Commercial Account Manager, Thoropass
$80-110k
Plus a performance based bonus Plus Early equity in a fast-growing company
Compliance & audit management platform
Be an early applicant
Compliance & audit management platform
201-500 employees
Be an early applicant
$80-110k
Plus a performance based bonus Plus Early equity in a fast-growing company
201-500 employees
Company mission
To build a world that’s safer for consumers, more seamless for enterprise, and ripe for advancement.
Role
Who you are
- Builds strong relationships with existing customers
- Comfortable talking about renewals, pricing, and expansion
- Spots growth opportunities and knows how to act on them
- Good at handling risk (usage drop, org changes, acquisitions)
- Communicates clearly and escalates issues early
- Works well with CSMs and other internal teams
- Organized and process-driven (account plans, deal steps, follow-through)
- Associates Degree or Relevant Experience
- Experience in a startup preferred but not required
- 3-5 years of experience in a customer facing and expansion role
What the job involves
- We’re looking for a commercially-minded, relationship-first Commercial Account Manager (CAM) to own and grow a portfolio of existing Thoropass customers. You’ll partner closely with our Customer Success Managers to deliver a seamless customer experience—especially when conversations shift from day-to-day success into renewals, pricing, and expansion
- In this role, you’ll proactively build account plans, identify growth opportunities, and lead customer conversations around contract scope, new products/frameworks, and long-term partnership. You’ll stay ahead of risk by spotting churn signals early (including changes like acquisitions) and turning them into clear action plans—often by engaging new stakeholders and creating new pipelines
- You’ll also bring structure and clarity to the commercial process: running repeatable expansion plays, aligning contracts and billing, and escalating the right deals at the right time to keep decision-making fast and transparent. If you’re energized by owning outcomes, collaborating cross-functionally, and helping customers grow with Thoropass, this role is for you
- Own the commercial strategy for a book of existing customers, including key account renewal plans, product swaps, and expansion/whitespace opportunities
- Partner tightly with the CSM to ensure a seamless customer experience, especially when conversations shift into money, scope, or growth
- Proactively lead renewal and expansion motions—including joining renewal discovery for accounts midlevel accounts and larger, staying closely aligned on high-potential accounts
- Manage leadership visibility and escalation for larger deals to avoid surprises and drive timely decisions
- Identify and act on expansion signals (new frameworks/products, increased usage, new business units, M&A activity, budget approvals, competitive evaluations)
- Own the commercial response to customer acquisitions, researching the parent org and engaging the right stakeholders to convert churn risk into pipeline
Our take
If you’re a growth-stage startup, you need to become SOC 2 compliant to be able to close enterprise deals. However, becoming SOC 2 compliant can be expensive, time-consuming, and pretty complicated. Thoropass (previously known as Laika) provides an end-to-end compliance service for startups, to enable them to work with legacy companies in highly regulated fields such as health and fintech.
Due diligence is quickly becoming a consideration from day one for startups in these fields, with an increase in collaboration between disruptive startups and legacy players. Thoropass has taken up an acute position between the two, allowing startups to get deals done more smoothly and scale more quickly, whilst allowing the established companies to access emerging talent.
Although Thoropass has maintained a strong focus on growing early-stage companies, it has ambitious plans to start working with big banks in the future. Significant funding raised by the company, which already has hundreds of customers, will see it invest in expanding the functionality of its platform and its wider business funnel.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Nov 2022
$50m
SERIES C
Nov 2021
$35m
SERIES B
Total funding: $98m
Company HQ
Midtown Manhattan, New York, NY
Leadership
Austin Ogilvie
(Co-Founder & Executive Chairman)Began their career as a Research Analyst at EverFi before moving on to become Project Manager at On Deck Capital. They also served as the CEO at Yhat (acquired by Alteryx) and then went on to become Director of Product Management.
Eva Pittas
(Co-Founder & COO)Studied Finance at NYU Stern School of Business. Worked at Citi Bank for over 13 years as Chief Financial Officer. Later became Managing Director at Citigroup. Founded and worked as CEO of Fintech BRCG in 2017.
Sam Li
(Co-Founder & CEO)Studied Computer Sciences, Maths and MBA at the Universities of Virginia, Columbia, and Harvard. Worked as a Technology Analyst for Goldman Sachs. Then became a Technical Account Manager at Google. Co-founded and worked as CTO of Zinc Platform. Most recently was an Entrepreneur in Residence at Bain Capital Ventures.
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