Account Manager, Early Stage - APJ

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.  We’re looking for a motivated Account Manager to take ownership of the expansion and retention of Vanta’s APJ customers by developing and maintaining strong relationships with our customers. You will serve as the primary point of contact for all post-sale commercial conversations, including mid-cycle upsells and renewals. As a trusted advisor to the customer, you will deeply understand their business needs and align Vanta’s solutions with their objectives to help mature our customers’ compliance and security program. The goal of this team is to achieve overall net revenue expansion of the Vanta customer base, as measured by Net Revenue Retention with a particular focus on expansion. They will ensure customer’s security and compliance goals are aligned to their company growth needs and with Vanta’s solutions. What you’ll do as an Account Manager - APJ at Vanta: - Develop and maintain strong relationships with assigned accounts, acting as a trusted advisor and strategic partner. - Develop a deep understanding of Vanta’s current product offerings and take initiative to learn Vanta’s product roadmap to speak confidently when addressing customers. - Maintain strong partnerships and alignment with CSMs to understand customer health, ensure close strategic collaboration and execute harmonious communication to accounts. - Collaborate on account plans that identify new opportunities for expansion with current customers to increase their usage of Vanta’s platform via new frameworks, security tools, etc. - Manage the entire sales cycle of any expansion or renewal opportunity from first meeting to close, negotiating where necessary and pulling in additional internal resources where appropriate (solutions consultants, subject matter experts, etc). - Accurately forecast monthly expansion and churn, and maintain a clean SFDC instance with meticulous pipeline hygiene. - Keep a relentless focus on the customer needs and provide a consultative approach in architecting a solution. How to be successful in this role: - Have 3+ years in Account Management, full cycle sales, or related roles. - This is a hybrid role (three days a week in office) based out of our Sydney office - Strong ability to prospect and drive expansion pipeline from a set book of current customers. - Exceptional communication skills (written, verbal, visual), both for internal audiences and customer-facing messaging - Be highly motivated with a sense of urgency and willingness to adjust - Able to effectively collaborate with a wide range of departments including CS, Marketing, Enablement, and Support - Ability to use AI in day-to-day work to amplify their skills and strengthen their outcomes, applying it across routine workflows, actively building fluency through experimentation, and exercising sound judgment to ensure AI-assisted work meets a high quality bar. - Previous experience in security and compliance is not required, but highly desirable! What you can expect as a Vanta’n: - Industry-competitive salary and equity - Healthcare stipend towards health insurance for you and your dependents - 16 weeks paid Parental Leave for all new parents - Health & wellness stipend - Remote workspace, internet, and cellphone stipend - Commuter benefits for team members who attend the office - 20 days of Annual Leave per year - 9 company-paid holidays - Virtual team building activities, l