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.
As the Manager of our Startups Renewal Specialist team, you will lead a high-volume, high-impact organization responsible for retention and growth across Vanta’s earliest-stage customers. Your team oversees all renewals and mid-cycle commercial conversations for companies under 10 employees, a segment that represents both significant churn risk and meaningful opportunity for improvement. You will develop the operating rhythm, strategy, and coaching frameworks that ensure Vanta’s retention targets are met or exceeded, while partnering cross-functionally to optimize motion efficiency, customer experience, and product-led adoption.
The goal of this role is to drive measurable improvements to Net Revenue Retention (NRR) and Gross Dollar Retention (GDR) within a complex, high-churn segment—while building a repeatable, scalable renewal motion for the company’s fastest-growing customer base.
In this role, you’ll be responsible for:
Team Leadership & Performance Management
Lead, coach, and develop a team of Renewal Specialists who manage a high volume of accounts in our early stage startup-focused segment.
Set and enforce standards for operating rhythm, forecasting, pipeline hygiene, and customer communication.
Own performance management for the team, including 1:1s, skill development, quarterly business reviews, and performance improvement plans as needed.
Hire, onboard, and level-up future team members as the segment continues to scale.
Renewal Strategy & Revenue Ownership
Own overall NRR & GDR, and on-time renewal rate for the <10 employee segment.
Monitor segment retention trends and create strategic interventions that reduce churn and increase product adoption.
Build playbooks that guide Specialists through proactive 270/90/30-day motions, expansion motion execution, mid-cycle changes, and risk mitigation.
Partner with Revenue Leadership to set quarterly targets and ensure accuracy of team-wide forecasting.
Operational Excellence & Process Improvement
Establish a scalable renewal process that balances automation with high-touch engagement where required.
Ensure the team executes all commercial workflows with accuracy, including quoting, contract adjustments, expansion motions, and exception requests.
Partner with RevOps to streamline approval paths, improve system flows (SFDC, NUE), and remove friction for Specialists.
Create reporting frameworks that surface insights on segment health, churn patterns, expansion signals, and rep efficiency.
Cross-Functional Partnership
Work closely with Customer Success Advisory, Digital Success, and AM Leadership, to ensure consistent lifecycle messaging and coordinated escalation paths.
Provide structured product feedback to Engineering, Product, and Design to improve in-product renewals, expansion journeys, and contract modification flows.
Collaborate with Marketing and Enablement to build segment-relevant assets, talk tracks, and training resources.
Customer Experience & Escalations
Serve as the escalation point for complex renewals, dissatisfied customers, or high-risk accounts.
Ensure Specialists adopt a consultative approach that combines strong negotiation techniques with empathy and clarity.
Raise emerging customer needs, competitive dynamics, or operational blockers to the broader organization.
How to be successful in this role:
3–5+ years experience in SaaS renewals, account management, or customer success; 1–2+ years managing a quota-carrying or high-volume team.
Proven track record of taking a new motion from 0-1 and using data & metrics to drive its success.
Demonstrated success improving retention metrics, leading customer-facing teams, and implementing scalable processes.
Excellent operational discipline: forecasting accuracy, CRM hygiene, and data-driven decision making.
Strong communication skills — written, verbal, and visual — with the ability to align cross-functional stakeholders.
Ability to coach reps on negotiation, prioritization, renewal strategy, customer empathy, and commercial rigor.
Highly motivated, with a sense of urgency, adaptability, and a willingness to iterate in a fast-moving environment.
Security and compliance experience is not required but highly desirable.
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
What success looks like
You establish a predictable, repeatable renewal motion across the <10 employee segment that reduces churn and increases on-time renewals.
Your team consistently meets or exceeds NRR, GDR, and expansion targets.
Forecasting accuracy improves, with fewer surprises and tighter management of risk signals.
You drive meaningful increases in product-led renewals and mid-cycle digital purchasing.
You become a strategic voice in defining how Vanta supports our earliest-stage customers.
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 fully-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.
What We Do
Our mission at Vanta is to be a layer of trust on top of cloud services, to secure the internet, increase trust in software companies, and keep consumer data safe. Think of us as your automated security and compliance expert.
