Associate Account Manager

What you'll do

• Own the commercial relationship for a large number of Upper Emerging Drata customers
• Support renewals and expansion across your book by executing established account management and negotiation frameworks
• Identify upsell and cross-sell opportunities and help move them forward on and off cycle
• Prioritize your book based on growth potential, customer engagement, renewal timing, and risk signal
• Partner closely with Customer Success, Technical Support, Marketing, and leadership to remove roadblocks and improve customer outcomes
• Communicate risk clearly, maintain accurate visibility into renewals and expansion activity, and escalate when needed
• Deliver value-based customer conversations that help customers understand the impact and ROI of Drata
• Build trusted relationships with key stakeholders and strengthen customer engagement over time
• Contribute to process improvements, team best practices, and a high-accountability, high-collaboration team culture

What you’ll bring

• 1+ years of success in Account Management, Customer Success, Sales, or a similar customer-facing SaaS role
• Experience supporting renewals, expansion, or commercial customer conversations in a recurring revenue environment
• Strong customer management skills with the ability to uncover needs, communicate value, and build trust with multiple stakeholders
• Strong organizational and prioritization skills across a high-volume book of business
• Clear written and verbal communication skills, with the ability to tailor your message to different audiences
• Sound judgment, strong follow-through, and comfort working with direction while operating independently within your scope
• A proactive, team-first approach and willingness to jump in, learn quickly, and improve how work gets done
• Curiosity around leveraging AI and modern tools to work more efficiently, improve preparation, and scale high-quality customer engagement
• Experience with tools such as Salesforce, Gong, Outreach, Clari, Catalyst, and Google Workspace is a plus

How we support you

• Shared Success: Stock equity / RSUs
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents; comprehensive wellness benefits and healthcare concierge services
• Financial Well-being: 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, discounted voluntary offerings
• Family Support: Paid Parental Leave (after six months), Kindbody fertility and family-building benefits
• Growth & Development: Generous annual stipends for professional and personal development; internal learning opportunities
• Time Off & Flexibility: Flexible vacation policy, paid holidays

This role will receive a competitive base salary + OTE, benefits, and stock (RSUs). OTE ranges by tier:

• Tier 1: $131,200 - $162,000
• Tier 2: $118,100 - $145,800
• Tier 3: $104,900 - $129,600