Director of Account Management - Remote

Overview

Drata is hiring a Director of Account Management to build, develop, and lead our Enterprise Account Management team. In this role, you will drive retention, expansion, and strategic growth across our customer base while optimizing team performance and account management processes. You’ll collaborate closely with Customer Success, Marketing, Product, and Technical Support to ensure seamless client experiences, shape product priorities, and support customer advocacy initiatives. You’ll also interact regularly with executive leadership, providing visibility into renewals, upsells, and strategic opportunities. The ideal candidate has a proven track record of managing and growing enterprise accounts, developing high-performing teams, and executing data-driven account strategies that maximize customer relationships, retention, and expansion.

In Short

• Lead and develop a high-performing team of Account Managers, driving retention, growth, and strategic account expansion.
• Partner with Customer Success, Marketing, Product, and Solution Architects to ensure seamless client experiences.
• Develop and execute scalable account growth strategies while maintaining quality and cost efficiency.
• Own forecasting and reporting on renewals, upsells, and expansion opportunities, ensuring executive visibility.
• Optimize processes, playbooks, and best practices to scale the Account Management function efficiently.
• Build and maintain strong Executive Buyer (EB) relationships, multi-threading across the C-suite as a trusted advisor.
• Identify risks early, communicate proactively, and drive resolution strategies.
• Leverage data and industry insights to inform strategy, stay ahead of market trends, and drive customer advocacy.
• Champion customer success stories, referrals, and case studies to fuel company growth.

Requirements

• 5+ years in enterprise account management, customer success, or sales within a high-growth SaaS or technology company.
• 2-4 years of leadership experience managing quota-carrying Account Managers or Customer Success Managers in a high-growth business (preferably SaaS), scaling into new markets or defining new categories.
• Proficient in SFDC, Clari, Gong, Outreach, and G Suite.

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