Senior Manager, Account Management, Enterprise

As the Senior Manager, Account Management for the Enterprise team, you will lead the founding team of Enterprise Account Managers responsible for nurturing, retaining and growing our largest customers among Vanta’s rapidly growing customer base. You will hire and develop a high performing team of AMs who are customer value focused and results driven. You will be responsible for contributing to the design of our upmarket Account Management strategy, developing a repeatable methodology to consistently exceed retention and expansion goals by inspiring customers to use Vanta as the foundation of their modern GRC program. Partnering closely with Customer Success, Product, Marketing and Operations leaders to represent your team and customers will be key to success in this role. You will be at the forefront of delivering Vanta’s GRC value and a key leader in executing our upmarket strategy. Hire and develop a team of expert AMs and build a team culture of customer value, high performance and accountability. Contribute to the design of 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.