Account Manager, SMB

Summary

Join Vanta's Account Management team and contribute to securing the internet by expanding and retaining customers. You will be the primary point of contact for post-sale commercial conversations, including upsells and renewals. As a trusted advisor, you'll deeply understand customer needs and align Vanta's solutions with their objectives. The team aims to achieve net revenue expansion, ensuring customer security and compliance goals align with company growth. Success in this role requires strong relationship-building, understanding of Vanta's products, and collaboration with various departments. Vanta offers competitive compensation and benefits.

Requirements

• Have 3+ years experience selling to or managing customers
• Strong ability to prospect and build pipeline without assistance from BDR and/or inbound support
• Exceptional communication skills (written, verbal, visual), both for internal audiences and customer-facing messaging
• Be highly motivated with a sense of urgency and willingness to adjust
• Able to effectively collaborate with a wide range of departments including CS, Marketing, Enablement, and Support

Responsibilities

• Develop and maintain strong relationships with assigned accounts, acting as a trusted advisor and strategic partner
• Develop a deep understanding of Vanta’s current product offerings and take initiative to learn Vanta’s product roadmap to speak confidently when addressing customers
• Maintain strong partnerships and alignment with CSMs to understand customer health, ensure close strategic collaboration and execute harmonious communication to accounts
• Collaborate on account plans that identify new opportunities for expansion with current customers to increase their 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, negotiating where necessary and pulling in additional internal resources where appropriate (solutions consultants, subject matter experts, etc)
• Accurately forecast monthly expansion and churn, and maintain a clean SFDC instance with scrutinous pipeline hygiene
• Keep a relentless focus on the customer needs and provide a consultative approach in architecting a solution

Preferred Qualifications

Previous experience in security and compliance is not required, but highly desirable!

Benefits

• 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, Dublin, and Sydney