About the Role

Abnormal AI is seeking a bilingual (English/French) Mid-Market Account Executive to join its dynamic Sales organization, covering the Quebec market. This team drives new business growth by acquiring small to medium-sized customers and expanding Abnormal’s footprint across the region.

This is a full-cycle sales role, where the Account Executive will own the entire sales process, from initial prospecting through to deal closure, within a defined Quebec territory. The ideal candidate will bring a strong hunter mindset, a genuine passion for cybersecurity, experience collaborating in team-selling environments, and the drive to make an immediate impact. Fluency in both English and French is essential to effectively engage with prospects and customers across Quebec.

What you will do

• Sell Abnormal security solutions across your defined Quebec territory with the goal to overachieve new annual recurring revenue quota
• Work Mid-Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer
• Prospect and generate new business opportunities with Mid-Market accounts (<3k mailbox organizations) to build enough pipeline to hit sales targets
• Work with Customer Success to ensure timely renewals and identify expansion opportunities
• Be a voice for the customer and prospect with internal teams including Sales Engineering, Product, and Marketing to ensure appropriate prioritization and close more revenue
• Communicate fluently in both English and French, adapting communication style to fit customer preference and regional business norms

Must Haves

• 2+ years of experience selling in cybersecurity
• 4 years in an individual contributor role
• Fluency in both English and French, written and spoken
• Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners)
• Strong at qualifying needs and presenting ROI driven value to stakeholders
• Executes a repeatable sales process with focus and time management
• Navigates internal and customer buying processes effectively
• Gathers and applies customer insights to improve execution
• Thrives in early stage, resource constrained environments
• Collaborates cross functionally (SEs, Marketing, Product, CS)

Nice to Haves

• MEDDIC, MEDDPICC, or Command of the Sale sales methodology training
• Familiarity with Quebec’s business culture and regulatory landscape (e.g., Bill 96 / French language requirements for business)

#LI-TY1

A note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI’s policies relevant to our security and privacy standards.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

About the Role

Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our Ohio Valley. This team is responsible for driving new business growth by acquiring small to medium-sized customers and expanding Abnormal’s footprint in the market.

This is a full-cycle sales role, where the Account Executive will own the entire sales process, from initial prospecting through to deal closure, within a defined territory. The ideal candidate will bring a strong hunter mindset, a genuine passion for cybersecurity, experience collaborating in team-selling environments, and the drive to make an immediate impact.

What you will do

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets.
• Work with Customer success to ensure a timely renewal and expansion sale opportunities
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

Must Haves

• 2+ years of experience selling in cybersecurity
• 4 Years in an individual contributor role
• Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners)
• Strong at qualifying needs and presenting ROI-driven value to stakeholders
• Executes a repeatable sales process with focus and time management
• Navigates internal and customer buying processes effectively
• Gathers and applies customer insights to improve execution
• Thrives in early-stage, resource-constrained environments
• Collaborates cross-functionally (SEs, Marketing, Product, CS)

Nice to Haves

• MEDDIC, MEDDPICC, or Command of the Sale sales methodology training

#LI-VY1

A note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI’s policies relevant to our security and privacy standards.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

At Algolia, we’re proud to be a pioneer and market leader in AI Search, empowering 18,000+ businesses to deliver blazing-fast, predictive search and browse experiences at internet scale. Every week, we power over 30 billion search requests — four times more than Microsoft Bing, Yahoo, Baidu, Yandex, and DuckDuckGo combined.

In 2021, we raised $150 million in Series D funding, quadrupling our valuation to $2.25 billion. This strong foundation enables us to keep investing in our market-leading platform and serving incredible customers like Under Armour, PetSmart, Stripe, Gymshark, and Walgreens.

As an SMB Account Executive, you will own the full sales cycle within your territory, drive new revenue growth, and develop meaningful relationships with both prospective and existing customers. This role requires thoughtful discovery, strategic account engagement, and the ability to translate customer objectives into measurable business outcomes using Algolia’s platform.

