Director, Account Management, Upmarket

Responsibilities

• Build a team culture of customer value, high performance and accountability.
• Hire and develop a team of expert Managers that are able to recruit, coach and develop top talent and consistently achieve quota.
• Design 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.
• Represent Vanta at industry events and customer meetings across the region.

Requirements

• 10+ years of customer facing experience, 5+ years of experience as a manager or leader of post sales teams at a SaaS company, 2+ years experience managing frontline managers.
• Proven track record of achieving revenue retention and expansion targets in the NAMER market.
• Experience leading teams that serve commercial and enterprise customers.
• Strong executive presence and ability to build relationships at all levels.
• A collaborative mindset and demonstrated ability to influence across functions.
• Analytical thinking and data-driven decision-making.
• Experience working in a fast-paced startup or growth-stage SaaS company.
• Enthusiasm for cybersecurity and helping customers build trusted businesses.