Senior Manager, Commercial Account Management

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-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.