Senior Manager, Commercial Account Management

🕒 Setembro 2

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $212.500 - $325.833 / ano

⏰ Tempo Integral

🟠 Sênior

💰 Gerente de Contas

👻 Score fantasma 2%

O que significa: quão provável esta vaga está aberta sem contratação ativa.Como ler: 60% ou mais significa que achamos que é uma vaga fantasma. Pontuações mais baixas preocupam menos.Como pontuamos: tempo em aberto, republicações, vagas abertas vs tamanho do time, rapidez para fechar vagas, e se o salário está divulgado.Observação: é uma estimativa de dados públicos, não um julgamento da empresa. Vagas reais podem ter pontuação alta, então use como uma dica, não como um fato.

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Drata

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2020

🔒 Cibersegurança

📋 Conformidade

☁️ SaaS

💰 $100.000.000 Series B em 2021-11

Cybersecurity • Compliance • SaaS

A Drata é uma plataforma de automação de segurança e conformidade que monitora e coleta continuamente evidências dos controles de segurança de uma empresa, otimizando fluxos de trabalho para garantir prontidão para auditorias. A plataforma oferece soluções para startups, empresas em crescimento e grandes corporações escalarem e aprimorarem seus programas de conformidade. Abrange uma variedade de estruturas, incluindo SOC 2, ISO 27001, HIPAA, GDPR e FedRAMP. A Drata oferece integrações com vários sistemas e promove automação e personalização na gestão de processos de conformidade, ajudando empresas a manterem a conformidade sem esforço através de automação adaptativa e integrações profundas com ecossistemas de TI existentes.

Descrição

• Lead and develop Commercial Account Managers • Hire, coach, and develop team members while setting expectations, performance standards, and career paths • Build a collaborative team culture through coaching, feedback, account reviews, and performance management • Establish standards for account planning, customer engagement, CRM hygiene, forecasting, and execution • Own team performance across gross retention, renewals, expansion, net revenue retention, adoption, customer health, and forecast accuracy • Translate company goals into targets, operating rhythms, coverage expectations, and action plans • Provide leadership with forward-looking visibility into risks and opportunities • Coach renewal and expansion strategy and inspect complex or at-risk situations • Build repeatable plays to improve commercial performance • Set standards for success planning, value realization, product adoption, executive engagement, and customer health • Identify systemic risks, coordinate mitigation, and improve early-warning practices • Ensure credible engagement on GRC topics and partnership with Compliance Advisors • Serve as an escalation leader for complex customer situations • Run account, renewal, expansion, forecast, risk, and performance reviews • Use Salesforce, customer-success or revenue platforms, AI, and automation to improve prioritization, reporting, data discipline, and engagement quality • Collaborate with Solutions Architecture, Support, Sales Engineering, Compliance Advisory, Sales, Product, Marketing, Professional Services, RevOps, Finance, and other cross-functional teams • Surface patterns and voice-of-customer insights to inform product, onboarding, enablement, positioning, and post-sales improvements

🎯 Requisitos

• 8+ years of experience in Account Management, Customer Success, Strategic Account Management, Consulting, or a related post-sales role within B2B SaaS • 3+ years of experience managing quota-carrying Account Managers, Customer Success Managers, or comparable post-sales professionals • Demonstrated success leading teams responsible for renewals, retention, expansion, adoption, customer health, and recurring-revenue outcomes • Meaningful experience in GRC, security, compliance, identity, or an adjacent regulated technology environment • Experience managing and growing mid-market or Commercial customer relationships involving multiple stakeholders and meaningful business complexity • Strong understanding of the combined commercial and customer-success motion • Experience coaching teams across success planning, value realization, risk management, renewal execution, negotiation, and expansion • Proven ability to hire, coach, develop, and retain high-performing teams • Experience building or improving team-level operating models, including playbooks, coverage models, forecasting, reporting, and cross-functional processes • Strong executive presence and communication skills • Ability to navigate multi-threaded customer organizations • Strong analytical, forecasting, prioritization, and organizational skills • Experience using Salesforce and customer-success or revenue platforms • Ability to operate effectively in a high-growth, changing environment • Curiosity about AI and automation as tools to improve team effectiveness and customer engagement

🏖️ Benefícios

• Stock equity • Up to 100% employer-paid medical, dental, and vision premiums for employees and dependents • Comprehensive wellness benefits • Healthcare concierge services • 401(k) plan • Company-paid life and disability insurance • Tax-advantaged spending accounts • Discounted voluntary offerings • Paid parental leave after six months of employment • Kindbody fertility and family-building benefits • Dedicated leave specialists • Annual professional and personal development stipends • Internal learning opportunities • Flexible vacation policy • Paid holidays