Account Manager, Vanta
$170-200k
Automated compliance and security provider
Open for applications
Automated compliance and security provider
501-1000 employees
Open for applications
$170-200k
501-1000 employees
Company mission
To secure the internet and protect consumer data.
Role
Who you are
- 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!
What the job involves
- 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
- 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
Our take
The security auditing process is usually very time-consuming, taking hours to complete, and it is often difficult for start-ups to invest time into such a process. Yet, the benefits of security accreditation are enormous, mainly as many such businesses are working globally and need ways to demonstrate security compliance to one another. Vanta works specifically with start-ups to help them complete and pass security audits such as SOC 2 and ISO 27001.
The company is a compliance portal and security monitoring platform that businesses use to assess their risk levels. Vanta carries out a pre-audit of a company's digital security and highlights areas that need to be worked on before a full analysis of all threats is carried out. Other businesses such as Datadog or PagerDuty offer similar security monitoring services, but Vanta monitors its customers throughout the year, allowing any issues to be identified and addressed early on.
Vanta has found a valuable cybersecurity niche within the giant SaaS market. Companies such as Lattice, Clubhouse, and Calm are all customers, demonstrating a growing trend for companies to manage their cybersecurity proactively, which Vanta should be able to take advantage of to further grow and develop into the future.
Kirsty
Company Specialist
Insights
Few candidates hear
back within 2 weeks
38% female employees
20% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jul 2024
$150m
SERIES C
Sep 2022
$40m
SERIES B
Total funding: $353m
Company benefits
- Health & Wellness: Vanta values the health and well-being of our teammates and offers comprehensive medical, dental, and vision coverage for teammates and dependents. Vanta is excited to provide an additional range of benefits that holistically support your physical, emotional, and financial wellbeing
- Work Your Way: Enjoy a remote-first setup if you're in the US, or go hybrid at our international offices
- Paid Parental Leave: Industry competitive paid parental leave for all parents
- Time Away: Industry competitive and generous PTO policy
- 401K Plan: 401k matching contribution plan
Company values
- Put customers first: We center our customers and their needs in our work, and invest in long-term relationships with them
- Presume good intent: We naturally support and uplift our teammates and partners. We are kind to and respectful of Vanta’ns, partners, customers, and even competitors - and we presume good intent, especially with teammates.
- Bias for action: We make decisions and act quickly even in the face of uncertainty. When we get new information, we’re comfortable with reversing decisions as long as we move quickly so we can iterate and learn
- Lead with resilience: We don’t let day-to-day volatility knock us off course - we operate with resilience and fortitude. We see rapid change as an opportunity to continue redefining an industry in service of our customers
- Decide with frameworks: We develop and use frameworks to evaluate alternatives neutrally, focus requests for feedback, explain the “why” behind decisions, and ensure that similar decisions in the future are made consistently
- Do what it says on the tin: We hold ourselves to the highest standards, and are truthful, humble, and accountable, especially when we (inevitably) make mistakes along the way
Company HQ
Civic Center, San Francisco, CA
Articles
Founders
Christina Cacioppo
(CEO)Worked in Investment at Union Square Ventures, before becoming a Professor at the School of Visual Arts. Co-founded Nebula Labs, and worked in Product Management at Dropbox.
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