Enterprise Customer Success Manager, Drata
$97.3-150.2k
OTE
+ Restricted Stock Units. Salary dependent on location
Security and compliance automation
Posted today
Security and compliance automation
501-1000 employees
Posted today
$97.3-150.2k
OTE
+ Restricted Stock Units. Salary dependent on location
501-1000 employees
Company mission
To help companies earn and keep the trust of their users, customers, partners, and prospects.
Role
Who you are
- The ideal candidate will possess a deep understanding of customer relationship management, a proven track record of managing and growing large enterprise accounts, and the ability to develop and execute strategies that drive customer satisfaction, retention, and expansion
- 5+ years of Customer Success or Consulting experience
- BA or BS with 2+ years experience in Security, Compliance, Identity and Access Management, or SaaS
- Strong communication skills, able to communicate confidently and concisely in verbal, written and presentation formats to all types of audiences
- Strategic mindset and adept at working with customers to realize and achieve long-term success plans and strategies
- Experience managing a large volume of accounts
- Data-fueled approach to CSM work, curious about data and insights, and have used Salesforce, Catalyst (or similar Customer Success Platform), Sigma and Jira
What the job involves
- We are hiring a Customer Success Manager to drive value through measurable outcomes for our strategic enterprise customers
- You are a partner to our largest customers and will be a key player in driving adoption and value of the Drata platform through a deep understanding of our customer’s business objectives and goals
- You will collaborate closely with the Account Management, Sales, Product, and Marketing teams
- Serve as primary point of contact for executive-level stakeholders, understanding their strategic objectives and aligning our solutions to meet their business goals in order to accelerate time to value
- Create Mutual Action Plans based on the customer’s business objectives and review progress with the customer stakeholders, through monthly health checks and quarterly business reviews
- Approach book of business with deep curiosity to align and realign on business objectives, KPIs, product use and product opportunities, to support the progression of customer compliance journey, and overall compliance status
- Identify customer challenges and risks, develop and drive cross-functional mitigation plans to avoid churn
- Align and collaborate with Account Managers on renewal forecasts and up-sell strategies, with a focus on customer retention
- Demonstrate and promote the latest features and capabilities of the Drata platform to ensure customers are using key product features that align with their desired outcomes
- Leverage available data to drive key actions that deliver value throughout the customer journey
- Work with internal teams to promote product improvements and advocate for customer needs based on customer feedback
- Become trusted advisor for customers around best practices for progressing their compliance journey with Drata, establishing, nurturing, and expanding relationships within each customer organization in concert with relevant Drata strategic team members and stakeholders
Our take
Traditional manual compliance workflows are tedious, error-prone and extremely hard to scale, which presents special difficulties for rapidly growing companies in maintaining strong data security. Drata enables companies to manage compliance easily, by automatic monitoring and evidence collection, building a single picture of risk across the company.
The company has several competitors offering compliance automation solutions, including Vanta and Secureframe , but Drata is unique in automating the tasks themselves rather than generating notifications for teams to action. This approach has garnered Drata a client base of thousands of companies including bambooHR, Notion and Abnormal.
Drata has grown swiftly since its 2020 founding. Iconiq Growth and GGV Capital have led Drata's impressive funding rounds. It intends to use its influx of cash to invest heavily in research and development, and to roll out new features for auditors and startups.
Freddie
Company Specialist at Welcome to the Jungle
Insights
90% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Dec 2022
$200m
SERIES C
Nov 2021
$100m
SERIES B
Total funding: $328.2m
Company benefits
- 100% coverage for medical, dental, and vision
- $500 annually towards personal development opportunities
- Unlimited vacation policy for strong, fully charged batteries
- Flexible hours and work from home (especially these days!)
- Reach your financial goals while reducing your taxes
- Pre-tax savings plans for healthcare and dependent care
- Work From Home Stipend
- Learning Enrichment Stipends
- 16 weeks fully-paid parental leave
- 401K Retirement Plan
Company values
- BUILT ON TRUST: Trust is our most precious asset, earned through consistency over time.
- ACT WITH INTEGRITY: We do the right thing, regardless of whether anyone else is looking.
- CUSTOMER-OBSESSIVE: Everything we do revolves around the customer at the center of our purpose.
- COMPETITIVE FIRE: It burns from within - we push ourselves harder than anyone else ever could.
- DIVERSITY: Unique perspectives provide a better shared view of a problem and its possible solutions.
- AUTOMATION-FIRST: Our products save companies time and money - efficiency is paramount.
Company HQ
University City, San Diego, CA
Articles
Leadership
Adam Markowitz
(CEO)Previously VP & GM at Instructure. Founder & former CEO of Portfolium. Has worked in Mechanical and Aerospace Engineering.
Daniel Marashlian
(CTO)Former Technical Advisory Board Member at the National University. Previously Senior Director Of Engineering at Instructure. Co-founded Portfolium and RapidEngage.
Troy Markowitz
(COO)Advisor at Knack and former Contributor to Forbes. Previously the VP of Strategy, Growth Markets at Instructure. Prior experience in Business Development.
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