Senior Manager, Commercial Account Management

Drata; San Francisco (CA); On-site; USD 213,000 - 326,000; Full time

Benefits offered by this job

Equity

Health & Wellness

401(k)

Parental Leave

Growth stipend

Flexible time off

Job summary

Drata is seeking a Senior Manager, Commercial Account Management to lead a high-performing team serving mid-market customers with meaningful expansion potential. The role focuses on retention, renewals, expansion, and value realization, with cross-functional partnerships to drive recurring revenue outcomes.

It requires strong executive presence and experience in regulated technology. The position emphasizes building playbooks, coaching, and operational discipline while partnering with Compliance

Qualifications

• 8+ years in Account Management or related post-sales roles in B2B SaaS.
• 3+ years leading quota-carrying post-sales teams.
• Proven track in renewals, expansions, and recurring revenue.
• GRC, security, compliance, or regulated tech experience.
• Experience guiding mid-market customer relationships with multiple stakeholders.
• Ability to coach teams across success planning, renewal execution and risk.

Responsibilities

• Lead and develop Commercial Account Managers with coaching and career paths.
• Establish standards for account planning, CRM hygiene, forecasting and execution.
• Own team performance across retention, renewals, expansion and forecast accuracy.
• Translate company goals into targets, rhythms, and action plans.
• Coach renewal and expansion strategy; build repeatable plays.
• Collaborate cross-functionally to remove roadblocks and improve outcomes.

Skills

Account Management

Leadership

Forecasting

GRC / Regulated tech

Mid-market / Commercial experience

Commercial & CS motion

Hiring & coaching

Operating model

Executive presence

Cross-functional collaboration

Salesforce experience

Analytical skills

AI / automation mindset

Tools

Salesforce

Job description

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from.

Why Join the Drata Team?

At Drata, You're Not Maintaining Legacy Compliance Software - You're Building The Agentic AI Platform Defining What Trust Looks Like For The Next Generation Of Companies. Here's What Makes The Work Itself Worth Showing Up For

• Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go.
• Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them.
• A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level.
• Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience.
• A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here and follow us on LinkedIn for company news, employee stories, and career updates.

Job Summary

Drata is looking for a Senior Manager, Commercial Account Management to lead and develop a high-performing team serving primarily mid-market customers with moderate complexity, multiple stakeholders, and meaningful expansion potential. This people‑leadership role is accountable for team performance across retention, renewals, expansion, adoption, value realization, customer health, and forecast accuracy, while setting clear standards for customer engagement, commercial execution, and operational discipline. The Senior Manager will coach and develop the team, hire and retain strong talent, provide leadership with forward‑looking insight, and build the systems, playbooks, and cross‑functional partnerships that make strong customer and recurring‑revenue outcomes repeatable. This role does not carry an individual book of business and requires strong executive presence, analytical judgment, GRC or regulated‑technology experience, and the ability to collaborate effectively across the organization.

What You’ll Do

Lead and develop the team

• Hire, coach, and develop Commercial Account Managers, setting clear expectations, performance standards, and career paths.
• Build a high‑performing, collaborative team culture through regular coaching, feedback, account reviews, and fair performance management.
• Establish consistent standards for account planning, customer engagement, CRM hygiene, forecasting, and execution.

Drive team outcomes

• Own team performance across gross retention, on‑time renewals, expansion / net revenue retention, adoption, customer health, and forecast accuracy.
• Translate company goals into clear targets, operating rhythms, coverage expectations, and action plans; provide leadership with forward‑looking visibility into risks and opportunities.
• Coach renewal and expansion strategy, inspect complex or at‑risk situations, and build repeatable plays that improve commercial performance.

Elevate customer value and manage risk

• Set the quality bar for success planning, value realization, product adoption, executive engagement, and customer health.
• Own the health of the team’s book of business, identify systemic risks, coordinate mitigation, and improve early‑warning practices.
• Ensure the team can engage credibly on GRC topics and knows when and how to partner with Compliance Advisors.
• Serve as a reliable escalation leader for complex customer situations and bring the right level of Drata leadership into high‑stakes moments.

Strengthen operations and cross‑functional execution

• Run the team’s operating rhythm, including 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 closely with leadership across Solutions Architecture, Support, Sales Engineering, Compliance Advisory, Sales, Product, Marketing, Professional Services, RevOps, Finance, and other cross‑functional teams to remove roadblocks and improve customer outcomes.
• Surface patterns and voice‑of‑customer insights that inform product, onboarding, enablement, positioning, and post‑sales improvements.

What You’ll Bring

• 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, with the ability to coach teams across success planning, value realization, risk management, renewal execution, negotiation, and expansion.
• Proven ability to hire, coach, develop, and retain high‑performing teams through clear standards, feedback, accountability, and fair performance management.
• Experience building or improving a team‑level operating model, including playbooks, coverage models, forecasting, reporting, and cross‑functional processes.
• Strong executive presence and communication skills, with the ability to influence customers, direct reports, peers, and senior leaders.
• Ability to navigate multi‑threaded customer organizations and coach others to build relationships across business, operational, technical, and executive stakeholders.
• Strong analytical, forecasting, prioritization, and organizational skills, with the ability to translate data into action and strategy.
• Experience using Salesforce and customer‑success or revenue platforms; adaptable to evolving systems and processes.
• A collaborative, customer‑centered leadership style and the ability to operate effectively in a high‑growth, changing environment.
• A modern, scalable mindset, including curiosity about AI and automation as tools to improve team effectiveness and customer engagement.

How We Support You

At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well‑being, accelerate your growth, and keep your work‑life balance thriving.

Explore how we invest in your Life at Drata.

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.
• Health & Wellness: Up to 100% employer‑paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
• Financial Well‑being: A comprehensive suite of financial benefits, including a 401(k) plan, company‑paid life and disability insurance, tax‑advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family‑building benefits and dedicated leave specialists who help guide you through the entire process.
• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

The expected OTE range for this role is between $212,500 - $325,833 and is listed to provide transparency. Actual base pay will vary based on multiple factors — market location, job‑related knowledge, skills, experience, and overall alignment to the role.

Candidates shouldn't expect automatic placement at any particular point within the range. Offer amounts are determined by the qualifications each candidate brings to the position. Total compensation may also include equity designed to provide meaningful ownership in the company, as well as health and wellbeing benefits.