Senior Manager, Enterprise Account Management

Summary

Join Vanta as a Senior Manager, Enterprise Account Management and lead a team responsible for nurturing, retaining, and growing our largest customers. You will hire and develop a high-performing team, contribute to the design of our upmarket Account Management strategy, and define playbooks to exceed retention and expansion goals. Partnering with cross-functional teams will be crucial. Success requires experience leading quota-carrying teams, achieving targets, and developing team members. Vanta offers competitive compensation, comprehensive benefits, and a flexible work environment.

Requirements

• 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
• 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

Responsibilities

• 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

Preferred Qualifications

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

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