Your Role Will Consist Of:

• Own, manage, and grow your sales pipeline for your assigned prospect territory
• Engage in thoughtful, research-driven prospecting within your territory to identify high-potential opportunities
• Lead and drive thoughtful discovery conversationsto fully understand each customer’s business objectives, technical ecosystem, and desired outcomes
• Align Algolia’s solutions to customer business objectives, articulating clear value and ROI tailored to each account
• Collaborating closely with Solutions Engineers, Customer Success, and Renewal Managers to shape value-driven proposals improving renewals for your assigned customer territory
• Identify and manage expansion opportunities for your assigned customer territory
• Delivering compelling demonstrations and sales collateral that address both technical and business objectives

YOU MIGHT BE A FIT IF YOU HAVE:

• 2+ years in a closing role (in B2B, SaaS tech sales)
• Familiarity with AI-enabled solutions and their value propositions
• A passion for building strong relationships, you view each customer as a long-term partner
• Comfortable handling live objections and ability to confidently address questions in real time
• Ability to thrive in dynamic environments, you bring both curiosity and initiative
• Are familiar with AI tools like OpenAI, Claude and others to work more efficiently
• Desire and confidence to represent Algolia at industry events and conferences
• A mindset of continuous improvement and collaboration

#LI-Remote

Algolia does not discriminate on the basis of race, color, religion, sex, age, national origin, military status, veteran status, disability status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

The annual total cash compensation range (base salary and commission) for this role reflects market pay data within this location. The exact compensation offered for this role may vary depending on specific location and job-related knowledge, technical skills, and experience; and is only one part of our Total Rewards philosophy to compensate and recognize employees for their work.

On-Target Earnings Pay Range

$108,000—$144,167 USD

FLEXIBLE WORKPLACE STRATEGY:

Algolia’s flexible workplace model is designed to empower all Algolians to fulfill our mission to power search and discovery with ease. We place an emphasis on an individual’s impact, contribution, and output, over their physical location. Algolia is a high-trust environment and many of our team members have the autonomy to choose where they want to work and when.

We have a global presence with offices in Paris, NYC, London, Sydney and Bucharest, however we also offer many of our team members the option to work remotely either as fully remote or hybrid-remote employees. Positions listed as “Remote” are only available for remote work within the specified country. Positions listed within a specific city are only available in that location - depending on the role it may be available with either a hybrid-remote or in-office schedule.

WE’RE LOOKING FOR SOMEONE WHO CAN LIVE OUR VALUES:

• GRIT - Problem-solving and perseverance capability in an ever-changing and growing environment.
• TRUST- Willingness to trust our co-workers and to take ownership.
• CANDOR - Ability to receive and give constructive feedback.
• CARE - Genuine care about other team members, our clients and the decisions we make in the company.
• HUMILITY - Aptitude for learning from others, putting ego aside.

We’re looking for talented, passionate people to help build the world’s best search and discovery technology. We value autonomy, diversity, and collaboration. We’re committed to creating an inclusive workplace where everyone is respected and supported—regardless of race, age, ancestry, religion, sex, gender identity, sexual orientation, marital status, color, veteran status, disability, or socioeconomic background.

IMPORTANT NOTICE FOR CANDIDATES - Recruitment Fraud Notice

We’ve recently seen an increase in recruitment scams targeting job seekers. To help protect yourself, please keep the following in mind:

• Our open positions may appear on third-party job boards, but the best way to apply safely is directly through our careers page.
• All genuine communication from Algolia will come from an @algolia.com email address. If you receive an email from someone claiming to work at Algolia who does not have an @algolia.com email address, please do not respond or share any personal information.
• We’ll never ask for payments, purchases, or financial details during the hiring process.

READY TO APPLY?

If you share our values and our enthusiasm for building the world’s best search & discovery technology, we’d love to review your application!

At Algolia, we’re proud to be a pioneer and market leader in AI Search, empowering 18,000+ businesses to deliver blazing-fast, predictive search and browse experiences at internet scale. Every week, we power over 30 billion search requests — four times more than Microsoft Bing, Yahoo, Baidu, Yandex, and DuckDuckGo combined.

In 2021, we raised $150 million in Series D funding, quadrupling our valuation to $2.25 billion. This strong foundation enables us to keep investing in our market-leading platform and serving incredible customers like Under Armour, PetSmart, Stripe, Gymshark, and Walgreens.

