Senior Manager, Commercial Account Management

Drata

6d•$212,500 - $325,833•Remote

About The Position

Drata is seeking a Senior Manager, Commercial Account Management to lead and develop a high-performing team focused on mid-market customers. This role is responsible for team performance in areas such as retention, renewals, expansion, adoption, value realization, customer health, and forecast accuracy. The Senior Manager will set standards for customer engagement, commercial execution, and operational discipline, while also coaching and developing the team, hiring talent, providing insights to leadership, and building systems and partnerships for repeatable customer success and revenue growth. This position does not involve managing an individual book of business and requires strong executive presence, analytical skills, GRC or regulated-technology experience, and cross-functional collaboration.

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, 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.

Responsibilities

Lead and develop the team by hiring, coaching, and developing 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, 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.
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.
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.

Benefits

Stock equity
Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents
Comprehensive wellness benefits
Healthcare concierge services
401(k) plan
Company-paid life and disability insurance
Tax-advantaged spending accounts
Discounted voluntary offerings
Paid Parental Leave policy (after six months of employment)
Kindbody fertility and family-building benefits
Dedicated leave specialists
Generous annual stipends for professional and personal development
Access to a wide range of internal learning opportunities
Flexible vacation policy
Paid holidays