# Director, Account Management, Upmarket

**Company:** [Vanta](https://hotfix.jobs/companies/vanta)
**Location:** Remote
**Role:** Account Management
**Salary:** $350k – $380k/yr
**Experience:** 10+ years
**Skills:** SaaS, Account Management, Customer Retention, Revenue Expansion, Team Leadership, Forecasting, Data Analysis, Cybersecurity, GRC, Renewal Management
**Posted:** 2025-10-06

> Leads the upmarket Account Management team to drive retention and expansion of commercial and enterprise customers in a SaaS environment. Requires 10+ years customer-facing experience, 5+ years managing post-sales teams, and proven track record in revenue goals.

## Job Description

## 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.

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