Current jobs related to VP, Customer Success Management - San Francisco, California - Drata

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. That's why in the Bay we come together
in-office Tuesday through Thursday
our high‑impact collaboration days where teams align, strategize, and innovate. Mondays and Fridays are flexible, giving you space for focused work, balance, and autonomy.

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
Drata is seeking an accomplished Vice President of Customer Success Management to lead our Customer Success organization. In this pivotal role, you will own all post-sales customer outcomes across Enterprise, Commercial, and Emerging segments – driving customer satisfaction, retention, and expansion. You will manage a Customer Success Management team of approximately 50 people (including managers), developing the strategy and processes that ensure every customer achieves maximum value from Drata's platform. This role carries accountability for critical metrics such as Gross Revenue Retention (GRR), Net Revenue Retention (NRR), and Time to Value (TTV), and it requires a leader who can combine strategic vision with operational excellence in a high-growth, mission-driven environment. Success in this position will also depend on close collaboration with Sales, Product, Support, Professional Services, and Engineering to deliver a seamless customer journey and drive continuous improvement.

What You'll Do

• Strategic Leadership: Develop and execute a comprehensive global customer success management strategy aligned with Drata's mission and growth objectives, covering all customer segments (Enterprise, Commercial, Emerging).
• Team Management & Development: Lead, mentor, and scale a high-performing Customer Success Management team (~50 members), including managers and CSMs. Foster a customer-centric, "ownership" culture built on accountability, professional development, and shared success.
• Retention & Growth Outcomes: Own customer retention and expansion outcomes, meeting or exceeding targets for GRR and NRR. Drive strategies to maximize customer loyalty and lifetime value across the portfolio.
• Customer Value & Adoption: Ensure customers rapidly achieve their desired outcomes and realize full value from Drata's platform. Accelerate Time to Value for new customers and drive deep product adoption and utilization, positioning accounts for expansion and long-term success.
• Operational Excellence through Innovation: Champion scalable processes and operational excellence within the Customer Success Management organization. Leverage technology, including AI and automation, to improve team efficiency and enhance the customer experience as we grow.
• Cross-Functional Collaboration: Partner closely with Sales, Product, Engineering, Professional Services and Support leadership to ensure a cohesive end-to-end customer journey. Align on customer feedback and product roadmaps, streamline handoffs, and jointly drive upsell/cross-sell opportunities and product improvements.
• Executive Customer Advocacy: Serve as an executive sponsor for key strategic customers and partners. Build and maintain C-level relationships, acting as a trusted advisor to reinforce customer trust, gather feedback, and champion the "voice of the customer" within Drata.

What You'll Bring

• Enterprise Customer Success Expertise: 10+ years of experience in customer success or related customer-facing roles within B2B SaaS, including extensive work with enterprise-level customers (e.g. managing portfolios of $100k+ ARR accounts). At least 5 years of this experience should be in senior leadership positions (Director, VP or equivalent) overseeing large teams.
• Proven Team Builder & Leader: Demonstrated success in building, scaling, and managing large teams (50+ members). A people-focused leader who excels at mentoring talent and fostering a high-performance, customer-first culture.
• Track Record of Results: Strong history of driving exceptional customer outcomes in prior roles such as improving retention rates, expanding account value, and elevating customer satisfaction. Deep understanding of customer success metrics and drivers (e.g. NRR, churn, product adoption) and a data-driven approach to managing performance.
• Strategic and Analytical Mindset: Big-picture thinker with the ability to craft a vision for Customer Success and translate it into actionable plans. Highly analytical in problem-solving and comfortable using data and customer insights to inform strategy and decision-making.
• Exceptional Communication & Influence: Excellent communication, presentation, and stakeholder management skills. Able to credibly influence and collaborate with C-level executives (both internally and with customers) and effectively represent the voice and needs of the customer at the leadership table.
• Cross-Functional Collaboration: Proven ability to work across departments to achieve common goals. Experience partnering with Sales on customer acquisition/renewal strategies, providing customer insight to Product and Engineering for roadmap decisions, and working with Support to ensure customer satisfaction.
• Innovation & Process Improvement: Forward-thinking mindset with experience optimizing processes and leveraging modern tools to scale Customer Success operations. (Experience with implementing automation or AI-driven solutions to improve efficiency is a plus.)
• High-Growth Environment Fit: Thrives in a fast-paced, high-growth setting. Adaptable and resilient, with a track record of navigating ambiguity and driving results in rapidly scaling organizations (startup experience is highly valuable).

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.

• 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: Up to 16 weeks of paid parental leave (after six months of employment), along with a robust suite of family-support resources. 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.

This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for this role is: $310,500 - $383,300.
A variety of factors are considered when determining someone's leveling and compensation–including a candidate's professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.