Director of Technical Account Management, AppOmni
Salary not provided
+ Stock Options
Salesforce
Zoom
ServiceNow
Senior and Expert level
Remote from US
More information about location
SaaS security management software
Job no longer available
SaaS security management software
201-500 employees
B2BSaaSCyber SecurityAutomation
Job no longer available
Salary not provided
+ Stock Options
Salesforce
Zoom
ServiceNow
Senior and Expert level
Remote from US
More information about location
201-500 employees
B2BSaaSCyber SecurityAutomation
Company mission
To prevent SaaS data breaches by securing the applications that power the enterprise.
Role
Who you are
- At least 8 years of experience in a similar role, indicating a developed skill set in technical account management or customer success within a technology or SaaS environment.
- Knowledge of techniques and strategies to maintain high retention rates, including handling renewals and preventing churn.
- Ability to diagnose and resolve technical issues, ensuring customers can use the product effectively.
- Understanding of APIs for integration purposes, which is crucial for SaaS products that need to interact with other services.
- Ability to lead and coordinate projects that involve multiple teams within the organization, such as engineering, product, and marketing.
- Comfortable presenting to a variety of audiences,including technical users and decision-makers, to advocate for the product or explain complex concepts in an accessible way.
- Experience supporting the sales team during the pre-sales process, providing technical expertise, and demonstrating product value to prospects.
- Upselling and Cross-Selling: Ability to identify opportunities for upselling or cross-selling services and products to existing customers.Experience in customer success, consulting, sales, or account management.
- SaaS security experience is highly desirable.
- Working knowledge of SaaS solutions such as Salesforce, O365, Zoom, Box, ServiceNow, and Workday is preferred.
What the job involves
- The Director, Technical Account Management will lead a high-performing team of Technical Account Managers (TAMs) focused on SaaS security. This role ensures the team helps customers maximize the value of AppOmni’s solutions while aligning them with business goals
- As a player-coach, this leader will mentor TAMs, drive collaboration with Sales Engineers for smooth pre-to-post sales transitions, and promote ongoing training and knowledge sharing. The Director will also champion efficiency by enabling the team to adopt AppOmni’s AI tools (AskOmni)
- This role plays a key part in developing the Expert Services function—shaping its early operations and supporting its evolution into an independent team. The Director will continuously refine TAM operations to deliver scalable, high-quality service as the organization grows
- Cross-functional collaboration is critical, with this leader driving customer engagement, satisfaction, and surfacing actionable insights from the TAM team to internal stakeholders
- Build and lead a high-performing Technical Account Management team, fostering a collaborative and customer-centric environment focused on SaaS security expertise
- Serve as a player-coach leader, providing guidance and mentorship to TAMs on customer engagement and strategic account management best practices in SaaS security
- Establish clear performance expectations and implement development plans for the TAM team, focusing on continuous improvement of both TAM skills and SaaS security domain knowledge
- Develop and optimize standardized processes and methodologies for the TAM team to ensure efficient and scalable delivery of security-focused technical account management
- Drive the TAM team to effectively manage a portfolio of customers, ensuring high levels of customer engagement and maximizing the realized security value of AppOmni solutions
- Enable TAMs to build strong relationships with customers, understanding their business objectives and security priorities to guide them towards successful security outcomes
- Monitor key performance indicators related to customer engagement, customer health, and security value delivery across the TAM team's customer portfolio
- Contribute to Net Revenue Retention (NRR) goals by ensuring the TAM team identifies and pursues opportunities for account growth and expansion through enhanced security value
- Empower the TAM team to proactively deliver SaaS security best practices and guidance to customers, maximizing their security posture with AppOmni solutions
- Ensure seamless pre-sales to post-sales customer transitions, fostering effective handoffs between Sales Engineering and Technical Account Management
- Cultivate a strong partnership with Sales Engineering, facilitating regular communication, joint training, and knowledge sharing to ensure alignment and effective customer engagement
- Facilitate ongoing training and knowledge transfer within and between the TAM and SE teams, emphasizing AppOmni solutions, security use cases, and effective communication of security value
- Equip the TAM team to effectively articulate the security value proposition of AppOmni solutions to customers and demonstrate the ROI of their security investments
- Collaborate with Expert Services leadership to define the operational framework for Expert Services, leveraging TAM insights to identify customer needs for security services
