Director, Upmarket Account Management

Team Leadership:

• 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.
• Represent Vanta at industry events and customer meetings across the region.

Strategy & Methodology:

• 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.
• Drive adoption of key AM competencies including effective portfolio prioritization, account planning, renewal risk management and value-based customer expansion.

Cross-Functional Partnership:

• Partner closely with cross-functional teams including revenue operations, product, marketing, sales, recruiting and more to represent your customers’ needs and achieve your goals.
• Develop enablement programs that ensure your team members are experts in Vanta’s products, our space and AM sales skills.