Director, Account Management, Upmarket

🕒 October 6, 2025

🇺🇸 United States – Remote

💵 $363k - $427k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

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Vanta

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2018

📋 Compliance

🔐 Security

☁️ SaaS

💰 $40M Series B on 2022-10

Compliance • Security • SaaS

Vanta is a trust management platform that streamlines compliance workflows and enhances security programs for businesses. By leveraging automation, Vanta helps companies achieve and maintain compliance with frameworks like SOC 2, ISO 27001, and GDPR. It offers solutions for companies of all sizes, from startups to enterprises, ensuring security and compliance at scale. With integrations with over 375 tools, Vanta leverages AI to simplify tasks such as questionnaire automation and vendor risk management. Vanta empowers service providers and auditors to deliver efficient and satisfactory experiences, helping businesses build trust with their clients and partners.

📋 Description

• Build a team culture of customer value, high performance and accountability. • Hire and develop a team of expert Managers that are able to recruit, coach and develop top talent and consistently achieve quota. • Design the upmarket AM methodology including value delivery, expansion strategies and renewal motions. • Define playbooks and coach your team to achieve KPIs including expansion pipeline generation, expansion win rate, gross retention rate and net retention rate across your portfolio of customers. • Deliver an accurate weekly forecast for both retention and expansion performance. • Drive adoption of key AM competencies including effective portfolio prioritization, account planning, renewal risk management and value-based customer expansion. • Develop enablement programs that ensure your team members are experts in Vanta’s products, our space and AM sales skills. • Partner closely with cross-functional teams including revenue operations, product, marketing, sales, recruiting and more to represent your customers’ needs and achieve your goals. • Thrive in a fast paced startup environment and contribute to transformational change. • Represent Vanta at industry events and customer meetings across the region.

🎯 Requirements

• 10+ years of customer facing experience • 5+ years of experience as a manager or leader of post sales teams at a SaaS company • 2+ years experience managing frontline managers • Proven track record of achieving revenue retention and expansion targets in the NAMER market • Experience leading teams that serve mid-market and enterprise customers • Strong executive presence and ability to build relationships at all levels • A collaborative mindset and demonstrated ability to influence across functions • Analytical thinking and data-driven decision-making • Experience working in a fast-paced startup or growth-stage SaaS company • Enthusiasm for cybersecurity and helping customers build trusted businesses

🏖️ Benefits

• 100% covered medical, dental, and vision benefits with dependents coverage • 16 weeks fully-paid parental Leave for all new parents • Health & wellness and remote workplace stipends • Family planning benefits through Carrot Fertility • 401(k) matching • Flexible work hours and location • Open PTO policy • 11 paid holidays in the US