As the Partner Manager for DACH, you will execute Algolia’s partner strategy across Germany, Austria and Switzerland, with Germany as the primary focus market. You’ll work with consulting partners, systems integrators, technology partners and cloud partners to embed Algolia into the multi-technology — increasingly agentic — solutions they build and sell.

This is not a solutions engineering role — you won’t be architecting or implementing client solutions. But it is a solutions-focused role: you need real technical fluency, and the ability to inspire partners and customers on the art of the possible with Algolia. In practice, that means identifying and shaping three kinds of agentic solutions: those that combine Algolia with one or more of our technology partners; those built by our consulting partners and brought to market by them; and those built jointly with technology partners around a shared value proposition that delivers real value to customers and end users. Pipeline development, opportunity progression and customer wins all matter — but they all start with getting the innovation right, with Algolia at the center of it.

Reporting to the Head of Global Partnerships, and working in close collaboration with the General Manager of DACH, you will develop and execute the regional partner strategy — deciding which consulting, systems integration, technology and cloud partners to prioritize, and building the technical and commercial motions that turn those relationships into pipeline and revenue.

Algolia’s partner motion in DACH is mature — we’ve been building relationships in the region for seven years. This role is an opportunity to build on that foundation: taking well-established partnerships to the next level, while also designing and standing up a partner-led growth strategy for the region.

YOUR ROLE WILL CONSIST OF:

• Developing and executing Algolia’s partner strategy across DACH, with Germany as the primary focus market alongside Austria and Switzerland
• Building on seven years of established partner relationships in the region, while designing and executing a new partner-led growth strategy for DACH
• Building and managing a portfolio of consulting partners, systems integrators, technology partners and cloud partners (e.g., AWS, Google Cloud, Microsoft) across the region
• Identifying, recruiting and onboarding new partners into the Algolia Partner Program, with particular attention to partners building agentic and AI-driven solutions
• Shaping and championing agentic solutions that combine Algolia with one or more of our technology partners
• Working with consulting partners to help them build their own agentic solutions on Algolia and bring those solutions to market
• Developing joint value propositions with technology partners for agentic solutions that deliver real value to customers and end users
• Acting as a solutions-focused innovator who can inspire partners and customers on the art of the possible with Algolia
• Developing a working technical understanding of partner architectures and solutions deep enough to guide partners on where and how Algolia fits — without owning implementation
• Enabling partners on Algolia’s product and technical capabilities so they can position, sell and deliver successfully
• Owning deal registration, pursuit prioritization and account mapping across the partner portfolio
• Coordinating go-to-market strategy with partners, including joint marketing, co-selling and technical enablement content
• Coordinating across partners, internal sales and solutions engineering teams on strategic client pursuits
• Collaborating closely with the DACH General Manager and regional sales leadership to align partner strategy with revenue goals
• Collaborating with Algolia Sales, Marketing, Engineering, Product and Enablement teams to ensure partner and end client success
• Owning pipeline creation and data accuracy for the DACH partner portfolio, with reporting to the Head of Global Partnerships — recognizing that strong pipeline, opportunity progression and customer wins all start with the right solution innovation involving Algolia

YOU MIGHT BE A FIT IF YOU HAVE:

• 7-10+ years of experience in a senior Alliance, Channel or Partner role, ideally with technology, cloud or systems integration partners, in a recurring revenue business model
• Strong technical fluency — comfortable discussing APIs, search/AI architecture, cloud infrastructure and how multiple technologies combine into a single solution, without being a hands-on engineer
• Familiarity with the emerging landscape of agentic AI and the accelerator programs being built by systems integrators and technology partners
• Experience working with cloud partners (AWS, Google Cloud, Microsoft Azure) and/or major systems integrators active in the German market (e.g., Accenture, Cognizant, Publicis Groupe, Valtech, Diconium)
• Business-side understanding of SaaS software, search/AI, headless commerce and API-first architectures
• A track record of developing and executing regional partner strategy, ideally with strength in the German market and familiarity with Austria and Switzerland
• Fluency in German (spoken and written) is required, given the primary focus on the German market; fluency in English is also required
• Salesforce.com experience creating and managing opportunities through the sales cycle, with high attention to data accuracy and quality
• Excellent communicator, writer and storyteller, with a strong ability to influence both technical and business stakeholders
• A history of developing and nurturing long-term industry and partner relationships
• A history of becoming a trusted advisor to partners, clients and internal stakeholders, including senior leadership
• A solutions-oriented mindset — genuinely creative and innovative, with the ability to inspire partners and customers on the art of the possible with Algolia
• Comfort operating with a high degree of autonomy across a multi-country region
• A track record of driving joint co-selling and co-marketing activities
• Proven ability to lead cross-functional teams, both internally and externally

