Senior Manager of Enterprise Account Management, Vanta
$298-350k
OTE
This role may also be eligible for commissions/bonus, equity
Automated compliance and security provider
Be an early applicant
Automated compliance and security provider
501-1000 employees
Be an early applicant
$298-350k
OTE
This role may also be eligible for commissions/bonus, equity
501-1000 employees
Company mission
To secure the internet and protect consumer data.
Role
Who you are
- 5+ years of experience leading quota carrying customer facing teams, preferably Account Management or similar full-life cycle sales function
- Demonstrate a history of achieving targets personally and across your team through your leadership and coaching
- A passion for team development including the ability to define onboarding and ongoing enablement programs that result in high performance and career growth for your team
- Experience managing Mid-Market and Enterprise customers with complex requirements and multiple levels of stakeholders across technical and non-technical roles
- A proven track record of establishing executive level relationships, navigating issues and escalations and balancing the needs of both the customer and the business
- Strong critical thinking and clear communication skills
- Ability to engage effectively across internal teams including Product, Operations, Legal and Customer Success to solve customer and team challenges
- Thrive in a fast paced environment and can effectively lead teams through change
- Have deep curiosity of emerging technologies and an enthusiasm for cybersecurity
- A natural affinity for problem-solving, and an enthusiasm for making a large impact
What the job involves
- As the Senior Manager, Enterprise Account Management, 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
Our take
The security auditing process is usually very time-consuming, taking hours to complete, and it is often difficult for start-ups to invest time into such a process. Yet, the benefits of security accreditation are enormous, mainly as many such businesses are working globally and need ways to demonstrate security compliance to one another. Vanta works specifically with start-ups to help them complete and pass security audits such as SOC 2 and ISO 27001.
The company is a compliance portal and security monitoring platform that businesses use to assess their risk levels. Vanta carries out a pre-audit of a company's digital security and highlights areas that need to be worked on before a full analysis of all threats is carried out. Other businesses such as Datadog or PagerDuty offer similar security monitoring services, but Vanta monitors its customers throughout the year, allowing any issues to be identified and addressed early on.
Vanta has found a valuable cybersecurity niche within the giant SaaS market. Companies such as Lattice, Clubhouse, and Calm are all customers, demonstrating a growing trend for companies to manage their cybersecurity proactively, which Vanta should be able to take advantage of to further grow and develop into the future.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
38% female employees
20% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jul 2024
$150m
SERIES C
Sep 2022
$40m
SERIES B
Total funding: $353m
Company benefits
- Health & Wellness: Vanta values the health and well-being of our teammates and offers comprehensive medical, dental, and vision coverage for teammates and dependents. Vanta is excited to provide an additional range of benefits that holistically support your physical, emotional, and financial wellbeing
- Work Your Way: Enjoy a remote-first setup if you're in the US, or go hybrid at our international offices
- Paid Parental Leave: Industry competitive paid parental leave for all parents
- Time Away: Industry competitive and generous PTO policy
- 401K Plan: 401k matching contribution plan
Company values
- Put customers first: We center our customers and their needs in our work, and invest in long-term relationships with them
- Presume good intent: We naturally support and uplift our teammates and partners. We are kind to and respectful of Vanta’ns, partners, customers, and even competitors - and we presume good intent, especially with teammates.
- Bias for action: We make decisions and act quickly even in the face of uncertainty. When we get new information, we’re comfortable with reversing decisions as long as we move quickly so we can iterate and learn
- Lead with resilience: We don’t let day-to-day volatility knock us off course - we operate with resilience and fortitude. We see rapid change as an opportunity to continue redefining an industry in service of our customers
- Decide with frameworks: We develop and use frameworks to evaluate alternatives neutrally, focus requests for feedback, explain the “why” behind decisions, and ensure that similar decisions in the future are made consistently
- Do what it says on the tin: We hold ourselves to the highest standards, and are truthful, humble, and accountable, especially when we (inevitably) make mistakes along the way
Company HQ
Civic Center, San Francisco, CA
Articles
Leadership
Christina Cacioppo
(CEO)Worked in Investment at Union Square Ventures, before becoming a Professor at the School of Visual Arts. Co-founded Nebula Labs, and worked in Product Management at Dropbox.
Share this job
View 59 more jobs at Vanta