Senior Manager of Account Management, Thoropass
$140-160k
+ A performance based bonus + Equity
Compliance & audit management platform
Be an early applicant
Compliance & audit management platform
201-500 employees
Be an early applicant
$140-160k
+ A performance based bonus + Equity
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
- Drives portfolio-level revenue strategy with a strong grasp of SaaS renewals, NRR levers, and disciplined pricing
- Builds and coaches a high-accountability, high-performance team through clear expectations and consistent inspection
- Aligns CS, Sales, Finance, Legal, and Product around clear ownership, fast decisions, and a unified customer experience
- Anticipates churn risk and complex commercial events and confidently leads structured, executive-level responses
- Instills process rigor, forecast accuracy, and consistent execution without creating unnecessary bureaucracy
- 6–10+ years in customer-facing SaaS roles (AM, CAM, CS, or Expansion Sales)
- 2–4+ years leading commercial or post-sales revenue teams
- Experience in high-growth/startup environment preferred
- Proven track record owning renewals and expansion revenue
- Experience navigating complex commercial events
- Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role
What the job involves
- We’re looking for a commercially driven, operationally strong Senior Manager of Commercial Account Management to lead and scale expansion and renewal revenue across our existing customer base
- This leader will own all expansion revenue across current customers and be accountable for delivering a quarterly expansion target of $1M+. You will manage a team of 4 Commercial Account Managers (CAMs) and report directly to the VP of Customer Success
- This role sits at the center of our post-sale revenue engine. You’ll drive disciplined renewal execution, build repeatable expansion motions, proactively manage churn risk (including M&A events), and ensure tight alignment between CAMs and Customer Success Managers to deliver a seamless customer experience
- If you’re energized by owning revenue outcomes, coaching talent, and building scalable commercial systems, this role is for you
- Own expansion across all existing customers
- Deliver a quarterly expansion revenue target of $1M+
- Drive strong Net Revenue Retention (NRR) and Gross Renewal Rates
- Oversee renewal forecasting and ensure high-confidence projections
- Lead strategy and executive involvement on high-value or at-risk accounts
- Manage and develop a team of 4 CAMs
- Coach on:
- Renewal strategy and pricing conversations
- Expansion identification and execution
- Multi-threading and stakeholder mapping
- Handling churn risk and competitive pressure
- Run consistent deal reviews and account strategy sessions
- Establish clear performance expectations and inspection rhythms
- Standardize account planning, renewal timelines, and expansion plays
- Create structured escalation pathways to avoid late-stage surprises
- Improve contract, pricing, and billing alignment in partnership with Finance and Legal
- Ensure CRM hygiene and forecast accuracy across the team
- Define clear ownership between commercial and success functions
- Ensure smooth transitions when conversations shift into scope, pricing, or growth
- Reinforce a unified customer experience
- Resolve account-level friction quickly and constructively
- Build and operationalize churn-risk detection frameworks
- Oversee commercial response to acquisitions, org changes, and budget risk
- Turn M&A events and parent-company transitions into pipeline opportunities
- Engage senior leadership early on high-risk or high-value deals
- Success Metrics:
- Quarterly Expansion Revenue ($1M+ target)
- CAM Team Performance & Development
- Net Revenue Retention (NRR)
- Gross Renewal Rate
- Churn Rate
- Forecast Accuracy
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 & President)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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