#LI-Remote

Algolia does not discriminate on the basis of race, color, religion, sex, age, national origin, military status, veteran status, disability status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

The annual total cash compensation range (base salary and commission) for this role reflects market pay data within this location. The exact compensation offered for this role may vary depending on specific location and job-related knowledge, technical skills, and experience; and is only one part of our Total Rewards philosophy to compensate and recognize employees for their work.

On-Target Earnings Pay Range

€139.500—€174.500 EUR

FLEXIBLE WORKPLACE STRATEGY:

Algolia’s flexible workplace model is designed to empower all Algolians to fulfill our mission to power search and discovery with ease. We place an emphasis on an individual’s impact, contribution, and output, over their physical location. Algolia is a high-trust environment and many of our team members have the autonomy to choose where they want to work and when.

We have a global presence with offices in Paris, NYC, London, Sydney and Bucharest, however we also offer many of our team members the option to work remotely either as fully remote or hybrid-remote employees. Positions listed as “Remote” are only available for remote work within the specified country. Positions listed within a specific city are only available in that location - depending on the role it may be available with either a hybrid-remote or in-office schedule.

WE’RE LOOKING FOR SOMEONE WHO CAN LIVE OUR VALUES:

• GRIT - Problem-solving and perseverance capability in an ever-changing and growing environment.
• TRUST- Willingness to trust our co-workers and to take ownership.
• CANDOR - Ability to receive and give constructive feedback.
• CARE - Genuine care about other team members, our clients and the decisions we make in the company.
• HUMILITY - Aptitude for learning from others, putting ego aside.

We’re looking for talented, passionate people to help build the world’s best search and discovery technology. We value autonomy, diversity, and collaboration. We’re committed to creating an inclusive workplace where everyone is respected and supported—regardless of race, age, ancestry, religion, sex, gender identity, sexual orientation, marital status, color, veteran status, disability, or socioeconomic background.

IMPORTANT NOTICE FOR CANDIDATES - Recruitment Fraud Notice

We’ve recently seen an increase in recruitment scams targeting job seekers. To help protect yourself, please keep the following in mind:

• Our open positions may appear on third-party job boards, but the best way to apply safely is directly through our careers page.
• All genuine communication from Algolia will come from an @algolia.com email address. If you receive an email from someone claiming to work at Algolia who does not have an @algolia.com email address, please do not respond or share any personal information.
• We’ll never ask for payments, purchases, or financial details during the hiring process.

READY TO APPLY?

If you share our values and our enthusiasm for building the world’s best search & discovery technology, we’d love to review your application!

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.

Customer expansion is one of Vanta’s highest-priority growth levers, and this role sits at the center of it. As the Revenue Enablement Manager supporting Account Management, you’ll operate as a strategic thought partner to AM leadership and the broader Revenue organization — designing and leading the programs that make Account Managers more effective, equip them to drive expansion, and help them operate as a unified front with the Account Executive team. This is a high-autonomy role that connects data, business priorities, and cross-functional expertise to directly influence AM performance and expansion outcomes, and you’ll be the architect of a consistent, repeatable expansion motion that defines how Vanta shows up across the full customer lifecycle.

What you’ll do as a Revenue Enablement Manager at Vanta:

• Serve as a strategic partner to the Head of Global Account Management and AM leaders, building a deep understanding of the global AM business and proactively identifying where enablement can drive measurable impact.

• Independently identify performance trends, capability gaps, and organizational priorities by combining data analysis with field insights and stakeholder input, conducting ongoing needs assessments with AM and AE leadership to surface whitespace opportunities and prioritize enablement investments.

• Shape and maintain the AM enablement strategy and roadmap — including playbooks, skill-based training, and certifications — in alignment with the broader Revenue organization’s priorities, accelerating account growth and improving net revenue retention (NRR).

• Design, launch, and measure strategic enablement programs that improve Account Manager performance and increase pipeline generation for expansion.

• Build programs that establish a consistent, cohesive sales motion between Account Executives and Account Managers, ensuring a seamless, high-quality customer experience from new logo through expansion.

• Drive adoption of sales processes and reinforce consistent execution across the global AM organization.

• Partner with Product Enablement, Product Marketing, and GTM Enablement peers to ensure AMs have current messaging, competitive intelligence, and product knowledge that supports customer growth conversations.

• Lead cross-functional initiatives from opportunity identification through program design, stakeholder alignment, execution, and measurement.

• Deliver relevant, high-impact AM enablement sessions, including launching initial programs within the first 90 days.

• Influence the broader enablement strategy by surfacing trends, gaps, and opportunities that help Vanta make smarter decisions across the Revenue organization.

• Establish KPIs and measurement frameworks to track enablement effectiveness, reporting on both leading and lagging indicators to continuously iterate and improve program impact and adoption.

• Use AI and technology to improve the effectiveness, reach, and scalability of enablement programs.

How to be successful in this role:

• 4+ years of experience in Revenue Enablement, Sales Enablement, or a GTM-focused role supporting an Account Management or Post-Sales organization or expansion selling motions.

• Strong understanding of the AM or Post-Sales business, including customer needs, expansion motions, and the performance drivers of successful Account Managers.

• Proven track record leading programs from identifying a need through designing, launching, and measuring an initiative, with demonstrated results driving measurable improvements in NRR, pipeline generation, or account growth.

• Strong analytical skills, with the ability to dig into data, identify trends, diagnose performance gaps, and turn insights into practical enablement recommendations; comfortable using tools like Gong, Highspot, Seismic, and CRM reporting to inform program design.

• Strong working knowledge of B2B SaaS sales methodologies — such as Command of the Message and MEDDPICC — and know how to apply them across both new logo and post-sale contexts.

• Proven experience partnering with senior and executive stakeholders as well as frontline managers and cross-functional peers (AE, AM, PMM, Rev Ops), building alignment around priorities, influencing decisions without direct authority, and quickly earning credibility as a trusted thought partner across a complex organization.

• Comfort operating in ambiguity, creating structure where it does not yet exist, and balancing strategic thinking with a bias for action and resilience — thriving in fast-paced, high-growth environments and energized by building something from the ground up.

• Strong communication, facilitation, and presentation skills, with the ability to engage and influence diverse audiences — from frontline reps to senior leadership — and deliver engaging enablement experiences for a global AM audience.

• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

• Must be authorized to work in the U.S. without the need for current or future employer sponsorship..

What you can expect as a Vanta’n:

• Industry-competitive salary and equity

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans

• 16 weeks paid Parental Leave for all new parents

• Health & wellness stipend

• Remote workspace, internet, and cellphone stipend

• Commuter benefits for team members who report to the SF and NYC office

• Family planning benefits

• Matching 401(k) contribution with immediate vesting

• Flexible PTO policy, plus 80 hours of Sick Time

• 11 company-paid holidays

• Virtual team building activities, lunch and learns, and other company-wide events!

• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

#LI-remote

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world’s leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that’s real-time and transparent.

Referral Instructions

If you are being referred for the role, please contact that person to apply on your behalf.

Strategic Account Manager

About Orijin

Founded in 2014, Orijin’s mission is to rewrite every justice-impacted person’s story, allowing each to re-enter society with renewed career-readiness, re-skilled education, and training through a customized pathway, to rebuild their lives and create sustainable employment. Orijin provides a robust cloud-based learning and communications platform delivered on secure tablet computers and other devices in hundreds of correctional facilities across the country. Orijin is a public benefit corporation and certified B Corporation that never charges incarcerated individuals or their families for its technology or services. To learn more, go to https://Orijin.works

About The Role:

The Strategic Account Manager (SAM) leads Orijin’s efforts to ensure client success and growth. Reporting to the Director of Strategic Account Management and working closely with the sales team, the SAM is responsible for the overall success and growth of our customer accounts, including leading regular checkpoints with clients in order to drive engagement in the programs, see measurable outcomes and manage renewals and upsell business with that account. As customers expand their deployments of the Orijin Platform, the SAM helps Orijin increase our impact throughout the jurisdiction and advance our mission. This position is responsible for achieving quarterly renewal and upsell bookings targets which are important for Orijin meeting its financial goals.

