Senior Manager, Commercial Account Management

About this role

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from.

Why Join the Drata Team? At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for:

- Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go.

- Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them.

- A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level.

- Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience.

- A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here https://drata.com/about/careers/life and follow us on LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all for company news, employee stories, and career updates.

Job Summary:

Drata is looking for a Senior Manager, Commercial Account Management to lead and develop a high-performing team serving primarily mid-market customers with moderate complexity, multiple stakeholders, and meaningful expansion potential. This people-leadership role is accountable for team performance across retention, renewals, expansion, adoption, value realization, customer health, and forecast accuracy, while setting clear standards for customer engagement, commercial execution, and operational discipline. The Senior Manager will coach and develop the team, hire and retain strong talent, provide leadership with forward-looking insight, and build the systems, playbooks, and cross-functional partnerships that make strong customer and recurring-revenue outcomes repeatable. This role does not carry an individual book of business and requires strong executive presence, analytical judgment, GRC or regulated-technology experience, and the ability to collaborate effectively across the organization.

What you’ll do:

LEAD AND DEVELOP THE TEAM

- Hire, coach, and develop 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.

DRIVE TEAM OUTCOMES

- 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.

ELEVATE CUSTOMER VALUE AND MANAGE RISK

- 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.

STRENGTHEN OPERATIONS AND CROSS-FUNCTIONAL EXECUTION

- 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.

What you’ll bring:

- 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-performi

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