[Hiring] Senior Manager, Commercial Account Management @Drata

Role Description

Drata is looking for a Senior Manager, Commercial Account Management to lead and develop a high-performing team serving primarily mid-market customers with moderate complexity, multiple stakeholders, and meaningful expansion potential. This people-leadership role is accountable for team performance across retention, renewals, expansion, adoption, value realization, customer health, and forecast accuracy, while setting clear standards for customer engagement, commercial execution, and operational discipline.

The Senior Manager will:

• Lead and develop the team
• 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.

Drive team outcomes:

• 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, coverage expectations, and action plans; provide 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.

Elevate customer value and manage risk:

• Set the quality bar for success planning, value realization, product adoption, executive engagement, and customer health.
• Own the health of the team’s book of business, identify systemic risks, coordinate mitigation, and improve early-warning practices.
• Ensure the team can engage credibly on GRC topics and knows when and how to partner with Compliance Advisors.
• Serve as a reliable escalation leader for complex customer situations and bring the right level of Drata leadership into high-stakes moments.

Strengthen operations and cross-functional execution:

• Run the team’s operating rhythm, including account, renewal, expansion, forecast, risk, and performance reviews.
• Use Salesforce, customer-success or revenue platforms, AI, and automation to improve prioritization, reporting, data discipline, and engagement quality.
• Collaborate closely with leadership across Solutions Architecture, Support, Sales Engineering, Compliance Advisory, Sales, Product, Marketing, Professional Services, RevOps, Finance, and other cross-functional teams to remove roadblocks and improve customer outcomes.
• Surface patterns and voice-of-customer insights that inform product, onboarding, enablement, positioning, and post-sales improvements.

Qualifications

• 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, with the ability to translate data into action and strategy.
• Experience using Salesforce and customer-success or revenue platforms; adaptable to evolving systems and processes.
• A collaborative, customer-centered leadership style and the ability to operate effectively in a high-growth, changing environment.
• A modern, scalable mindset, including curiosity about AI and automation as tools to improve team effectiveness and customer engagement.

Benefits

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents.
• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, and tax-advantaged spending accounts.
• Family Support: Paid Parental Leave policy after six months of employment, access to Kindbody fertility and family-building benefits.
• Growth & Development: Generous annual stipends for professional and personal development, along with access to a wide range of internal learning opportunities.
• Time Off & Flexibility: Flexible vacation policy, paid holidays, and other perks to recharge.