- Act as a primary voice of the customer within AppOmni, aggregating and sharing customer feedback and insights with Product, Engineering, Sales, and Support teams
- Identify recurring customer security challenges and product feedback, communicating these insights to internal teams to inform product improvements and feature prioritization
- Participate in product roadmap planning discussions, advocating for customer needs and representing the TAM team's perspective on security requirements
- Collaborate with Product, Engineering, Sales, Marketing, Support, and Finance teams to optimize customer success processes and resolve customer escalations
- Promote the adoption of service automation tools like AskOmni within the TAM team to improve operational efficiency and service delivery, and contribute to the development of overall customer success strategies and ensure alignment of TAM team activities with company objectives
- Supervision: Effectively supervise and manage direct reports and provide, by example and leadership, motivation and direction to employees. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; recognizing and rewarding employees; corrective disciplinary procedures and practices (under direction of supervisor and in partnership with Employee Success); addressing complaints and resolving problems. Carry out responsibilities in accordance with the organization’s policies and applicable employment laws
- Communication & Performance Management: Clearly communicate goals and expectations. Ensure annual performance reviews are conducted in a timely and effective manner and feedback is given throughout the year. Hold staff 1:1s and department/team meetings as applicable to provide leadership, development, and support and to ensure coordination and collaboration in successfully achieving individual, department, and organization goals
- Culture Ambassador: Help set the tone of the department to ensure morale, teamwork, and that the positive culture of the organization is maintained
Our take
Security is key in the online world, especially for companies that sell software as a service (SaaS). AppOmni's security management platform is designed to help SaaS companies protect their software from phishing attacks, malware, and other malicious threats. It can discover risks that may potentially harm businesses’ services, protect sensitive data from malicious hands, and even monitor and fix any issues that are found.
AppOmni’s customers include large enterprises and tech names such as Dropbox, Ping and Accenture, as well as large Fortune 100 financial and healthcare companies. Collectively, it now secures apps covering 78 million users and 230 million exposed data records, and more than 9 billion monthly events.
Although AppOmni has made a name for itself, it has some notable competitors, such as Insight VM and Amazon Guard Duty. The company is continuing both its international growth and building out the platform to remain on top of the competition.
Steph
Company Specialist at Welcome to the Jungle
Insights
Top investors
44% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jun 2022
$70m
SERIES C
Apr 2021
$40m
SERIES B
Total funding: $123m
Company benefits
- Autonomous Schedules: You know best how to get your work done, and sometimes that means starting the morning with a ski run before showing up to your home office or co-working space
- Home Office: As a new hire benefit, we provide a generous stipend for eligible expenses reimbursement for your home office / computer equipment set up in addition to a company-provided laptop
- Flexibility and Time Off: Have the freedom to take the time off you need with no required accruals and no set limits — just get your manager’s approval and go. We support our team in relaxing, recharging, and reconnecting
- Healthcare: AppOmni provides comprehensive insurance options for eligible employees – including medical, dental and vision, with substantial portions of the premiums covered by AppOmni
- Life Insurance & Disability Benefits: AppOmni provides group life, AD&D, STD and LTD benefits at no cost to our employees, as well as additional supplemental life insurance options
- Employee Assistance program: Our employees have access to LifeWorks Employee Assistance Program including in-person, phone, or video consultations with licensed counselors and online educational tools and resources
- Retirement Savings: We offer a 401(k) tax-advantaged retirement savings account as of the employee’s first paycheck with AppOmni covering all fees for the account
- Wellness and Connections: We value the mental health and overall wellness of our team and offer a monthly reimbursement for related wellness expenses. Participate in groups or be a champion for a cause that you’re passionate about
- Career Development: The best employees need room to grow professionally, and look for opportunities to hone their skills. We provide professional enablement programs and performance management reviews
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Brendan O'Connor
(Co-Founder & CEO)Started out working in Information Security at Tech Electronics and First Bank. Previous CSO of Salesforce and Security CTO of ServiceNow.
Brian Soby
(Co-Founder & CTO)Received an MBA from Berkeley, and then joined Raytheon as a Network Security Engineer. Previous Director of Product Security at Salesforce, and Director of Security at Taulia Inc. Current Partner at Freefly Security.
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