Commercial Account Manager

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.

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.

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 Job

We’re looking for a commercially-minded, relationship-first Commercial Account Manager (CAM) to own and grow a portfolio of existing Thoropass customers. You’ll partner closely with our Customer Success Managers to deliver a seamless customer experience—especially when conversations shift from day-to-day success into renewals, pricing, and expansion.

In this role, you’ll proactively build account plans, identify growth opportunities, and lead customer conversations around contract scope, new products/frameworks, and long-term partnership. You’ll stay ahead of risk by spotting churn signals early (including changes like acquisitions) and turning them into clear action plans—often by engaging new stakeholders and creating new pipelines.

You’ll also bring structure and clarity to the commercial process: running repeatable expansion plays, aligning contracts and billing, and escalating the right deals at the right time to keep decision-making fast and transparent. If you’re energized by owning outcomes, collaborating cross-functionally, and helping customers grow with Thoropass, this role is for you.

Key Responsibilities

• Own the commercial strategy for a book of existing customers, including key account renewal plans, product swaps, and expansion/whitespace opportunities.
• Partner tightly with the CSM to ensure a seamless customer experience, especially when conversations shift into money, scope, or growth.
• Proactively lead renewal and expansion motions—including joining renewal discovery for accounts midlevel accounts and larger, staying closely aligned on high-potential accounts.
• Manage leadership visibility and escalation for larger deals to avoid surprises and drive timely decisions.
• Identify and act on expansion signals (new frameworks/products, increased usage, new business units, M&A activity, budget approvals, competitive evaluations).
• Own the commercial response to customer acquisitions, researching the parent org and engaging the right stakeholders to convert churn risk into pipeline.

Key Skillsets / Knowledge Requirements

• Builds strong relationships with existing customers
• Comfortable talking about renewals, pricing, and expansion
• Spots growth opportunities and knows how to act on them
• Good at handling risk (usage drop, org changes, acquisitions)
• Communicates clearly and escalates issues early
• Works well with CSMs and other internal teams
• Organized and process-driven (account plans, deal steps, follow-through)

Educational Requirements and Career Experience

• Associates Degree or Relevant Experience 
• Experience in a startup preferred but not required 
• 3-5 years of experience in a customer facing and expansion role

Compensation & Benefits

• The salary range for this position is $80,000 - $110,000 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