Director of Enterprise Account Management, Drata
$213-329k
OTE
Salary dependent on location + Variable compensation + Stock, typically in the form of Restricted Stock Units
Security and compliance automation
Open for applications
Security and compliance automation
501-1000 employees
Open for applications
$213-329k
OTE
Salary dependent on location + Variable compensation + Stock, typically in the form of Restricted Stock Units
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 has a proven track record of managing and growing enterprise accounts, developing high-performing teams, and executing data-driven account strategies that maximize customer relationships, retention, and expansion
- Proven track record of growing and retaining enterprise accounts, driving revenue expansion, and managing complex deal cycles
- Strong experience engaging, influencing, and collaborating with C-level executives, senior stakeholders, and cross-functional leadership
- Ability to operate independently, identify process improvements, and drive efficiency
- Excellent executive presence, communication, and negotiation skills
- Experience with contract negotiation and enterprise procurement processes
- Highly proactive, detail-oriented, and organized
- Strong relationship builder with a team-first mentality, providing leadership and guidance across the organization
- Strategic thinker with a data-driven approach to account management and revenue growth
- Skilled coach and mentor, with a sharp eye for top talent and the ability to build high-performing teams
- Adept at building rapport, opening doors, and understanding the business needs of senior decision-makers
- 5+ years in enterprise account management, customer success, or sales within a high-growth SaaS or technology company
- 2-4 years of leadership experience managing quota-carrying Account Managers or Customer Success Managers in a high-growth business (preferably SaaS), scaling into new markets or defining new categories
- Proficient in SFDC, Clari, Gong, Outreach, and G Suite
What the job involves
- Drata is hiring a Director of Account Management to build, develop, and lead our Enterprise Account Management team
- In this role, you will drive retention, expansion, and strategic growth across our customer base while optimizing team performance and account management processes
- You’ll collaborate closely with Customer Success, Marketing, Product, and Technical Support to ensure seamless client experiences, shape product priorities, and support customer advocacy initiatives
- You’ll also interact regularly with executive leadership, providing visibility into renewals, upsells, and strategic opportunities
- Lead and develop a high-performing team of Account Managers, driving retention, growth, and strategic account expansion
- Partner with Customer Success, Marketing, Product, and Solution Architects to ensure seamless client experiences
- Develop and execute scalable account growth strategies while maintaining quality and cost efficiency
- Own forecasting and reporting on renewals, upsells, and expansion opportunities, ensuring executive visibility
- Optimize processes, playbooks, and best practices to scale the Account Management function efficiently
- Build and maintain strong Executive Buyer (EB) relationships, multi-threading across the C-suite as a trusted advisor
- Identify risks early, communicate proactively, and drive resolution strategies
- Leverage data and industry insights to inform strategy, stay ahead of market trends, and drive customer advocacy
- Champion customer success stories, referrals, and case studies to fuel company growth
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 HQ
University City, San Diego, CA
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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