Account Manager II - Remote

Overview

Drata is hiring an Account Manager II for our EMEA region 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 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.

In Short

• You will be responsible for owning the commercial relationship with a number of emerging Drata customers
• Maximize account growth and mitigate risk by playing a central role on the account team
• Based on existing framework, develop and execute win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
• Create, manage and close upsell/cross-sell opportunities on and off cycle
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to secure renewals and drive expansion
• Drive strong internal collaboration 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
• Create and deliver a strong value narrative helping our customers understand the ROI they receive from Drata
• Develop and maintain strong Executive Buyer (EB) relationships while multi-threading into other key executives across the C-Suite, acting as a trusted advisor and strategic partner

Requirements

• 3+ years demonstrated success in an Account Management capacity with a strong focus on negotiating services contracts
• Experience in technology, preferably CRM or SaaS
• Ability to work independently within assigned scope and to identify areas of process improvement and efficiency
• Excellent customer management skills; including sales, account management, and customer service
• Strong 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
• Must be located in the London Metro area

Benefits

• Supplemental Health Benefits offered
• 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