Note: The job is a remote job and is open to candidates in USA. Drata is hiring an Associate Account Manager to help grow our footprint within our existing customer base by supporting renewals, identifying expansion opportunities, and delivering a strong customer experience across a large book of Upper Emerging accounts. In this role, you will serve as the primary commercial point of contact for your customers, partnering closely with Customer Success, Technical Support, Marketing, and leadership to protect revenue, drive account growth, and surface customer needs back into the business.

Responsibilities

• Own the commercial relationship for a large number of Upper Emerging Drata customers Support renewals and expansion across your book by executing established account management and negotiation frameworks
• Identify upsell and cross-sell opportunities and help move them forward on and off cycle
• Prioritize your book based on growth potential, customer engagement, renewal timing, and risk signal
• Partner closely with Customer Success, Technical Support, Marketing, and leadership to remove roadblocks and improve customer outcomes Communicate risk clearly, maintain accurate visibility into renewals and expansion activity, and escalate when needed
• Deliver value-based customer conversations that help customers understand the impact and ROI of Drata
• Build trusted relationships with key stakeholders and strengthen customer engagement over time
• Contribute to process improvements, team best practices, and a high-accountability, high-collaboration team culture

Skills

• 1+ years of success in Account Management, Customer Success, Sales, or a similar customer-facing SaaS role
• Experience supporting renewals, expansion, or commercial customer conversations in a recurring revenue environment
• Strong customer management skills with the ability to uncover needs, communicate value, and build trust with multiple stakeholders
• Strong organizational and prioritization skills across a high-volume book of business
• Clear written and verbal communication skills, with the ability to tailor your message to different audiences
• Sound judgment, strong follow-through, and comfort working with direction while operating independently within your scope
• A proactive, team-first approach and willingness to jump in, learn quickly, and improve how work gets done
• Curiosity around leveraging AI and modern tools to work more efficiently, improve preparation, and scale high-quality customer engagement
• Experience with tools such as Salesforce, Gong, Outreach, Clari, Catalyst, and Google Workspace is a plus

Benefits

• 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.
• 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.
• 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.
• 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.
• Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth.
• Access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• A flexible vacation policy, paid holidays, and other perks to recharge.

Company Overview