Compliance Account Manager (CMMC / NIST Focus)

On Call Computer Solutions, LLC•Virginia Beach, VA

1d•Remote

About The Position

On Call Computer Solutions (OCCS) is a cybersecurity and compliance-focused Managed Service Provider (MSP) helping defense contractors and regulated organizations achieve and maintain compliance with frameworks such as CMMC, NIST 800-171, and DFARS. We don’t just support IT, we help clients win and retain government contracts by operationalizing compliance. Our growth model is built on long-term client partnerships, recurring revenue, and continuous compliance lifecycle management. The Compliance Account Manager owns the full post-sale revenue lifecycle for a portfolio of clients, including renewals, expansion, and long-term account growth. This role operates at the intersection of account management, sales, and compliance advisory. You will serve as a trusted partner to defense contractors navigating CMMC and NIST requirements—translating compliance gaps and milestones into clear business value and revenue opportunities across managed services, remediation, and ongoing compliance programs. You will work closely with Sales, Compliance, and Service Delivery teams to identify, position, and close expansion opportunities, while ensuring clients progress successfully through their compliance journey.

Requirements

3–7+ years in Account Management, Customer Success (revenue-focused), or B2B sales
Proven track record of driving or closing expansion revenue
Experience managing recurring revenue accounts (MSP, SaaS, or services)
Ability to own and grow a book of business
Comfortable managing pipeline, forecasting, and deal cycles
Strong consultative selling and relationship-building skills
Experience leading renewal and expansion conversations
MUST HAVE familiarity with CMMC, NIST 800-171, DFARS, or similar frameworks
Experience working with government contractors or regulated industries
Ability to translate technical/compliance concepts into business value
Strategic thinking and account planning
Strong communication and executive presence
Commercial mindset with a focus on revenue outcomes
Ability to operate in a cross-functional, fast-paced environment
High ownership and accountability

Responsibilities

Own a portfolio of client accounts with responsibility for Gross Revenue Retention (GRR) and Net Revenue Retention (NRR)
Manage and forecast renewals, expansions, and churn risk
Maintain accurate account forecasts and expansion pipeline within CRM
Drive account profitability and long-term revenue growth
Build and execute strategic account plans aligned to client compliance roadmaps
Identify, develop, and close upsell and cross-sell opportunities
Own and manage an expansion pipeline (target: 3–5x coverage)
Lead or co-lead renewal and expansion deal cycles, including pricing and positioning
Partner with Sales on multi-threading accounts and uncovering buying signals
Increase average revenue per account (ARPA) over time
Act as a strategic advisor on CMMC, NIST 800-171, and compliance lifecycle progression
Translate compliance gaps, audit readiness, and regulatory changes into actionable service opportunities
Align compliance milestones (assessments, remediation, audits) with revenue events
Position OCCS services as essential to maintaining compliance and contract eligibility
Build and maintain strong executive and operational relationships within client accounts
Conduct regular business reviews (QBRs) tied to compliance progress and account growth
Proactively identify and mitigate churn risks
Ensure high levels of client satisfaction and engagement
Partner with Sales, Compliance, and Service Delivery teams to execute account strategy
Ensure seamless handoffs from Sales to Delivery
Provide feedback to internal teams on client needs, market trends, and service gaps
Support development of new service offerings based on client demand