Director, Enterprise Account Management (Remote)

Drata is hiring a Director of Account Management to build, develop, and lead our Enterprise Account Management team. In this role, you will drive retention, expansion, and strategic growth across our customer base while optimizing team performance and account management processes. You’ll collaborate closely with Customer Success, Marketing, Product, and Technical Support to ensure seamless client experiences, shape product priorities, and support customer advocacy initiatives. You’ll also interact regularly with executive leadership, providing visibility into renewals, upsells, and strategic opportunities. The ideal candidate has a proven track record of managing and growing enterprise accounts, developing high-performing teams, and executing data-driven account strategies that maximize customer relationships, retention, and expansion.

What you’ll do:

• Lead and develop a high-performing team of Account Managers, driving retention, growth, and strategic account expansion.
• Partner with Customer Success, Marketing, Product, and Solution Architects to ensure seamless client experiences.
• Develop and execute scalable account growth strategies while maintaining quality and cost efficiency.
• Own forecasting and reporting on renewals, upsells, and expansion opportunities, ensuring executive visibility.
• Optimize processes, playbooks, and best practices to scale the Account Management function efficiently.
• Build and maintain strong Executive Buyer (EB) relationships, multi-threading across the C-suite as a trusted advisor.
• Identify risks early, communicate proactively, and drive resolution strategies.
• Leverage data and industry insights to inform strategy, stay ahead of market trends, and drive customer advocacy.
• Champion customer success stories, referrals, and case studies to fuel company growth.

What you’ll bring:

• Proven track record of growing and retaining enterprise accounts, driving revenue expansion, and managing complex deal cycles.
• Strong experience engaging, influencing, and collaborating with C-level executives, senior stakeholders, and cross-functional leadership.
• Ability to operate independently, identify process improvements, and drive efficiency.
• Excellent executive presence, communication, and negotiation skills.
• Experience with contract negotiation and enterprise procurement processes.
• Highly proactive, detail-oriented, and organized.
• Strong relationship builder with a team-first mentality, providing leadership and guidance across the organization.
• Strategic thinker with a data-driven approach to account management and revenue growth.
• Skilled coach and mentor, with a sharp eye for top talent and the ability to build high-performing teams.
• Adept at building rapport, opening doors, and understanding the business needs of senior decision-makers.

Requirements:

• 5+ years in enterprise account management, customer success, or sales within a high-growth SaaS or technology company.
• 2-4 years of leadership experience managing quota-carrying Account Managers or Customer Success Managers in a high-growth business (preferably SaaS), scaling into new markets or defining new categories.
• Proficient in SFDC, Clari, Gong, Outreach, and G Suite.

Benefits:

• Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
• HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
• 100% paid short and long term disability plus life + AD&D benefits
• Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
• Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
• 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
• Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
• 401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected OTE ranges for this role are set forth below, subject to change. 

Tier 1: $266,300  - $329,000

Tier 2: $239,700 - $296,100

Tier 3: $213,000 - $263,200

You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.