# Senior Manager, Commercial Account Management

**Company:** [Drata](https://hotfix.jobs/companies/drata)
**Location:** Remote
**Role:** Account Management
**Experience:** 8+ years
**Skills:** Account Management, Customer Success, B2B SaaS, GRC, Security, Compliance, Salesforce, Forecasting, Renewals, Net Revenue Retention, Customer Health, AI, Automation, Revenue Operations
**Posted:** 2026-09-01

> Leads a commercial account management team serving complex mid-market B2B SaaS customers, with accountability for retention, renewals, expansion, adoption, and forecasting. Requires 8+ years in post-sales roles, 3+ years managing teams, and experience in GRC, security, compliance, or regulated technology.

## Job Description

## Responsibilities
- Lead, hire, coach, and develop Commercial Account Managers; set expectations, performance standards, and career paths.
- Build a high-performing team culture through coaching, feedback, account reviews, and fair performance management.
- Establish standards for account planning, customer engagement, CRM hygiene, forecasting, and execution.
- Own team performance across gross retention, renewals, expansion, net revenue retention, adoption, customer health, and forecast accuracy.
- Translate company goals into targets, operating rhythms, coverage expectations, and action plans; provide forward-looking visibility into risks and opportunities.
- Coach renewal and expansion strategy, inspect complex or at-risk situations, and develop repeatable commercial plays.
- Set standards for success planning, value realization, product adoption, executive engagement, and customer health.
- Identify systemic risks, coordinate mitigation, and improve early-warning practices across the team’s book of business.
- Ensure the team can engage credibly on GRC topics and partner effectively with Compliance Advisors.
- Serve as an escalation leader for complex customer situations.
- Run account, renewal, expansion, forecast, risk, and performance reviews.
- Use Salesforce, customer-success or revenue platforms, AI, and automation to improve prioritization, reporting, data discipline, and engagement quality.
- Collaborate with Solutions Architecture, Support, Sales Engineering, Compliance Advisory, Sales, Product, Marketing, Professional Services, RevOps, and Finance.
- Surface customer insights that inform product, onboarding, enablement, positioning, and post-sales improvements.

## Requirements
- 8+ years of experience in Account Management, Customer Success, Strategic Account Management, Consulting, or a related post-sales role within B2B SaaS.
- 3+ years managing quota-carrying Account Managers, Customer Success Managers, or comparable post-sales professionals.
- Demonstrated success leading teams responsible for renewals, retention, expansion, adoption, customer health, and recurring-revenue outcomes.
- Experience in GRC, security, compliance, identity, or an adjacent regulated technology environment.
- Experience managing and growing mid-market or commercial customer relationships involving multiple stakeholders and business complexity.
- Strong understanding of commercial and customer-success motions, including success planning, value realization, risk management, renewal execution, negotiation, and expansion.
- Proven ability to hire, coach, develop, and retain high-performing teams.
- Experience building or improving team operating models, including playbooks, coverage models, forecasting, reporting, and cross-functional processes.
- Strong executive presence and communication skills.
- Ability to navigate multi-threaded customer organizations and engage business, operational, technical, and executive stakeholders.
- Strong analytical, forecasting, prioritization, and organizational skills.
- Experience using Salesforce and customer-success or revenue platforms.
- Collaborative, customer-centered leadership style suited to a high-growth environment.
- Curiosity about AI and automation as tools for improving team effectiveness and customer engagement.

## Compensation and Benefits
- Stock equity.
- Employer-paid medical, dental, and vision coverage for employees and dependents, with wellness benefits and healthcare concierge services.
- 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and discounted voluntary benefits.
- Family support benefits.

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