Senior Account Manager, Commercial Accounts - EMEA

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At Vanta, our mission is to help businesses earn and prove trust.

We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

In this senior individual contributor role, you will be responsible for managing and expanding relationships with our most strategic and complex customer accounts across the EMEA region. As a key member of the post-sales organisation, you will drive revenue growth through renewals, upsells, and expansion opportunities while ensuring exceptional customer outcomes.

The goal of this team is to achieve overall net revenue expansion of the Vanta customer base, as measured by Net Revenue Retention. They will ensure customer's security and compliance goals are aligned to their company growth needs and with Vanta's solutions.

This role will be based in our Dublin or London office with an office-centric hybrid schedule. The standard in-office days are Tuesday, Wednesday, and Thursday

• 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 (Core, Plus, Scale packages, EPD modules, Trust Management, Vendor Risk Management)
• 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, including enterprise customers with complex organisational structures
• 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 (CSMs, Support, Solutions Engineers) 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
• C…