Senior Manager, Commercial Account Management
New
D
DrataB2B SaaS GRC
Remote - USFull-TimeManager
SalaryThe expected OTE range for this role is between $212,500 - $325,833
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Job Details
- Experience
- 8+ years of experience in Account Management, Customer Success, Strategic Account Management, Consulting, or a related post-sales role within B2B SaaS; 3+ years of experience managing quota-carrying Account Managers, Customer Success Managers, or comparable post-sales professionals.
- Required Skills
- People ManagementSalesforceComplianceCustomer SuccessAccount Management
Requirements
- 8+ years of experience in Account Management, Customer Success, Strategic Account Management, Consulting, or a related post-sales role within B2B SaaS.
- 3+ years of experience managing quota-carrying Account Managers, Customer Success Managers, or comparable post-sales professionals.
- Demonstrated success leading teams responsible for renewals, retention, expansion, adoption, customer health, and recurring-revenue outcomes.
- Meaningful experience in GRC, security, compliance, identity, or an adjacent regulated technology environment.
- Experience managing and growing mid-market or Commercial customer relationships involving multiple stakeholders and meaningful business complexity.
- Strong understanding of the combined commercial and customer-success motion, with the ability to coach teams across success planning, value realization, risk management, renewal execution, negotiation, and expansion.
- Proven ability to hire, coach, develop, and retain high-performing teams through clear standards, feedback, accountability, and fair performance management.
- Experience building or improving a team-level operating model, including playbooks, coverage models, forecasting, reporting, and cross-functional processes.
- Strong executive presence and communication skills, with the ability to influence customers, direct reports, peers, and senior leaders.
- Ability to navigate multi-threaded customer organizations and coach others to build relationships across business, operational, technical, and executive stakeholders.
- Strong analytical, forecasting, prioritization, and organizational skills.
- Experience using Salesforce and customer-success or revenue platforms.
Responsibilities
- Hire, coach, and develop Commercial Account Managers, setting clear expectations, performance standards, and career paths.
- Build a high-performing, collaborative team culture through regular coaching, feedback, account reviews, and fair performance management.
- Establish consistent standards for account planning, customer engagement, CRM hygiene, forecasting, and execution.
- Own team performance across gross retention, on-time renewals, expansion/net revenue retention, adoption, customer health, and forecast accuracy.
- Translate company goals into clear targets, operating rhythms, and action plans while providing leadership with forward-looking visibility into risks and opportunities.
- Coach renewal and expansion strategy, inspect complex or at-risk situations, and build repeatable plays that improve commercial performance.
- Set the quality bar for success planning, value realization, product adoption, executive engagement, and customer health.
- Serve as a reliable escalation leader for complex customer situations and ensure engagement is credible on GRC topics.
- Run the team’s operating rhythm and collaborate with cross-functional partners like Solutions Architecture, Sales, Product, and RevOps.
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