[Remote] Director, Account Management, Upmarket at Vanta

United States

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$300,000 – $365,000Compensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Technology, SaaSIndustries

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 mid-market 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

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

Skills

Key technologies and capabilities for this role

Account ManagementTeam LeadershipCustomer RetentionExpansion StrategyNet RetentionForecastingGRCPlaybook DevelopmentHiringCoachingKPI Management

Questions & Answers

Common questions about this position

What is the salary range for the Director, Upmarket Account Management role?

The salary range is $300K - $365K.

Is this position remote?

Yes, this is a remote position.

What experience is required for this role?

Candidates need 10+ years of customer-facing experience, 5+ years managing or leading post-sales teams at a SaaS company, and 2+ years managing frontline managers, with a proven track record in revenue retention and expansion.

What is the company culture like at Vanta?

Vanta has a kind and talented team focused on customer value, high performance, and accountability, thriving in a fast-paced startup environment.

What makes a candidate successful for this Director role?

Success requires visionary leadership to build and develop a high-performing team of managers, design upmarket AM strategies, achieve retention and expansion KPIs, and partner cross-functionally in a fast-paced startup.

Vanta

Automates SOC 2 compliance for businesses

About Vanta

Vanta simplifies the process of obtaining and maintaining SOC 2 certification, which is essential for organizations that manage sensitive customer data. The company offers a software-as-a-service (SaaS) platform that automates numerous checks to ensure that security controls are effective and compliant with industry standards. This automation helps small to medium-sized enterprises (SMEs) and tech companies monitor risks and vulnerabilities continuously, significantly reducing the time and cost associated with achieving SOC 2 compliance. Vanta's subscription-based model provides clients with a more efficient and cost-effective way to maintain compliance compared to traditional methods. The goal of Vanta is to transform the compliance process, allowing organizations to focus on their core operations while enhancing their security posture.

San Francisco, CaliforniaHeadquarters

2018Year Founded

$343.4MTotal Funding

SERIES_CCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

100% Benefits Coverage

Flexible & Remote Work

Paid Parental Leave

Unlimited PTO

Health & Wellness

401(k)

Risks

Emerging competitors like ComplyCube could challenge Vanta's market position.

Healthcare data breaches may increase demand for more robust security measures.

Reliance on partnerships like HITRUST poses risks if standards evolve significantly.

Differentiation

Vanta automates up to 90% of audit preparation, reducing compliance costs significantly.

The platform offers real-time insights, enhancing trust and streamlining security reviews.

Vanta's HITRUST e1 solution automates 80% of requirements, ensuring continuous compliance.

Upsides

Vanta secured $150M in Series C funding, boosting its growth potential.

Partnership with HITRUST enhances Vanta's credibility in the healthcare sector.

Rising demand for automated compliance solutions supports Vanta's market expansion.

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