Account Manager, Growth

Rozgoo; United States; Hybrid; USD 80,000 - 120,000; Full time

Benefits offered by this job

Equity

Healthcare

Parental Leave

Wellness stipend

Remote stipend

Commuter benefits

401(k)

Flexible PTO

Company holidays

Team events

Job summary

Vanta is seeking an Account Manager to expand and retain a subset of customers. You will be the primary post-sale contact for upsells and renewals, building trusted advisor relationships and aligning Vanta’s solutions with customer security and compliance goals.

You’ll collaborate across CS, Marketing, Enablement and Support, forecast monthly expansions, and ensure a high Net Revenue Retention throughout the customer base. Strong communication is essential.

Qualifications

• 3+ years experience selling to or managing customers.
• Strong prospecting and pipeline development skills.
• Exceptional written and verbal communication for internal and external audiences.
• Motivated, with urgency and adaptability.
• Ability to collaborate with CS, Marketing, Enablement and Support.
• Security/compliance experience not required but desirable.

Responsibilities

• Develop and maintain strong relationships with assigned accounts as trusted advisor.
• Understand Vanta product offerings and roadmap; speak confidently about them to customers.
• Collaborate with CS to monitor customer health and align communications.
• Identify expansion opportunities and drive renewals with cross-functional resources.
• Forecast expansion and churn; maintain clean SFDC pipeline.
• Architect solutions that meet customer needs with a consultative approach.

Skills

Account management

Relationship-building

Sales proficiency

Communication

Collaboration

AI literacy

Industry security awareness

Job description

At Vanta, 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. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As a member of Vanta’s Account Management team, you will be responsible for the expansion and retention of a subset of Vanta’s 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 Vanta’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 Vanta customer base, as measured by Net Revenue Retention. They will ensure customer’s security and compliance goals are aligned to their company growth needs and with Vanta’s solutions.

What you’ll do as an Account Manager at Vanta:

• Develop and maintain strong relationships with assigned accounts, acting as a trusted advisor and strategic partner.
• Develop a deep understanding of Vanta’s current product offerings and take initiative to learn Vanta’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 Vanta’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 scrutinous 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 experience selling to or managing customers
• Strong ability to prospect and build pipeline without assistance from BDR and/or inbound support
• 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
• Previous experience in security and compliance is not required, but highly desirable!
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact

Must be authorized to work in the U.S. without the need for current or future employer sponsorship.

What you can expect as a Vanta’n:

• Industry-competitive salary and equity
• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks fully-paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC office
• Family planning benefits
• Matching 401(k) contribution with immediate vesting
• Flexible PTO policy, plus 80 hours of Sick Time
• 11 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

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

Equal Opportunity and Diversity

At Vanta, 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 Vanta 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 securi