Vice President, Enterprise Account Management

🕒 Julho 23

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Keeper Security, Inc.

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2011

🔒 Cibersegurança

☁️ SaaS

🏢 Corporativo

💰 Private Equity Round - Keeper Security em 2023-05

Cybersecurity • SaaS • Enterprise

A Keeper Security, Inc. é uma empresa de cibersegurança que oferece soluções de gerenciamento de acesso privilegiado (PAM) e gerenciamento de senhas, com foco em nuvem e zero confianças. Sua plataforma KeeperPAM, gerente de segredos, gerente de privilégios de endpoint e produtos relacionados garantem credenciais, sessões e acesso remoto para empresas, MSPs e organizações do setor público usando criptografia de ponta a ponta e uma arquitetura de conhecimento zero. A Keeper opera principalmente como um provedor SaaS, enfatiza o cumprimento rigoroso de normas (FedRAMP, ISO, SOC 2, FIPS, PCI DSS, HIPAA) e é focada na prevenção de violação de dados e no gerenciamento de acesso privilegiado em ambientes de larga escala.

Descrição

• Develop and execute a comprehensive enterprise account management strategy to drive revenue retention, expansion, renewals, upsell, and cross-sell across Keeper’s enterprise customer base • Build, lead, and scale a high-performing enterprise account management organization, driving continuous improvement, employee engagement, individual and team success • Lead, train, and inspire account management leaders and representatives in strategic, high-value renewal, expansion, and customer growth processes • Establish and maintain scalable account management processes, operating rhythms, forecasting standards, and best practices to ensure consistency, efficiency, and accountability across the team • Drive predictable revenue retention through a highly efficient, scalable customer renewal engine • Generate incremental bookings within existing enterprise accounts through subscription expansion, product upsell, cross-sell, and broader adoption of Keeper’s portfolio • Develop and maintain executive-level relationships with key decision-makers and influencers within enterprise accounts to understand their business priorities, security needs, and growth opportunities • Partner with Sales and Customer Success to develop account strategies that improve product adoption, increase product penetration, and expand Keeper’s footprint within existing customer portfolios • Partner with Keeper’s channel team to support partner-driven expansion, renewal, and customer growth opportunities within enterprise accounts • Help directly manage strategic, high-priority enterprise customer relationships, including executive escalations, renewal strategy, expansion planning, and long-term account growth • Collaborate with Customer Success and Customer Support to ensure successful onboarding, customer health, adoption, and value realization across enterprise accounts • Own and optimize the strategy, process, and execution supporting enterprise renewals, contract optimization, and commercial expansion opportunities • Develop and maintain a robust pipeline of qualified expansion and renewal opportunities and exceed target pipeline coverage ratios • Continuously monitor, evaluate, and report on account management performance metrics, including renewal rates, expansion pipeline, forecast accuracy, customer health, product adoption, and net revenue retention • Analyze account data, market trends, customer feedback, and product usage insights to identify opportunities for revenue growth, customer retention, and operational improvement • Collaborate with Marketing to align customer campaigns, lifecycle programs, messaging, and expansion initiatives with enterprise account management priorities • Represent Keeper in strategic customer meetings, executive business reviews, industry events, conferences, and networking functions to deepen customer relationships and identify new growth opportunities • Foster a high-energy, positive, accountable, and customer-centric sales culture that motivates the account management organization to perform at its best • Ability to travel to and from customer meetings, company events, industry conferences, and partner meetings locally, nationally, and internationally, and rent and/or operate a vehicle on behalf of the company

🎯 Requisitos

• 7+ years of progressive experience in enterprise SaaS sales, account management, customer expansion, or revenue leadership, with a proven track record of exceeding revenue retention and expansion targets • Experience selling or expanding privileged access management, identity and access management, cybersecurity, or adjacent enterprise technology solutions in the enterprise market • Proven ability to develop and execute strategic account management plans and implement enterprise renewal, expansion, and customer growth best practices at scale • People management experience and a passion for attracting, developing, coaching, and retaining high-performing account management talent • Demonstrated success leading teams responsible for enterprise renewals, upsell, cross-sell, account growth, and customer retention • Strong knowledge of SaaS account management processes, renewal motions, expansion strategies, CRM systems, and forecasting best practices; Salesforce experience preferred • Ability to construct, present, and execute enterprise account strategies that improve retention, product adoption, customer health, and revenue growth • Effective at driving complex multi-stakeholder customer processes, executive relationships, and cross-functional programs • Ability to build cross-functional relationships, influence stakeholders, and collaborate at all organizational levels • Outstanding verbal and written communication skills for a global audience • Strong business acumen, analytical skills, and attention to detail • Ability to thrive in a fast-paced, rapidly growing environment with tight deadlines and evolving priorities • Ability to travel up to 50% of the time • Bachelor’s degree in business administration, marketing, operations, or a related field • Keeper is FedRAMP High authorized; therefore all applicants must be a U.S. Person.

🏖️ Benefícios

• Medical, Dental & Vision (inclusive of domestic partnerships) • Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life • Voluntary Short/Long Term Disability Insurance • 401K (Roth/Traditional) • A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc)