Our Mission & Values:
At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build.
We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.
Our Culture & Work Style 🚀
At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:
Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.
Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.
Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry.
We pair that high-velocity culture with a thoughtful hybrid model because we believe flexibility and collaboration both matter.
If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here.
Why Join The Drata Team?
The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth.
See the Speed: Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years
Hear the Voice of the Team: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.
Experience the Impact: See why we are consistently recognized on Fortune's Best Workplaces lists.
Connect with Us on Socials: LinkedIn - follow us for company updates, employee stories, and career news.
Job Summary:
Ready to lead a high-stakes, high-impact function? We're seeking a motivated, customer-obsessed Manager to spearhead the new post-sales Renewals motion in EMEA. whilst continuing to support Account Managers working in the Emerging markets for both renewals and expansion.
In this critical Player/Manager role, you will be the ultimate owner of our renewal success. You'll take personal responsibility for closing renewals with our largest, most strategic customers while simultaneously leading the Account Management team. Your team will be focused on maximizing gross retention across the entire customer base and driving support for expansion opportunities in emerging markets, all key to growing our existing customer footprint and executing our strategic vision.
This is a chance to define the future: you will be expected to build and implement new, cross-functional processes detailing how Account Managers, Account Executives, and Customer Success Managers collaborate to retain and grow our customers. Success requires daily partnership with all our GTM functions and executive leadership, as well as influencing customer marketing and product prioritization. Your significant contributions and dedication to sharing best practices will be essential to the success of the entire Drata sales organization.
What you'll do:
I. Leadership & Team Management
Lead and Coach the Team: Hire, train, and manage a high-performing Account Management team, establishing best practices, playbooks, and processes to effectively scale the renewal motion and ensure consistent execution of the team's goals.
Drive Strategy & Visibility: Provide executive management with complete visibility to renewal and customer expansion pipeline, forecasting, and risk, soliciting executive involvement as required.
Process Ownership: Continuously contribute to and refine process improvements and playbooks that streamline cross-functional collaboration (Account Management, Sales, CSMs) to improve renewal predictability and efficiency.
II. Retention & Relationship Ownership
Marquee Account Ownership: Serve in a Player/Manager capacity by personally owning the commercial relationship and end-to-end renewal process for a portfolio of marquee/largest customers, ensuring timely and accurate contract execution.
Executive Partnership: Develop and maintain strong, multi-threaded Executive Buyer (EB) relationships across the C-Suite, acting as a trusted advisor and strategic partner to strengthen retention and minimize churn risk.
Negotiation & Value Delivery: Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing the customer relationship. Create and deliver a strong value narrative helping customers understand the ROI they receive from the product.
III. Risk Mitigation & Growth
Risk Management: Proactively identify potential risks in renewal accounts, clearly communicate that risk internally, and take the lead in developing and executing resolution strategies in partnership with Customer Success Managers.
Expansion (Upsell/Cross-Sell): Create, manage, and close upsell/cross-sell opportunities on and off cycle, partnering with Sales and Customer Success to maximize account growth.
Operational Excellence: Deliver accurate renewal forecasts and maintain rigorous pipeline hygiene in CRM systems; collaborate with Legal and Finance to ensure smooth contract and billing processes.
What you'll bring:
Passion to lead by example and manage through adversity
Experience: 5+ years of demonstrated success in an Account Management, Renewals, or B2B SaaS sales capacity, with a minimum of 3 years focused on renewals management in a B2B SaaS environment.
Negotiation & Retention Expertise: A proven track record of achieving or exceeding retention targets and superior negotiation skills geared towards securing services contracts while delivering a strong value narrative and maintaining a customer-first mindset.
Relationship Management: Excellent executive presence and customer management skills, including the ability to build and maintain trusted relationships with customer stakeholders and C-suite executives.
Operational Acumen: Exceptional organizational skills with the ability to manage a high volume of complex renewals simultaneously with high attention to detail, and a strong ability to work independently and navigate ambiguity.
Technical Proficiency: Familiarity with Salesforce (SFDC) and other relevant CRM/renewals management tools (e.g., Gong, Outreach, G Suite).
Cross-Functional Collaboration: Strong ability to act as the quarterback of the account team, collaborating effectively with Sales, Customer Success, Finance, and Legal to achieve strategic goals.
Communication: Excellent written and verbal communication skills.
Growth Focus: Experience supporting and driving expansion or growth within existing accounts (upsell/cross-sell).
Industry Knowledge: Deep knowledge of SaaS subscription models, ARR/MRR (Annual/Monthly Recurring Revenue), and the full customer lifecycle management process.
Environment: Background in fast-growing or scaling tech environments, demonstrating the ability to quickly identify and implement areas of process improvement and efficiency.
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.
Health & Wellness: 100% coverage for supplemental medical and dental for employees and dependents
Learning & Development: $500 USD annually towards professional development opportunities + $250 USD annually towards personal development opportunities
Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child (available after six months of employment)
Work Remotely: Flexible hours and work from home plus up to $1,000 USD annually to cover necessary business related items for your home office
This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected On-Target Earnings (OTE) range for this role is £138,300 - £170,800, subject to change.
A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. This range may be modified in the future and final offer amounts may vary from the amounts listed above.
