Senior Manager, Commercial Account Management

Drata
United States
Workplace: RemoteFull timeUSD 212,500 - 325,833 annuallyFunction: Solutions Engineering & Sales EngineeringExperience: 8+ yearsSkills: ["Leadership","Coaching","Communication","Analytical judgment","Executive presence"]

Lead and develop a commercial account management team focused on mid-market customers, driving retention, renewals, expansion, adoption, value realization, customer health, and forecast accuracy. Coach renewal and expansion strategy, establish consistent account planning and CRM/forecast standards, and manage risks with early-warning practices. Strengthen operating rhythms using Salesforce and automation, and partner cross-functionally across GRC, compliance, product, sales, and RevOps to make customer and recurring-revenue outcomes repeatable.

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FursaFursa
Drata
Drata
3 days ago

Senior Manager, Commercial Account Management

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Job Summary

Lead and develop a commercial account management team focused on mid-market customers, driving retention, renewals, expansion, adoption, value realization, customer health, and forecast accuracy. Coach renewal and expansion strategy, establish consistent account planning and CRM/forecast standards, and manage risks with early-warning practices. Strengthen operating rhythms using Salesforce and automation, and partner cross-functionally across GRC, compliance, product, sales, and RevOps to make customer and recurring-revenue outcomes repeatable.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Solutions Engineering & Sales Engineering
Seniority: Sr. Manager level

Key Responsibilities

  • •Hire, coach, and develop Commercial Account Managers, setting expectations, performance standards, and career paths.
  • •Drive team performance across retention, on-time renewals, expansion/net revenue retention, adoption, customer health, and forecast accuracy.
  • •Coach renewal and expansion strategy, inspect complex or at-risk situations, and build repeatable plays to improve commercial outcomes.
  • •Set the quality bar for success planning, value realization, product adoption, executive engagement, and customer health; manage risks with early-warning practices.
  • •Run operating rhythms for account/renewal/expansion/forecast/risk reviews and use Salesforce and automation to improve prioritization, reporting, and engagement quality.

Pay and Benefits

Salary: USD 212,500 - 325,833 annually
Equity and Bonus:Equity
Perks:EquityHealth InsuranceDentalVision401kParental LeaveLearning Budget

Key Requirements

  • •8+ years in account management, customer success, strategic account management, consulting, or a related post-sales role in B2B SaaS.
  • •3+ years managing quota-carrying account/customer success leaders (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.
  • •Strong ability to hire, coach, develop, and retain high-performing teams, with an executive presence to influence customers and leaders.
Experience:8+ yearsB2B SaaSRegulated technology
Skills:LeadershipCoachingCommunicationAnalytical judgmentExecutive presence
Tech Stack:SalesforceCRMAIAutomation

Company Brief

Drata
Provides a continuous security and compliance automation platform to help companies achieve and maintain frameworks such as SOC 2, ISO 27001, HIPAA, and GDPR through automated evidence collection and monitoring. ([drata.com](https://drata.com/blog/fy25-momentum?utm_source=openai))
Industry: RegTech
Company Size: Large (251 to 1,000 employees)
Revenue: USD 100M to 250M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Diego, United States
Founded: 2020
Glassdoor
Glassdoor: 3.3
WebsiteLinkedInGlassdoor