Control Account Manager Jobs in Vienna, VA (NOW HIRING)

Account Manager 

Location: Northern, VA or DC area preferred but fully remote is available 

IntelliGRC Inc. is redefining Governance, Risk, and Compliance (GRC) for modern organizations. We are seeking an Account Manager, to own and grow a dedicated book of MSP partners and the businesses they protect. This is not a classic renewals seat. Our Account Managers are trusted compliance advisors who speak frameworks and business in the same conversation, and expansion follows that trust. 

If you can walk an MSP owner from a NIST 800-171 control gap to a confident business decision in one meeting, this role is for you. 

Why IntelliGRC? 

At IntelliGRC, we simplify cybersecurity and compliance with a platform that blends innovation, AI, automation, and deep industry expertise. Our customers are MSPs building compliance practices on our GRCaaS platform and the organizations they serve. 

Your book, your relationships, your number. Your success will directly shape retention, tenant expansion, renewal rates, and the real compliance outcomes of the companies in your care. 

What You'll Do 

1. Own Your Book 

• Manage the Book: Own a defined book of accounts at our capacity policy (30 MSPs and under 80 total companies), with an expansion quota prorated to how full your book is. You always know your number and it is always achievable. 
• Grow Tenant Density: Drive additional tenants inside each MSP partnership as they bring their clients onto the platform. Expansion inside the base is the engine of this role and of the company. 
• Run Renewals on Time: 100% on time renewals and 92%+ gross retention are the standard. Renewal dollars sit outside of quota by design, so protecting the base is never in tension with growing it. 

2. Be the Compliance Advisor 

• Framework Fluency: Guide partners through CMMC 2.0 and NIST 800-171 today, and ISO 27001, SOC 2, NIST CSF, and CIS Controls as we expand across frameworks in 2027. You know what an assessor looks for, what evidence actually proves, and what a POA&M really commits a business to. 
• Comply Once, Map to Many: Help MSPs use control crosswalks to turn a single framework tenant into a multi framework tenant, so their clients’ compliance investment compounds instead of starting over. 
• Assessment Readiness: Prepare partners and their clients for audits and assessments: evidence collection, system security plans, control ownership, and realistic timelines. When the assessor shows up, your accounts are ready. 

3. Speak Business, Not Just Controls 

• MSP Economics: Understand MRR, service bundling, and how a compliance practice becomes a profit line for an MSP. You advise partners on packaging, pricing, and positioning GRCaaS to their clients like someone who has run a P&L conversation before. 
• Quarterly Business Reviews: Run bi-weekly or QBRs that connect compliance posture to business results: contracts won because of compliance, risk retired, tenant growth, and what the next quarter should deliver. 
• Health and Risk Signals: Read usage, engagement, and contract signals to catch churn risk early and to expand where the value is already proven. 

4. Process and Collaboration 

• Pipeline Discipline: Keep HubSpot clean for your book: accurate stages, renewal dates, and expansion pipeline. The weekly revenue scorecard is built on your data being right. 
• Team Integration: Take clean handoffs of new customers from the Account Executive team, partner with Revenue Operations on reporting and tenant provisioning, and feed what you hear in the field back to product and leadership. 

Who You Are 

• Compliance Credible: You hold your own with practitioners on control language and with executives on what it means for their business, in the same meeting. 
• Business Minded: You think like an owner. Revenue, margin, and risk are not sales words to you; they are how you frame every recommendation. 
• Farmer at Heart: You measure yourself on customers kept and grown. Service drives revenue, and deep trusted relationships are how your book expands. 
• AI Enabled: You leverage AI for account intelligence, meeting preparation, and prioritization so your time goes to relationships, not busywork. 
• Process Oriented: You keep CRM clean, forecasts accurate, and follow through every time. 
• Resilient: Hard renewal conversations and honest compliance conversations both make you better. 

Preferred Background 

• Experience: 3+ years in B2B SaaS account management, customer success, or compliance advisory, carrying retention or expansion outcomes. 
• Compliance Depth: Working knowledge of CMMC, NIST 800-171, SOC 2, ISO 27001, CIS Controls, or NIST CSF. Certifications such as Security+, CISA, CISSP, or Cyber AB Registered Practitioner are a strong plus, as is hands on assessment or audit exposure. 
• Business Acumen: You have advised small and mid sized business owners or executives and can read a customer’s business model as fluently as their control set. 
• Channel Fluency: Experience managing MSP, MSSP, or partner led customer relationships is a strong plus. 
• Tools: Experience using HubSpot (or similar CRM) for renewals, expansion pipeline, and forecasting. 
• Education: Bachelor’s degree preferred but not required with equivalent experience. 

Why Join IntelliGRC? 

• Innovation and Impact: Expansion inside the customer base drives the majority of our growth. You will own a piece of the engine, with direct visibility to leadership. 
• AI Forward Culture: Harness AI tools to automate, analyze, and enhance your approach, so you and your accounts get more of your best thinking. 
• Collaborative Environment: Work closely with leadership and technical experts who value experimentation and transparency. 
• Career Growth: Join an Account Management organization that is scaling fast, with a clear path toward senior account and leadership roles as we grow. 

Compensation 

• Base salary of $80,000 with on target earnings of $140,000 through uncapped, flat rate commissions on expansion and renewals within your book. No accelerators and no caps. 

Apply Now: 

https://intelligrc.com/careers/ 

If you are excited about keeping and growing the customers that power our growth, and about being the advisor MSPs call before they call anyone else, let’s talk.