Senior Account Manager

Summary

Join Vanta's Account Management team as a Sr. Account Manager and contribute to the expansion and retention of our customer base. You will be responsible for developing and maintaining strong customer relationships, serving as the primary point of contact for post-sale commercial conversations, including upsells and renewals. Leverage your expertise to understand customer needs and align Vanta's solutions with their objectives. The role involves collaborating with internal teams, forecasting revenue, and maintaining accurate sales data. Success in this role requires strong sales experience, exceptional communication skills, and the ability to collaborate effectively with various departments. Vanta offers a competitive compensation package, comprehensive benefits, and a flexible work environment.

Requirements

• Have 5+ 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