Senior Manager, Account Management

Working at Thoropass

At Thoropass, we’re redefining how modern companies achieve and maintain compliance. As the audit-first compliance partner, we pair deep audit expertise with advanced technology to deliver unmatched accuracy, efficiency, and confidence at every stage of the compliance journey.

Our mission is to raise the bar for the industry—helping organizations not only meet requirements but demonstrate trust as a competitive advantage. We believe compliance done right enables innovation, accelerates growth, and protects what matters most.

Joining Thoropass means working alongside auditors, engineers, and compliance experts who are setting a new standard for how compliance and audit should work—collaborative, transparent, and built for the real world. Together, we’re shaping the future of enterprise-grade compliance.

Our Values 

These are the behaviors and skills we look for in our people. Living by these values ensures we are building a team that can grow together and deliver the best possible outcomes for each other and our customers.

• Take thoughtful risk: We solve for today while being considerate of tomorrow—creatively leveraging our tools and abilities to hit ambitious goals.
• Own the outcome: We take accountability for our impact—on our customers, our teammates, and our industry. We follow through with excellence and integrity in everything we do.
• Be curious, ask, and learn: We always seek to better understand our industry and our customers. We don’t shy away from mistakes—using every bit of data to learn and iterate.
• Win together: Compliance is a team sport. We proactively engage with one another and check our egos at the door in search of the best ideas.
• Move the needle: Our goals are lofty for a reason. We set clear expectations, give direct feedback, and challenge ourselves to close the gap between those goals and results.

What We Do

Thoropass is the audit-first compliance partner for growing and enterprise organizations that expect more from their compliance programs. We combine deep audit expertise with advanced technology to help customers achieve, maintain, and scale compliance with precision and confidence.

Through our integrated platform, customers can manage compliance programs, complete audits, and access complementary services like penetration testing—all supported by our in-house audit firm and team of security and compliance experts.

From SOC 2 and ISO 27001 to PCI, HIPAA, and HITRUST, we deliver high-quality audits and continuous compliance management that scales with our customers’ growth. Our audit-first approach ensures every engagement meets the highest standards of accuracy, independence, and efficiency—whether you’re a scaling SaaS company or an enterprise expanding globally.

Founded in 2019 and headquartered in New York, Thoropass is backed by leading investors including J.P. Morgan, PayPal Ventures, Fin Capital, Centana, Canapi, and Bain Capital. With a global team across 18+ countries, we’re building the future of compliance—one audit at a time.

About the Role

We’re looking for a commercially driven, operationally strong Senior Manager of Commercial Account Management to lead and scale expansion and renewal revenue across our existing customer base.

This leader will own all expansion revenue across current customers and be accountable for delivering a quarterly expansion target of $1M+. You will manage a team of 4 Commercial Account Managers (CAMs) and report directly to the VP of Customer Success.

This role sits at the center of our post-sale revenue engine. You’ll drive disciplined renewal execution, build repeatable expansion motions, proactively manage churn risk (including M&A events), and ensure tight alignment between CAMs and Customer Success Managers to deliver a seamless customer experience.

If you’re energized by owning revenue outcomes, coaching talent, and building scalable commercial systems, this role is for you.

Key Responsibilities

Own Expansion & Renewal Revenue

• Own expansion across all existing customers
• Deliver a quarterly expansion revenue target of $1M+
• Drive strong Net Revenue Retention (NRR) and Gross Renewal Rates
  Oversee renewal forecasting and ensure high-confidence projections
• Lead strategy and executive involvement on high-value or at-risk accounts

Lead & Develop the CAM Team

• Manage and develop a team of 4 CAMs
• Coach on:
• Renewal strategy and pricing conversations
• Expansion identification and execution
• Multi-threading and stakeholder mapping
  Handling churn risk and competitive pressure
• Run consistent deal reviews and account strategy sessions
• Establish clear performance expectations and inspection rhythms

Build Scalable Commercial Processes

• Standardize account planning, renewal timelines, and expansion plays
• Create structured escalation pathways to avoid late-stage surprises
• Improve contract, pricing, and billing alignment in partnership with Finance and Legal
• Ensure CRM hygiene and forecast accuracy across the team

Strengthen CAM–CSM Alignment

• Define clear ownership between commercial and success functions
• Ensure smooth transitions when conversations shift into scope, pricing, or growth
• Reinforce a unified customer experience
• Resolve account-level friction quickly and constructively

Proactively Manage Risk & Complex Events

• Build and operationalize churn-risk detection frameworks
• Oversee commercial response to acquisitions, org changes, and budget risk
• Turn M&A events and parent-company transitions into pipeline opportunities
• Engage senior leadership early on high-risk or high-value deals

Key Competencies

Strategic & Commercial Thinking

• Drives portfolio-level revenue strategy with a strong grasp of SaaS renewals, NRR levers, and disciplined pricing.

Team Leadership & Development

• Builds and coaches a high-accountability, high-performance team through clear expectations and consistent inspection.

Cross-Functional Influence

• Aligns CS, Sales, Finance, Legal, and Product around clear ownership, fast decisions, and a unified customer experience.

Risk & Complexity Management

• Anticipates churn risk and complex commercial events and confidently leads structured, executive-level responses.

Operational Discipline

• Instills process rigor, forecast accuracy, and consistent execution without creating unnecessary bureaucracy.

Success Metrics

• Quarterly Expansion Revenue ($1M+ target)
• CAM Team Performance & Development
• Net Revenue Retention (NRR)
• Gross Renewal Rate
• Churn Rate
• Forecast Accuracy

Educational Background and Experience

• 6–10+ years in customer-facing SaaS roles (AM, CAM, CS, or Expansion Sales)
• 2–4+ years leading commercial or post-sales revenue teams
• Experience in high-growth/startup environment preferred
• Proven track record owning renewals and expansion revenue
• Experience navigating complex commercial events

Compensation & Benefits

• The salary range for this position is $140-160k base plus a performance based bonus
• Exceptional health, dental, and vision care
• Early equity in a fast-growing company
• Hybrid work-from-home model (or remote)
• Unlimited PTO