Director of Account Management, Vanta
Upmarket
$340-365k
+ Equity
AI trust management platform
Open for applications
AI trust management platform
1001+ employees
Open for applications
$340-365k
+ Equity
1001+ employees
Company mission
To help businesses earn and prove trust.
Role
Who you are
- 10+ years of customer facing experience, 5+ years of experience as a manager or leader of post sales teams at a SaaS company, 2+ years experience managing frontline managers
- Proven track record of achieving revenue retention and expansion targets in the NAMER market
- Experience leading teams that serve mid-market and enterprise customers
- Strong executive presence and ability to build relationships at all levels
- A collaborative mindset and demonstrated ability to influence across functions
- Analytical thinking and data-driven decision-making
- Experience working in a fast-paced startup or growth-stage SaaS company
- Enthusiasm for cybersecurity and helping customers build trusted businesses
What the job involves
- As the Director, Upmarket Account Management, you will lead the build of the Upmarket Account Management organization
- Through strong, visionary leadership, you will mobilize your team of managers to drive retention and expansion of Vanta’s existing customer base in the Mid Market and Enterprise segments
- You will hire and develop a high performing team of Managers 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
- 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
- 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
- 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
- Represent Vanta at industry events and customer meetings across the region
Our take
The security auditing process is usually very time-consuming, taking hours to complete, and it is often difficult for startups 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 startups 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's latest $150M raise, boosting its valuation to $4.15B, highlights the company's rapid growth and strong market position. With AI-driven automation, expanding government partnerships, and strategic acquisitions on the horizon, Vanta is scaling quickly while solving real customer problems. Backed by a talented leadership team and a growing customer base, the company looks set to continue its upward trajectory and build a lasting, sustainable business.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Jul 2025
$150m
SERIES D
Jul 2024
$150m
SERIES C
Total funding: $500.2m
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 HQ
Civic Center, San Francisco, CA
Leadership
Christina Cacioppo
(Founder & CEO)Prior to co-founding Vanta in 2017, Christina worked in Product Management for Dropbox. She was also a Professor at the School of Visual Arts and worked on the Investment Team at Union Square Ventures.
Share this job
View 94 more jobs at Vanta