As Orijin is growing, we are looking for an experienced leader who will roll up her/his sleeves and achieve the following outcomes:

1. Develop the communication cadence with customer staff, ensuring we are aligned in meeting the outcomes goals for the tablet program

2. Execute a customer success strategy influenced and driven by data analytics

3. Implement the crafted  plan to increase student use of the Orijin platform

4. Manage the contract of existing customers which includes presenting and negotiating renewals and upsells

5. Provide thought leadership and execution to scale the overall growth of the company ensuring we maintain a tight, cohesive, and values-aligned culture along with a strong customer-focused orientation

Responsibilities/Qualifications

• Ensure a smooth transition from Support and Implementation to Strategic Account Management, accelerating Orijin Platform adoption, usage and course completion.

• Develop and execute a data-driven customer success strategy to enhance Platform utilization and student outcomes.

• Set up and lead regular customer check-in meetings to review goals, usage data, and action items, and provide ongoing training to client staff.

• Develop expertise in all Orijin content and functionality in order to confidently promote to customers

• Collaborate with clients to identify training needs and ensure their staff is proficient with Orijin products.

• Identify and address risk areas in collaboration with Sales to support renewals and upsells, and ensure customer satisfaction.

• Work with the data team to deliver and interpret meaningful data, assisting clients in understanding and using this data to drive success. Provide actionable insights through monthly or quarterly reviews.

• Coordinate with Sales, Product, Implementation, and Training teams to ensure a high-quality, integrated customer experience that supports renewal and expansion.

• Provide monthly or quarterly data reports to client leadership, highlighting successes and areas for improvement.

• Manage renewal timing and discussion for each customer by preparing quotes to ensure on time payment and continuity of service

• Upsell current contracts towards a sales target to achieve overall growth goals for the SAM team and individual goals and increase the breadth and depth of the impact Orijin has with each customer

Qualifications:

• Track record of strong outcomes working in account management within educational technology or a similar industry, servicing medium to large government customers.

• Track record of meeting or exceeding annual goals and achieving high customer satisfaction.

• Strong judgment, problem-solving skills, and excellent communication abilities.

• Ability to manage multiple customers simultaneously with effective time management.

• Understanding of educational programs and standards to effectively support and engage with clients.

• Belief in Orijin’s mission to reduce recidivism and improve the life chances of incarcerated learners and returning citizens

• Background in Account Management or Sales a plus

Location and Travel

• Remote (Eastern Time working hours)

• Travel: Up to 20% will be field based

• This role requires going into prison and jail facilities and interacting directly with incarecerated learners.

$85,000 - $87,000 a year

Salary and Benefits

• $85-87k USD, Base Salary with On Target Earnings (Commission) total comp of $125,000

• Variable compensation potential can increase beyond target.

•  Variable compensation plan is based on renewal and upsells in assigned book of business

• Orijin offers competitive compensation commensurate with experience and a generous 100% employer-paid benefits package.

Equal Opportunity Employer

Orijin is an Equal Opportunity Employer and firmly believes in creating a workplace that respects and values diversity of cultural, ethnic, and experiential backgrounds. We encourage all qualified applicants to apply. As an organization committed to the successful reentry of  justice-involved persons, we strongly encourage candidates who share the life experiences of the citizens we serve to apply

*This job description is not inclusive of all activities, duties, or responsibilities that are required of the employee. Duties, responsibilities, and activities may change or new ones may be assigned at any time with or without notice.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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.

Customer expansion is one of Vanta’s highest-priority growth levers, and this role sits at the center of it. As the Revenue Enablement Manager supporting Account Management, you’ll operate as a strategic thought partner to AM leadership and the broader Revenue organization — designing and leading the programs that make Account Managers more effective, equip them to drive expansion, and help them operate as a unified front with the Account Executive team. This is a high-autonomy role that connects data, business priorities, and cross-functional expertise to directly influence AM performance and expansion outcomes, and you’ll be the architect of a consistent, repeatable expansion motion that defines how Vanta shows up across the full customer lifecycle.

What you’ll do as a Revenue Enablement Manager at Vanta:

• Serve as a strategic partner to the Head of Global Account Management and AM leaders, building a deep understanding of the global AM business and proactively identifying where enablement can drive measurable impact.

• Independently identify performance trends, capability gaps, and organizational priorities by combining data analysis with field insights and stakeholder input, conducting ongoing needs assessments with AM and AE leadership to surface whitespace opportunities and prioritize enablement investments.

• Shape and maintain the AM enablement strategy and roadmap — including playbooks, skill-based training, and certifications — in alignment with the broader Revenue organization’s priorities, accelerating account growth and improving net revenue retention (NRR).

• Design, launch, and measure strategic enablement programs that improve Account Manager performance and increase pipeline generation for expansion.

• Build programs that establish a consistent, cohesive sales motion between Account Executives and Account Managers, ensuring a seamless, high-quality customer experience from new logo through expansion.

• Drive adoption of sales processes and reinforce consistent execution across the global AM organization.

• Partner with Product Enablement, Product Marketing, and GTM Enablement peers to ensure AMs have current messaging, competitive intelligence, and product knowledge that supports customer growth conversations.

• Lead cross-functional initiatives from opportunity identification through program design, stakeholder alignment, execution, and measurement.

• Deliver relevant, high-impact AM enablement sessions, including launching initial programs within the first 90 days.

• Influence the broader enablement strategy by surfacing trends, gaps, and opportunities that help Vanta make smarter decisions across the Revenue organization.

• Establish KPIs and measurement frameworks to track enablement effectiveness, reporting on both leading and lagging indicators to continuously iterate and improve program impact and adoption.

• Use AI and technology to improve the effectiveness, reach, and scalability of enablement programs.

How to be successful in this role:

• 4+ years of experience in Revenue Enablement, Sales Enablement, or a GTM-focused role supporting an Account Management or Post-Sales organization or expansion selling motions.

• Strong understanding of the AM or Post-Sales business, including customer needs, expansion motions, and the performance drivers of successful Account Managers.

• Proven track record leading programs from identifying a need through designing, launching, and measuring an initiative, with demonstrated results driving measurable improvements in NRR, pipeline generation, or account growth.

• Strong analytical skills, with the ability to dig into data, identify trends, diagnose performance gaps, and turn insights into practical enablement recommendations; comfortable using tools like Gong, Highspot, Seismic, and CRM reporting to inform program design.

• Strong working knowledge of B2B SaaS sales methodologies — such as Command of the Message and MEDDPICC — and know how to apply them across both new logo and post-sale contexts.

• Proven experience partnering with senior and executive stakeholders as well as frontline managers and cross-functional peers (AE, AM, PMM, Rev Ops), building alignment around priorities, influencing decisions without direct authority, and quickly earning credibility as a trusted thought partner across a complex organization.

• Comfort operating in ambiguity, creating structure where it does not yet exist, and balancing strategic thinking with a bias for action and resilience — thriving in fast-paced, high-growth environments and energized by building something from the ground up.

• Strong communication, facilitation, and presentation skills, with the ability to engage and influence diverse audiences — from frontline reps to senior leadership — and deliver engaging enablement experiences for a global AM audience.

• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

• Must be authorized to work in the U.S. without the need for current or future employer sponsorship..

What you can expect as a Vanta’n:

• Industry-competitive salary and equity

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans

• 16 weeks paid Parental Leave for all new parents

• Health & wellness stipend

• Remote workspace, internet, and cellphone stipend

• Commuter benefits for team members who report to the SF and NYC office

• Family planning benefits

• Matching 401(k) contribution with immediate vesting

• Flexible PTO policy, plus 80 hours of Sick Time

• 11 company-paid holidays

• Virtual team building activities, lunch and learns, and other company-wide events!

• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

#LI-remote

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world’s leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that’s real-time and transparent.

Referral Instructions

If you are being referred for the role, please contact that person to apply on your behalf.

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