Strategic Account Manager

Summary

Join Vanta's Account Management team as a Strategic Account Manager and contribute to the expansion and retention of our customer base. You will be the primary point of contact for post-sale commercial conversations, including upsells and renewals. Develop and maintain strong customer relationships, deeply understanding their business needs and aligning Vanta's solutions with their objectives. Collaborate with internal teams to identify expansion opportunities and manage the sales cycle for renewals and expansions. Accurately forecast expansion and churn, maintaining a clean SFDC instance. This role requires 6+ years of experience selling to or managing customers and exceptional communication skills. Vanta offers competitive compensation, comprehensive benefits, flexible work arrangements, and a supportive team environment.

Requirements

• Have 6+ 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
• 401(k) matching
• Flexible work hours and location
• Open PTO policy
• 9 paid holidays in the US