Account Manager, Emerging (Remote)

Drata is hiring an Account Manager who will help grow our footprint within our current customer portfolio and execute our strategy. You will collaborate on customer marketing initiatives, shape product prioritization, partner with our Customer Success and Technical Support teams. Your key responsibilities include renewing existing business, up-selling based on customer potential, and cross-selling across our suite of products. You’ll serve as the main commercial point of contact for an assigned group of upper emerging Drata customers and ultimately be responsible for the success and growth of your book of accounts. You will contribute to the overall success of Drata’s sales team by sharing best practices, helping teammates when needed and embodying our culture and values.

What you’ll do: 

• You will be responsible for owning the commercial relationship with a number of Upper-Emerging Drata customers
• Maximize account growth and mitigate risk by playing a central role on the account team
• Execute established win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
• Based on framework provided
• Create manage and close upsell/cross-sell opportunities on and off cycle
• Create and deliver a strong value narrative helping our customers understand the ROI they receive from Drata 
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to secure renewals and drive expansion
• Collaborate with Customer Success, Solution Architects, Marketing and Product as the quarterback of the account team
• Provide executive management with complete visibility to renewal & customer expansion, soliciting executive involvement as required.
• Communicate risk clearly and take the lead in developing resolution strategies
• Develop and maintain strong Executive Buyer (EB) relationships while multithreading into other key executives across the C-Suite, acting as a trusted advisor and strategic partner

What you’ll bring: 

• 2+ years demonstrated success in an Account Management capacity with a strong focus on negotiating services contracts or relevant SaaS sales experience 
• Experience in technology, preferably CRM or SaaS 
• Ability to work independently with clear direction and to identify areas of process improvement and efficiency 
• Excellent customer management skills; including sales, account management, and customer service 
• Demonstrated ability to negotiate, discuss value and understand client needs 
• Excellent executive presence and communication skills 
• Proactive approach with strong attention to detail and organization 
• Team player with a track record of building positive relationships with peers and others within a company 

Benefits:

• Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
• HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
• 100% paid short and long term disability plus life + AD&D benefits
• Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
• Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
• 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
• Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
• 401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected OTE ranges for this role are set forth below, subject to change. 

Tier 1: $144,200 - $178,200

Tier 2: $129,800 - $160,300

Tier 3: $115,400 - $142,600

You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.