Account Manager, Early Stage - APJ

Vanta; United States; Hybrid; USD 90,000 - 125,000; Full time

Benefits offered by this job

Equity

Healthcare stipend

16 weeks parental leave

Wellness stipend

Remote workspace stipend

Commuter benefits

20 days annual leave

9 holidays

Job summary

Vanta is hiring an Account Manager for APJ to own expansion and retention by building strong relationships with customers. You will lead post-sale conversations, upsells, renewals, and align Vanta’s solutions with client security and compliance goals.

You will forecast growth, collaborate with CS, Marketing, Enablement, and Support, and leverage AI to enhance day-to-day workflows while working in a hybrid Sydney-based setup.

Qualifications

• 3+ years in Account Management, full cycle sales, or related roles.

Responsibilities

• Develop and maintain strong relationships with assigned accounts, acting as a trusted advisor and strategic partner.
• Develop a deep understanding of the company’s current product offerings and speak confidently about the product roadmap.
• Maintain partnerships with CSMs to assess customer health and coordinate communication to accounts.
• Collaborate on account plans to identify new expansion opportunities and increase platform usage.
• Manage the full sales cycle for expansions/ renewals, negotiating and engaging internal resources when needed.
• Accurately forecast monthly expansion and churn; maintain clean SFDC pipeline.

Skills

Account management

Relationship building

Upsell & renewal

Forecasting & pipeline

AI-assisted work

Tools

Salesforce (SFDC)

Job description

At the company, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. the company has a kind and talented team, and while some have prior security experience, many have been successful at the company without it.

We’re looking for a motivated Account Manager to take ownership of the expansion and retention of the company’s APJ customers by developing and maintaining strong relationships with our customers.

You will serve as the primary point of contact for all post-sale commercial conversations, including mid-cycle upsells and renewals. As a trusted advisor to the customer, you will deeply understand their business needs and align the company’s solutions with their objectives to help mature our customers’ compliance and security program.

The goal of this team is to achieve overall net revenue expansion of the the company customer base, as measured by Net Revenue Retention with a particular focus on expansion. They will ensure customer’s security and compliance goals are aligned to their company growth needs and with the company’s solutions.

What you’ll do as an Account Manager - APJ at the company:

• Develop and maintain strong relationships with assigned accounts, acting as a trusted advisor and strategic partner.

• Develop a deep understanding of the company’s current product offerings and take initiative to learn the company’s product roadmap to speak confidently when addressing customers.

• Maintain strong partnerships and alignment with CSMs to understand customer health, ensure close strategic collaboration and execute harmonious communication to accounts.

• Collaborate on account plans that identify new opportunities for expansion with current customers to increase their usage of the company’s platform via new frameworks, security tools, etc.

• Manage the entire sales cycle of any expansion or renewal opportunity from first meeting to close, negotiating where necessary and pulling in additional internal resources where appropriate (solutions consultants, subject matter experts, etc).

• Accurately forecast monthly expansion and churn, and maintain a clean SFDC instance with meticulous pipeline hygiene.

• Keep a relentless focus on the customer needs and provide a consultative approach in architecting a solution.

How to be successful in this role:

• Have 3+ years in Account Management, full cycle sales, or related roles.

• This is a hybrid role (three days a week in office) based out of our Sydney office

• Strong ability to prospect and drive expansion pipeline from a set book of current customers.

• Exceptional communication skills (written, verbal, visual), both for internal audiences and customer-facing messaging

• Be highly motivated with a sense of urgency and willingness to adjust

• Able to effectively collaborate with a wide range of departments including CS, Marketing, Enablement, and Support

• Ability to use AI in day-to-day work to amplify their skills and strengthen their outcomes, applying it across routine workflows, actively building fluency through experimentation, and exercising sound judgment to ensure AI-assisted work meets a high quality bar.

• Previous experience in security and compliance is not required, but highly desirable!

What you can expect as a the company’n:

• Industry-competitive salary and equity

• Healthcare stipend towards health insurance for you and your dependents

• 16 weeks paid Parental Leave for all new parents

• Health & wellness stipend

• Remote workspace, internet, and cellphone stipend

• Commuter benefits for team members who attend the office

• 20 days of Annual Leave per year

• 9 company-paid holidays

• Virtual team building activities, lunch and learns, and other company-wide events!

• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney

#LI-hybrid

At the company, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About the company

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation.the company was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on the company to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.