• Build a team culture of customer value, high performance and accountability. • Hire and develop a team of expert Managers that are able to recruit, coach and develop top talent and consistently achieve quota. • Design the upmarket AM methodology including value delivery, expansion strategies and renewal motions. • Define playbooks and coach your team to achieve KPIs including expansion pipeline generation, expansion win rate, gross retention rate and net retention rate across your portfolio of customers. • Deliver an accurate weekly forecast for both retention and expansion performance. • Drive adoption of key AM competencies including effective portfolio prioritization, account planning, renewal risk management and value-based customer expansion. • Develop enablement programs that ensure your team members are experts in Vanta’s products, our space and AM sales skills. • Partner closely with cross-functional teams including revenue operations, product, marketing, sales, recruiting and more to represent your customers’ needs and achieve your goals. • Thrive in a fast paced startup environment and contribute to transformational change. • Represent Vanta at industry events and customer meetings across the region.