Senior Account Manager, Commercial Accounts - EMEA

About Vanta

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.

The Opportunity

As a Senior Account Manager in our EMEA region, you will play a critical role in managing and expanding relationships with our most strategic and complex commercial accounts. You'll be a key member of our post-sales organization, driving revenue growth through renewals, upsells, and expansion opportunities, all while ensuring exceptional customer outcomes.

Our team's primary goal is to achieve overall net revenue expansion of the Vanta customer base, measured by Net Revenue Retention. We ensure our customers' security and compliance goals are perfectly aligned with their company's growth trajectory and Vanta's robust solutions.

This role is based in either our vibrant Dublin or London office, operating on an office-centric hybrid schedule. The standard in-office days are Tuesday, Wednesday, and Thursday, fostering collaboration and team spirit.

What You’ll Do

• Revenue & Growth: Own and exceed revenue targets for your assigned book of business, including renewals, upsells, and strategic expansion.
• Strategic Account Management: Develop and execute strategic account plans to maximise customer lifetime value.
• Expansion Opportunities: Identify and close expansion opportunities across Vanta's diverse product portfolio, including Core, Plus, Scale packages, EPD modules, Trust Management, and Vendor Risk Management.
• Procurement Navigation: Skillfully navigate complex procurement processes and multi-stakeholder sales cycles.
• Customer Partnership: Partner closely with Customer Success to guarantee a seamless customer experience and proactively identify growth signals.
• Strategic Account Oversight: Manage a portfolio of high-value strategic accounts across the EMEA region, focusing on enterprise customers with intricate organizational structures.
• Executive Relationship Building: Build and maintain robust executive-level relationships with C-suite and senior decision-makers.
• Quarterly Business Reviews: Conduct insightful Quarterly Business Reviews (QBRs) and strategic planning sessions with key accounts.
• Customer Advocacy: Serve as the voice of the customer internally, passionately advocating for their needs and influencing the product roadmap.
• Compliance Expertise: Develop a deep understanding of customers' compliance, security, and GRC requirements.
• Trusted Advisor: Act as a trusted advisor, guiding customers to maximise value from their Vanta investment.
• Security Journey Guidance: Guide customers through their security and compliance journey, from initial certification to achieving full maturity.
• Cross-Functional Coordination: Coordinate cross-functional resources, including CSMs, Support, and Solutions Engineers, to address diverse customer needs.
• Churn Mitigation: Proactively identify and mitigate churn risks, collaborating with internal teams to resolve any emerging issues.
• Product Adoption: Drive product adoption and feature utilisation to increase customer stickiness and value.
• Leadership & Collaboration: Mentor and provide guidance to junior Account Managers on complex deals and effective account strategies.
• Team Collaboration: Collaborate closely with Sales, Customer Success, Product, and Support teams to ensure cohesive and effective operations.
• Process Improvement: Contribute to the refinement of team processes, playbooks, and best practices.
• Market Representation: Represent EMEA market insights and customer needs in strategic planning discussions.

What a Day Might Look Like

A typical day as a Senior Account Manager at Vanta involves a mix of strategic planning, customer interaction, and internal collaboration. You might start your day by reviewing your account portfolio and identifying key priorities for the week. This could involve preparing for upcoming QBRs, identifying expansion opportunities, or addressing any urgent customer needs. You'll spend a significant portion of your day communicating with customers, either through scheduled calls, emails, or in-person meetings (when possible and in adherence with hybrid work arrangements). These interactions will focus on understanding their evolving needs, providing guidance on Vanta's solutions, and ensuring they are maximizing the value of their investment. You'll also collaborate closely with internal teams, such as Customer Success and Solutions Engineering, to ensure a seamless customer experience and address any technical challenges. Finally, you'll dedicate time to mentoring junior Account Managers, sharing your expertise and best practices to help them succeed.

Why Dublin/London?

Basing this role in either Dublin or London offers significant advantages. Both cities are vibrant hubs for technology and innovation, providing access to a diverse talent pool and a thriving business ecosystem. Dublin, in particular, has become a major center for SaaS companies, offering a supportive environment and a strong network of industry professionals. London, on the other hand, provides access to a broader range of customers and partners across the EMEA region. Both locations offer excellent transportation links, making it easy to travel to meet with customers and attend industry events. Furthermore, Vanta's presence in both cities demonstrates our commitment to the EMEA market and provides opportunities for career growth and development within the region.

Career Path

The Senior Account Manager role at Vanta offers a clear path for career advancement. Successful individuals in this role can progress to become Principal Account Managers, leading larger and more complex accounts. Alternatively, they can move into management roles, leading teams of Account Managers and contributing to the overall growth and strategy of the EMEA sales organization. Vanta is committed to providing opportunities for professional development and growth, and we encourage our employees to explore different career paths within the company.

Salary & Benefits

Vanta offers a competitive salary and benefits package that is commensurate with experience and qualifications. In addition to base salary, we offer performance-based bonuses, equity options, and a comprehensive benefits package that includes health insurance, dental insurance, vision insurance, paid time off, and a 401(k) plan. We are committed to providing a supportive and rewarding work environment where our employees can thrive and reach their full potential. Specific details regarding salary and benefits will be discussed during the interview process.

Security Culture at Vanta

At Vanta, security isn't just a product; it's ingrained in our culture. We practice what we preach, ensuring our own systems and processes meet the highest security standards. This commitment extends to all employees, regardless of their role. We provide regular security awareness training and encourage employees to proactively identify and report potential security risks. By fostering a security-conscious culture, we empower our employees to make informed decisions and contribute to the overall security posture of the company. This is not just about compliance; it’s about building and maintaining trust with our customers and partners.

How to Apply

If you are a highly motivated and experienced Account Manager with a passion for helping businesses improve their security posture, we encourage you to apply for this position. To apply, please submit your resume and cover letter through our online application portal. In your cover letter, please highlight your relevant experience and explain why you are a good fit for this role. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Frequently Asked Questions (FAQ)

1. What is Vanta? Vanta automates up to 80% of the work required to get compliant with SOC 2, HIPAA, ISO 27001, GDPR, and more.
2. What is the hybrid work model at Vanta? The standard in-office days are Tuesday, Wednesday, and Thursday.
3. What are the key responsibilities of a Senior Account Manager? Owning revenue targets, managing strategic accounts, identifying expansion opportunities, and building executive-level relationships.
4. What skills are important for success in this role? Strong account management, sales, communication, and negotiation skills.
5. What is the career path for this role? Progression to Principal Account Manager or management roles within the sales organization.
6. What kind of benefits does Vanta offer? Competitive salary, equity, health insurance, paid time off, and a 401(k) plan.
7. What is Vanta's company culture like? Supportive, collaborative, and focused on security and customer success.
8. What is the application process? Submit your resume and cover letter through our online application portal.
9. What is the EMEA region? Europe, the Middle East, and Africa.
10. Does Vanta provide relocation assistance? Relocation assistance availability will be dependent on individual circumstances. This will be discussed in the interview phase.