---
title: 'Senior Manager, Commercial Account Management at Drata'
canonical: 'https://feeny.ai/job/senior-manager-commercial-account-management-drata-united-states-m7ftde3dwpse'
type: 'job'
last_seen: '2026-09-07'
---

# Senior Manager, Commercial Account Management at Drata

- **Company:** Drata
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-01
- **Last confirmed live:** 2026-09-07
- **Apply:** https://jobs.ashbyhq.com/drata/402f313e-4ba9-4784-b784-f710e937d4c0

## Job description

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-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.

How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving.

Explore how we invest in your Life at Drata https://drata.com/about/life-at-drata?utm_source=chatgpt.com.

- Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.
- Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
- Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
- Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
- Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
- Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

The expected OTE range for this role is between $212,500 - $325,833 and is listed to provide transparency. Actual base pay will vary based on multiple factors — market location, job-related knowledge, skills, experience, and overall alignment to the role.

Candidates shouldn't expect automatic placement at any particular point within the range. Offer amounts are determined by the qualifications each candidate brings to the position. Total compensation may also include equity designed to provide meaningful ownership in the company, as well as health and wellbeing benefits.

## About Drata

## Company Overview
- **One-liner**: Drata is an agentic trust management platform that automates security compliance, risk management, and continuous control monitoring for enterprises.
- **Entity Type**: Private (Series C)
- **Headquarters**: San Francisco, California, USA (with offices in San Diego, New York, London, and Sydney)
- **Founded**: 2020
- **Founders**: Adam Markowitz (CEO), Troy Markowitz (COO), Daniel Marashlian (CTO)

## Core Business
- **Primary industry**: Governance, Risk, and Compliance (GRC) / Security Compliance Automation
- **Target customers**: B2B, primarily mid-market and enterprise companies needing SOC 2, ISO 27001, HIPAA, PCI DSS, GDPR, and ISO 42001 compliance
- **Mission statement**: To build the trust layer between great companies, enabling organizations to automate compliance, manage risk, and prove trust continuously.

## Products & Services
- **Agentic Trust Management Platform**: An integrated platform that uses autonomous AI agents to automate compliance, manage internal and third-party risk, and continuously prove security posture. Key capabilities include:
  - **Continuous Compliance**: Automated evidence collection, control mapping, and monitoring across multiple frameworks.
  - **Agent Governance**: Discovers and governs all AI agents running in an enterprise environment, enforcing policies before actions execute.
  - **Third-Party Risk Management**: Automates vendor assessment and questionnaire responses.
  - **Continuous Real-Time Trust**: Monitors controls automatically, flags risks immediately, and shares always-current proof externally.
  - **Enterprise-Grade GRC**: Supports global organizations across teams, business units, and evolving requirements.

## Market Standing
- **Valuation/Total Funding**: Not publicly disclosed, but Drata is backed by prominent venture capital firms (see below).
- **Key Metric**: Over 8,500 global customers; processes millions of evidence items daily.
- **Notable Investors/Partners**: Backed by experienced venture investors (specific names not listed on site, but the company has raised significant Series C funding).
- **Growth Signals**: 
  - Rapid customer growth to 8,500+ customers since founding in 2020.
  - Expansion from pure compliance automation to a full "agentic trust management" platform.
  - Global presence with offices in five cities across the US, UK, and Australia.
  - High customer satisfaction: 4.8/5.0 on G2 Reviews.
  - Active hiring across multiple engineering and business roles, indicating continued scaling.

## Competitive Advantages
- **Agentic AI-first approach**: Uses autonomous AI agents to automate compliance tasks, differentiate from legacy GRC tools that require heavy manual work.
- **Continuous trust model**: Moves beyond point-in-time audits to always-current security posture, a key differentiator versus traditional compliance software.
- **Broad framework support**: SOC 2, ISO 27001, HIPAA, PCI DSS, GDPR, ISO 42001, and more — reducing the need for multiple tools.
- **Enterprise-grade flexibility**: Designed for global organizations with complex team structures and multi-framework requirements.
- **Founder background**: CEO Adam Markowitz brings a unique perspective from his experience as an aerospace engineer on NASA’s Space Shuttle Program, emphasizing a systems-thinking approach to trust and documentation.

## Strategic Focus
- **Agentic Trust**: Expanding the platform to govern and monitor AI agents themselves, positioning Drata as the trust layer for the age of autonomous AI.
- **Enterprise scale**: Deepening capabilities for large, global organizations with complex compliance needs.
- **Continuous compliance**: Shifting the market from periodic audits to real-time, always-on trust verification.
- **International expansion**: Growing presence in EMEA and APAC via offices in London and Sydney.

## Why Work Here
- **Culture**: Emphasizes core values of "Automation-First," "Customer-Obsessed," "Built on Trust," "Act with Integrity," and "Competitive Fire." Describes itself as a mission-driven crew ("Dratanauts") building the foundations of digital trust.
- **Remote/Hybrid Policy**: Hybrid roles in San Francisco, San Diego, New York; some fully remote positions available (e.g., Senior AI Engineer, Remote - US). Offers an annual stipend to enhance home office setup.
- **Notable Perks**:
  - Comprehensive health coverage (medical, dental, vision) up to 100% employer-paid premiums.
  - Paid parental leave after six months.
  - Annual stipends for personal and professional development.
  - Flexible time-off policy and half-day Fridays every other week in summer.
  - 401k or pension plans (region-specific), life and disability insurance.
  - Diversity-focused culture: "Unique perspectives provide a better shared view of a problem and its possible solutions."
- **Engineering Culture**: Heavy investment in AI and platform engineering; roles include AI Product Engineer, Applied Research Engineer, Platform Engineer, and Site Reliability Engineer. The tech stack is modern and focused on building agentic systems.

## Sources
1. [drata.com](https://drata.com/)
2. [drata.com/about](https://drata.com/about)
3. [drata.com/about/careers](https://drata.com/about/careers)
4. [drata.com/about/life-at-drata](https://drata.com/about/life-at-drata)
5. [jobs.ashbyhq.com/drata](https://jobs.ashbyhq.com/drata)

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