Manager of Renewals Team, Vanta
$189-222k
+ Equity
AI trust management platform
Open for applications
AI trust management platform
1001+ employees
Open for applications
$189-222k
+ Equity
1001+ employees
Company mission
To help businesses earn and prove trust.
Role
Who you are
- 3–5+ years experience in SaaS renewals, account management, or customer success; 1–2+ years managing a quota-carrying or high-volume team
- Proven track record of taking a new motion from 0-1 and using data & metrics to drive its success
- Demonstrated success improving retention metrics, leading customer-facing teams, and implementing scalable processes
- Excellent operational discipline: forecasting accuracy, CRM hygiene, and data-driven decision making
- Strong communication skills — written, verbal, and visual — with the ability to align cross-functional stakeholders
- Ability to coach reps on negotiation, prioritization, renewal strategy, customer empathy, and commercial rigor
- Highly motivated, with a sense of urgency, adaptability, and a willingness to iterate in a fast-moving environment
- Security and compliance experience is not required but highly desirable
What the job involves
- As the Manager of our Startups Renewal Specialist team, you will lead a high-volume, high-impact organization responsible for retention and growth across Vanta’s earliest-stage customers
- Your team oversees all renewals and mid-cycle commercial conversations for companies under 10 employees, a segment that represents both significant churn risk and meaningful opportunity for improvement
- You will develop the operating rhythm, strategy, and coaching frameworks that ensure Vanta’s retention targets are met or exceeded, while partnering cross-functionally to optimize motion efficiency, customer experience, and product-led adoption
- The goal of this role is to drive measurable improvements to Net Revenue Retention (NRR) and Gross Dollar Retention (GDR) within a complex, high-churn segment—while building a repeatable, scalable renewal motion for the company’s fastest-growing customer base
- Lead, coach, and develop a team of Renewal Specialists who manage a high volume of accounts in our early stage startup-focused segment
- Set and enforce standards for operating rhythm, forecasting, pipeline hygiene, and customer communication
- Own performance management for the team, including 1:1s, skill development, quarterly business reviews, and performance improvement plans as needed
- Hire, onboard, and level-up future team members as the segment continues to scale
- Own overall NRR & GDR, and on-time renewal rate for the <10 employee segment
- Monitor segment retention trends and create strategic interventions that reduce churn and increase product adoption
- Build playbooks that guide Specialists through proactive 270/90/30-day motions, expansion motion execution, mid-cycle changes, and risk mitigation
- Partner with Revenue Leadership to set quarterly targets and ensure accuracy of team-wide forecasting
- Establish a scalable renewal process that balances automation with high-touch engagement where required
- Ensure the team executes all commercial workflows with accuracy, including quoting, contract adjustments, expansion motions, and exception requests
- Partner with RevOps to streamline approval paths, improve system flows (SFDC, NUE), and remove friction for Specialists
- Create reporting frameworks that surface insights on segment health, churn patterns, expansion signals, and rep efficiency
- Work closely with Customer Success Advisory, Digital Success, and AM Leadership, to ensure consistent lifecycle messaging and coordinated escalation paths
- Provide structured product feedback to Engineering, Product, and Design to improve in-product renewals, expansion journeys, and contract modification flows
- Collaborate with Marketing and Enablement to build segment-relevant assets, talk tracks, and training resources
- Serve as the escalation point for complex renewals, dissatisfied customers, or high-risk accounts
- Ensure Specialists adopt a consultative approach that combines strong negotiation techniques with empathy and clarity
- Raise emerging customer needs, competitive dynamics, or operational blockers to the broader organization
- What success looks like:
- You establish a predictable, repeatable renewal motion across the <10 employee segment that reduces churn and increases on-time renewals
- Your team consistently meets or exceeds NRR, GDR, and expansion targets
- Forecasting accuracy improves, with fewer surprises and tighter management of risk signals
- You drive meaningful increases in product-led renewals and mid-cycle digital purchasing
- You become a strategic voice in defining how Vanta supports our earliest-stage customers
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.
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