinking.
- Enthusiasm for cybersecurity and helping customers build trusted businesses.
Benefits
- Industry-competitive salary and equity.
- Comprehensive medical, dental, and vision coverage with employee-only premiums covered.
- 16 weeks fully paid parental leave.
- Health & wellness stipend and remote workspace benefits.
- Commuter benefits for SF and NYC office reportees, flexible PTO, and company-paid holidays.
- Global offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney.
Key Skills/Competency
- Account Management
- Leadership
- Customer Retention
- Team Building
- SaaS
- Forecasting
- Strategy
- Collaboration
- Renewals
- Cybersecurity
How to Get Hired at Vanta
- Research Vanta's culture: Understand their mission and team values.
- Customize your resume: Highlight SaaS and leadership experience.
- Emphasize metrics: Quantify retention and expansion successes.
- Prepare for interviews: Review account management strategy.
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