Senior Manager of Enterprise Customer Success, Drata
$156.6-241.7k
OTE
Plus stock, typically in the form of Restricted Stock Units (RSUs). Salary dependent on location
Security and compliance automation
Job no longer available
Security and compliance automation
501-1000 employees
Job no longer available
$156.6-241.7k
OTE
Plus stock, typically in the form of Restricted Stock Units (RSUs). 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
- Experienced in scaling a CSM team into 2X in a hyper growth environment
- Proven track record of managing and growing large enterprise accounts, driving customer satisfaction and retention
- Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal teams
- Strategic thinker with the ability to develop and execute customer success strategies that align with company goals
- Strong analytical skills, with the ability to use data to drive decision-making and identify trends
- Proficiency in using customer success software and CRM tools
- Bachelor's degree in Business, Marketing, or advanced degrees and relevant certifications are a plus
- 10+ years of experience in customer success, account management, or a related role within the SaaS industry
- 5+ years of experience in a leadership or management capacity
What the job involves
- We are seeking an experienced and strategic Senior Manager of Enterprise Customer Success to help lead our Enterprise Customer Success team at Drata
- Lead and manage a team of Enterprise Customer Success Managers, providing guidance, mentorship, and performance feedback. Foster a collaborative and customer-focused culture within the team
- Highly disciplined to ensure CS team is on point with CRM hygiene, customer cadence and providing high value-add activities with direct correlation to financial performance
- Collaborate with Customer Success Managers to optimize customer value and support their work with Drata's enterprise customers
- Develop and maintain strong relationships with key stakeholders at enterprise-level customers
- Understand the unique needs of each customer, ensuring their business objectives are met through our solutions
- Identify opportunities for upsell and cross-sell based on customer needs and usage patterns
- Collaborate with cross-functional teams’ stakeholders (Solution Architects, Implementation Managers, Account Management/Sales, Product, Engineering, Support) to develop and execute customer success strategies that align with the company's goals specifically in achieving customer satisfaction, retention and expansion
- Continue to revamp and develop customer journeys relevant to Drata’s enterprise customer segment including a comprehensive customer success plan, high impact activities such as roadmap/business value realization, and metrics to measure outcomes
- Monitor and refine as necessary our approach and design to align with comprehensive adoption strategies for our largest, most strategic customers
- Serve as a CS management point of escalation for customer issues and concerns, ensuring swift resolution and customer satisfaction
- Advocate for customer needs internally to drive overall product improvements and enhancements
- Provide thought leadership for our customers and build executive-level relationships with key accounts
- Develop and implement strategies to proactively identify and address churn risks, ensuring high customer retention and expansion rates
- Work with the CS team and customers’ champions to identify overall opportunities for expansion and facilitate the growth of the customer's usage of our products
- Monitor and refine key performance metrics for the enterprise customer success team, including customer satisfaction, net promoter score, retention rates, and expansion revenue
- Utilize data and analytics on team and customer performance, identify trends, and make data-driven decisions regarding process improvements, tools, and service model
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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