Drata
Senior Manager, Commercial Account Management
Remote - US · Senior
Sponsorship not specified$213k-$326kDetected 51 days ago
RESTAgentic AISalesforceCRMSalesAccount ManagementNegotiationForecastingCustomer SuccessLeadershipCommunicationMentoringAdaptabilityOrganizational Skills
Stay score
odds of building a lasting career here
58Sponsors, lottery-bound
Cap-exempt (no lottery)0
Sponsors this role78
Entry-level history0
PERM / green-card track0
Lottery odds (Level IV)94
Fits your clock70
Sponsors, but it's cap-subject — you still face the weighted lottery (~61% per draw at Level IV). Good if you win; have a cap-exempt backup on your list.
Lottery odds assume a STEM candidate.
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from this employer's Department of Labor filings
Files H-1B transfers
6 transfer filings in the last year, covering 6 workers. Median labor-condition decision: 7 days. An employer that already files transfers is one that can take over an existing H-1B.
Sourced from Department of Labor LCA, PERM and prevailing-wage disclosure data. Employer matching is by name, so figures may be split across an employer's legal entities. Absence of a filing means none appears in our copy of the data, not that none exists.
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About the role
- Establish consistent standards for account planning, customer engagement, CRM hygiene, forecasting, and execution.
- Translate company goals into clear targets, operating rhythms, coverage expectations, and action plans; provide leadership with forward-looking visibility into risks and opportunities.
- Set the quality bar for success planning, value realization, product adoption, executive engagement, and customer health.
Responsibilities
- 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.
- Coach renewal and expansion strategy, inspect complex or at-risk situations, and build repeatable plays that improve commercial performance.
- Ensure the team can engage credibly on GRC topics and knows when and how to partner with Compliance Advisors.
- Proven ability to hire, coach, develop, and retain high-performing teams through clear standards, feedback, accountability, and fair performance management.
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.
- 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.
- Strong analytical, forecasting, prioritization, and organizational skills, with the ability to translate data into action and strategy.
Compensation
- Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth.
Benefits
- Own team performance across gross retention, on-time renewals, expansion / net revenue retention, adoption, customer health, and forecast accuracy.
- Own the health of the team's book of business, identify systemic risks, coordinate mitigation, and improve early-warning practices.
- Demonstrated success leading teams responsible for renewals, retention, expansion, adoption, customer health, and recurring-revenue outcomes.
- Experience building or improving a team-level operating model, including playbooks, coverage models, forecasting, reporting, and cross-functional processes.
Company info
- 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.
This listing is sourced directly from Drata's careers page and normalized into a canonical job model.