Enterprise Account Manager, Drata
$136.2-210.2k
OTE
+ Restricted Stock Units. Salary dependent on location
Security and compliance automation
Be an early applicant
Security and compliance automation
501-1000 employees
Be an early applicant
$136.2-210.2k
OTE
+ Restricted Stock Units. 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
- 5+ years demonstrated success in an Account Management capacity with a strong focus on negotiating services contracts or relevant SaaS sales experience
- Experience in technology, preferably CRM or SaaS
- Ability to work independently within assigned scope and to identify areas of process improvement and efficiency
- Excellent customer management skills; including sales, account management, and customer service
- Strong ability to negotiate, discuss value and understand client needs
- Excellent executive presence and communication skills
- Proactive approach with strong attention to detail and organization
- Team player with a track record of building positive relationships with peers and others within a company
What the job involves
- Drata is hiring an Account Manager who will help grow our footprint within our current customer portfolio and execute our strategy
- You will collaborate on customer marketing initiatives, shape product prioritization, partner with our Customer Success and Technical Support teams
- Your key responsibilities include renewing existing business, up-selling based on customer potential, and cross-selling across our suite of products
- You’ll serve as the main commercial point of contact for an assigned group of mid-sized Drata customers and ultimately be responsible for the success and growth of your book of accounts
- You will contribute to the overall success of Drata’s sales team by sharing best practices, helping teammates when needed and embodying our culture and values
- You will be responsible for owning the commercial relationship with a number of Enterprise Drata customers
- Maximize account growth and mitigate risk by playing a central role on the account team
- Based on existing framework, develop and execute win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
- Create, manage and close upsell/cross-sell opportunities on and off cycle
- Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to secure renewals and drive expansion
- Drive strong internal collaboration with Customer Success, Solution Architects, Marketing and Product as the quarterback of the account team
- Provide executive management with complete visibility to renewal & customer expansion, soliciting executive involvement as required
- Communicate risk clearly and take the lead in developing resolution strategies
- Create and deliver a strong value narrative helping our customers understand the ROI they receive from Drata
- Develop and maintain strong Executive Buyer (EB) relationships while multi-threading into other key executives across the C-Suite, acting as a trusted advisor and strategic partner
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
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 values
- BUILT ON TRUST: Trust is our most precious asset, earned through consistency over time.
- ACT WITH INTEGRITY: We do the right thing, regardless of whether anyone else is looking.
- CUSTOMER-OBSESSIVE: Everything we do revolves around the customer at the center of our purpose.
- COMPETITIVE FIRE: It burns from within - we push ourselves harder than anyone else ever could.
- DIVERSITY: Unique perspectives provide a better shared view of a problem and its possible solutions.
- AUTOMATION-FIRST: Our products save companies time and money - efficiency is paramount.
Company HQ
University City, San Diego, CA
Articles
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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