• Define and execute the global airline strategy, including preferred carrier programs, pricing structures, incentive models, and long-term partnership frameworks. • Lead complex, multi-year airline negotiations across global, regional, and specialty carriers to maximize commercial value and strategic alignment. • Own airline economics, ensuring measurable contribution to revenue growth, margin expansion, and EBITDA outcomes. • Shape airline distribution strategy, including NDC participation, content access, and commercial models in partnership with Product and Technology teams. • Balance cost, access, and traveler experience while mitigating risk related to distribution fragmentation and airline retailing evolution. • Act as the senior executive sponsor for airline relationships, maintaining C-suite and commercial leadership connectivity. • Resolve escalations and ensure alignment between airline partners, internal stakeholders, and client needs. • Represent the company in strategic airline forums, industry councils, and executive working groups. • Partner closely with Sales, Client Management, Product, Technology, Finance, and Operations to align airline strategy with go-to-market and service delivery. • Enable Sales and Client teams with clear airline value propositions, program narratives, and competitive positioning. • Collaborate with Finance to forecast airline revenue, incentives, and margin contribution. • Establish governance frameworks, KPIs, and scorecards to track airline partner performance and commercial outcomes. • Ensure compliance with regulatory, contractual, and data requirements. • Anticipate and manage supplier risk, including capacity shifts, distribution changes, and market volatility. • Build, lead, and mentor a high-performing partnerships and strategy team. • Establish best practices for partner management, deal governance, and execution. • Foster a culture of accountability, innovation, and external partnership excellence.

• Manage and grow assigned customer accounts through proactive engagement that drives retention, satisfaction, and long-term value. • Own account revenue by delivering consistent performance against ARR and quota targets through renewals and expansion execution. • Build and manage pipeline within your accounts by identifying, qualifying, and advancing upsell/cross-sell opportunities. • Support renewals end-to-end including timelines, customer communication, negotiation support, and internal coordination to ensure on-time renewal completion. • Maintain accurate CRM data and forecasting visibility across pipeline, renewals, account status, and revenue expectations. • Lead strategic account planning and quarterly business reviews to track goals, align on outcomes, and uncover additional growth opportunities. • Partner cross-functionally with Sales, CSM, Support, Marketing, RevOps and Finance to resolve customer needs and drive customer and business outcomes. • Support strategic initiatives and priority projects including complex renewals, multi-year agreements, pricing or contract updates, and process improvement efforts.

• Manage and mentor a growing team of high performing Account Managers providing them the tools, coaching, and support needed to deliver results for the business. • Evolve Vanta’s expansion and renewal sales playbook by developing and implementing new sales initiatives and strategies that will boost our GDR and NRR. • Grow the Account Management team through active involvement in recruitment, on-boarding and training of new Account Managers. • Create and establish sales training, conduct weekly forecasting meetings, and mentor your direct reports on strategies that will help them better retain and grow their customer accounts. • Help to continually foster an inclusive Account Management organization, representing Vanta’s culture and values. • Ensure development plans are in place, adapted to each individual, and made useful in a way that ensures the ongoing development of talent within the organization. • Collaborate cross functionally to drive better outcomes for Vanta’s prospects and customers’ that have headquarters within NAMER. • Partner with sales and CS leadership on creating an agile organization that believes in using decision frameworks to inform strategic direction but also isn’t afraid to launch, iterate, and redo in order to get the job done. This is key.

• Managing Opportunities: Drive new business, cross/up-sell and renewal opportunities proactively by engaging multiple decision makers to ensure communication and agreement through the life of the opportunity and use internal and external networks to increase opportunity value. • Consultative Solution Selling: Understand and sell solutions aligned to customers’ unique problems and strategic objectives. • Closing Business: Understand and sell solutions aligned to customers’ unique problems and strategic objectives. • K-12 Education Acuity: Possesses a deep knowledge of the K-12 education space including public, private, and parochial schools. • Domain Expertise: Possess strong technical knowledge of common tools and trends in ed tech space; staying current on probable future state policies, practices, and information affecting customer businesses. • Credibility: Builds rapport based on factual accuracy, expertise across offerings, delivering on expectations and proactively providing market insights that inspire customers to think of Renaissance as a partner.