Sr. Manager, Account Management, Enterprise

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 Senior Manager, Enterprise Account Management, you will lead the founding team of Enterprise Account Managers responsible for nurturing, retaining and growing our largest customers among Vanta’s rapidly growing customer base . You will hire and develop a high performing team 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 Senior Manager, Enterprise Account Management at Vanta:

• Hire and develop a team of expert AMs and build a team culture of customer value, high performance and accountability.

• Contribute to the design of 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.

How to be successful in this role:

• 5+ years of experience leading quota carrying customer facing teams, preferably Account Management or similar full-life cycle sales function

• Demonstrate a history of achieving targets personally and across your team through your leadership and coaching

• A passion for team development including the ability to define onboarding and ongoing enablement programs that result in high performance and career growth for your team

• Experience managing Mid-Market and Enterprise customers with complex requirements and multiple levels of stakeholders across technical and non-technical roles

• A proven track record of establishing executive level relationships, navigating issues and escalations and balancing the needs of both the customer and the business

• Strong critical thinking and clear communication skills

• Ability to engage effectively across internal teams including Product, Operations, Legal and Customer Success to solve customer and team challenges

• Thrive in a fast paced environment and can effectively lead teams through change

• Have deep curiosity of emerging technologies and an enthusiasm for cybersecurity

• A natural affinity for problem-solving, and an enthusiasm for making a large impact

• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact

• Must