Senior Account Manager, Commercial Accounts

• Own and exceed revenue targets for assigned book of business, including renewals, upsells, and expansion
• Develop and execute strategic account plans to maximise customer lifetime value
• Identify and close expansion opportunities across Vanta's product portfolio
• Navigate complex procurement processes and multi-stakeholder sales cycles
• Partner with Customer Success to ensure seamless customer experience and identify growth signals
• Manage a portfolio of high-value strategic accounts across EMEA
• Build and maintain executive-level relationships with C-suite and senior decision-makers
• Conduct Quarterly Business Reviews (QBRs) and strategic planning sessions with key accounts
• Serve as the voice of the customer internally, advocating for customer needs and influencing product roadmap
• Develop deep understanding of customers' compliance, security, and GRC requirements
• Act as a trusted advisor, helping customers maximize value from their Vanta investment
• Guide customers through their security and compliance journey, from initial certification through maturity
• Coordinate cross-functional resources to address customer needs
• Proactively identify and mitigate churn risks, working with internal teams to resolve issues
• Drive product adoption and feature utilisation to increase customer stickiness
• Mentor and provide guidance to junior Account Managers on complex deals and account strategies
• Collaborate closely with Sales, Customer Success, Product, and Support teams
• Contribute to team processes, playbooks, and best practices
• Represent EMEA market insights and customer needs in strategic planning discussions

• 5+ years of experience in Account Management, or Sales roles in B2B SaaS
• Proven track record of consistently exceeding revenue targets (>100% attainment)
• Experience managing complex, multi-year contracts and navigating enterprise procurement
• Background in security, compliance, GRC, or related technical domains preferred
• Strategic Thinking: Ability to develop and execute long-term account strategies aligned with customer business objectives
• Commercial Acumen: Strong negotiation skills and proven ability to structure complex deals
• Relationship Building: Executive presence with ability to build relationships at C-level and across all organisational levels
• Product Knowledge: Ability to quickly become a subject matter expert on Vanta's platform and the compliance/security landscape
• Consultative Approach: Skilled at discovery, identifying pain points, and positioning solutions
• Data-Driven: Comfortable using metrics and analytics to drive decisions and demonstrate ROI
• Cross-functional Leadership: Ability to orchestrate internal resources and drive consensus without direct authority
• Experience working with European customers and understanding of EMEA business culture
• Familiarity with European compliance frameworks (GDPR, ISO 27001, SOC 2) is highly valued
• Multilingual capabilities a plus (French, German, or other European languages)
• Willingness to travel within EMEA up to 25% of the time
• Experience with Salesforce, Gong, or similar CRM and sales tools
• Proficient with Google Workspace and standard business applications
• Comfortable discussing technical concepts with both technical and non-technical audiences

Multilingual capabilities a plus (French, German, or other European languages)

• Industry-competitive salary and equity
• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and mobile phone stipend
• Commuter benefits for team members who attend the office
• Pension matching
• 25 days of Annual Leave per year and unlimited sick time
• 8 company-paid holidays
• Virtual team building activities, lunch and learns, and other company-wide events