Account Manager

About Our Client

Founded in 2018, in response to several high-profile data breaches, the company recognized the growing importance of online security. They understood how challenging it could be for fast-growing companies to dedicate the necessary time and resources to establish a solid security foundation. The company was inspired to restore trust in internet businesses by enabling companies to improve and demonstrate their security. From automating security monitoring for compliance standards like SOC 2, HIPAA, and ISO 27001 to creating a leading Trust Management Platform, the vision remains unchanged.

About The Role

The client’s mission is to secure the internet and protect consumer data by enabling companies to continuously monitor, verify, and improve security practices with ease. Their team is kind and talented, with members from diverse backgrounds, including those without prior security experience.

As an Account Manager, the role focuses on expanding and retaining customer relationships by serving as the primary contact for post-sale commercial discussions, such as upsells and renewals. The Account Manager will act as a trusted advisor, aligning the company’s solutions with customers’ security and compliance goals to support their business needs.

The team’s objective is to drive overall net revenue expansion, measured by Net Revenue Retention, by ensuring customers achieve their security and compliance objectives while supporting their growth.

What you’ll do as an Account Manager

– Develop and maintain strong relationships with assigned accounts, acting as a trusted advisor and strategic partner.

– Gain a deep understanding of the current product offerings and take the initiative to learn the product roadmap to speak confidently when addressing customers.

– Maintain strong partnerships and alignment with Customer Success Managers 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 the platform via new frameworks, security tools, etc.

– Manage the entire sales cycle of any expansion or renewal opportunity from the first meeting to close, negotiating where necessary and involving additional internal resources where appropriate (solutions consultants, subject matter experts, etc).

– Accurately forecast monthly expansion and churn, and maintain a clean CRM instance with scrutinous pipeline hygiene.

– Keep a relentless focus on customer needs and provide a consultative approach in architecting a solution.

How to be successful in this role

– Have 3+ years of experience selling to or managing customers.

– Strong ability to prospect and build pipeline without assistance from Business Development Representatives 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 Customer Success, Marketing, Enablement, and Support.

– Previous experience in security and compliance is not required, but highly desirable!

What you can expect

– Industry-competitive compensation.

– 100% covered medical, dental, and vision benefits with dependent coverage.

– 16 weeks fully-paid parental leave for all new parents.

– Health & wellness and remote workplace stipends.

– Family planning benefits through dedicated services.

– 401(k) matching.

– Flexible work hours and location.

– Open PTO policy.

– 11 paid holidays in the US.

– Offices in key locations including San Francisco, New York City, Dublin, and Sydney.

Benefits

The salary or OTE range for this position is $150,000 – $177,000. This role may also be eligible for commissions/bonuses, equity, medical benefits, 401(k) plan, and other company perk programs.