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Company | Drata |
Address | United States |
Employment type | FULL_TIME |
Salary | |
Category | Software Development |
Expires | 2023-09-02 |
Posted at | 8 months ago |
We are seeking a dynamic and results-driven Vice President of Account Management with a strong focus on renewal execution, customer retention, revenue expansion, and Net Revenue Retention (NRR). In this role, you will be responsible for leading and managing a high-performing account management team, ensuring customer success, driving revenue growth, and maximizing customer lifetime value. Your strategic vision, exceptional leadership skills, and deep understanding of account management principles will be crucial in achieving our company's growth objectives.
- Lead and manage the account management team, providing guidance, mentorship, and performance feedback to ensure the team's success in achieving renewal, retention, and revenue expansion targets.
- Develop and execute strategies to drive successful renewal execution, resulting in high renewal/expansion rates and customer satisfaction.
- Establish and maintain strong relationships with key customers, acting as a trusted advisor and ensuring their ongoing retention and loyalty.
- Stay updated on industry trends, competitive landscape, and customer needs to drive continuous improvement in account management practices and deliver innovative solutions to customers.
- Collaborate closely with cross-functional teams, including Sales, Customer Success, Customer Support, Professional Services and Product, to align account management efforts and maximize customer value and NRR.
- Collaborate with the executive team to develop and execute the company's NRR strategy and contribute to overall business objectives/goals.
- Analyze customer data and trends to identify opportunities for revenue growth and develop strategies to optimize net revenue retention.
- Track and report key performance metrics related to renewal execution, customer retention, revenue expansion, and net revenue retention to senior leadership.
- Drive revenue expansion through upselling, cross-selling, and increasing customer adoption of additional products or services.
- Implement processes and systems to proactively monitor customer health, identify potential risks, and engage around customer concerns to ensure long-term customer success and satisfaction.
- Experience in the technology industry, particularly in B2B or enterprise software, is highly desirable.
- Proven experience (10+ years) in account management or customer success roles, with a focus on renewal execution, revenue growth, and customer retention.
- Proven ability to navigate complex customer organizations and influence key decision-makers.
- Excellent strategic thinking and problem-solving abilities, with the ability to develop and execute effective account management strategies.
- Strong leadership and people management skills, with a track record of building and leading high-performing teams.
- Bachelor's degree in business, marketing, or a related field. MBA or advanced degree is a plus.
- Exceptional communication and interpersonal skills, with the ability to build and maintain strong relationships with customers and internal stakeholders.
- Demonstrated ability to thrive in a fast-paced, high-growth environment and lead teams through change.
- Deep understanding of SaaS business models and experience working with subscription-based or recurring revenue products.
- Strong analytical skills, with the ability to interpret customer data and metrics to drive insights and make data-driven decisions.
- Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
- 401K: Reach your financial goals while reducing your taxes
- HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care
- Health & Wellness: 100% coverage for medical, dental, and vision plans - for employee and dependents + on demand health care concierge
- Charitable Giving Program: Up to $500 match for qualified charities
- 100% paid short and long term disability plus life + AD&D benefits
- Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
- Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
- 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
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