Account Manager, Startups - job 1 of 2

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, Startups 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!

What you can expect as a Vantan:

• Industry-competitive compensation

• 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

• 401(k) matching

• Flexible work hours and location

• Open PTO policy

• 9 paid holidays in the US

• Offices in SF, NYC, Dublin, 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.

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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 security foundation. Vanta 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 Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.