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Drata is seeking a Senior Manager of Commercial Account Management to lead and develop a high-performing team focused on mid-market customers. This is a people-leadership role with accountability for team performance across retention, renewals, expansion, adoption, customer health, and forecast accuracy.
Key responsibilities include hiring, coaching, and developing Commercial Account Managers while establishing clear performance standards and career paths. You will own team outcomes across gross retention, on-time renewals, net revenue retention, and adoption metrics. The role requires translating company goals into clear targets and operating rhythms, providing leadership with forward-looking visibility into risks and opportunities.
You will set quality standards for success planning, value realization, and product adoption. This includes managing the health of the team's book of business, identifying systemic risks, and improving early-warning practices. You'll serve as an escalation leader for complex customer situations and ensure the team can engage credibly on GRC (governance, risk, compliance) topics.
Operationally, you will run the team's operating rhythm including account reviews, renewal planning, expansion strategy, forecasting, and performance management. You'll leverage Salesforce, customer-success platforms, and automation to improve prioritization and data discipline. Close collaboration with Solutions Architecture, Support, Sales Engineering, Compliance Advisory, Product, Marketing, Professional Services, RevOps, and Finance is essential to remove roadblocks and improve customer outcomes.
You'll also surface patterns and voice-of-customer insights that inform product development, onboarding, enablement, and positioning improvements.
Required experience: 8+ years in Account Management, Customer Success, Strategic Account Management, or related post-sales roles in B2B SaaS. 3+ years managing quota-carrying Account Managers or comparable post-sales professionals. Demonstrated success leading teams responsible for renewals, retention, expansion, and recurring-revenue outcomes. Meaningful experience in GRC, security, compliance, or regulated technology environments. Strong understanding of commercial and customer-success motions, with ability to coach teams across success planning, value realization, risk management, renewal execution, and expansion.
