About the job
At Vanta, we are dedicated to empowering businesses to build and demonstrate trust through continuous security monitoring and verification. Our mission is to simplify security practices, enabling companies to prioritize better security measures effortlessly. Our team is diverse and talented, with members coming from various backgrounds, proving that success at Vanta isn't solely reliant on prior security experience.
As the Director of Upmarket Account Management, you will spearhead the development of our Upmarket Account Management organization. Through visionary leadership, you will guide your team of managers in driving both retention and expansion within Vanta’s existing Commercial and Enterprise customer segments. Your focus will be on hiring and nurturing a high-performing team of Account Management Managers who are dedicated to delivering customer value and achieving results.
In this pivotal role, you will help shape our upmarket Account Management strategy and create a repeatable methodology designed to consistently surpass retention and expansion objectives by inspiring clients to leverage Vanta as the cornerstone of their modern Governance, Risk, and Compliance (GRC) program. Collaborating closely with leaders in Customer Success, Product, Marketing, and Operations will be essential for representing both your team and our customers effectively.
Your Responsibilities as the Director of Upmarket Account Management:
Foster a team culture centered around customer value, high performance, and accountability.
Recruit and develop a team of expert Managers capable of attracting, coaching, and nurturing top-tier talent while consistently meeting quotas.
Craft the upmarket Account Management methodology, outlining strategies for value delivery, expansion, and renewals.
Establish playbooks and mentor your team to achieve key performance indicators (KPIs) related to expansion pipeline generation, win rates, and retention metrics across your customer portfolio.
Provide an accurate weekly forecast for retention and expansion performance.
Promote the adoption of essential Account Management competencies, including effective portfolio prioritization, account planning, renewal risk management, and value-driven customer expansion.
Design enablement programs that empower your team members to become experts in Vanta’s offerings, industry knowledge, and Account Management sales skills.
Collaborate closely with cross-functional teams, including revenue operations, product, marketing, sales, and recruiting, to represent your customers effectively.