Relationship Manager

Relationship Manager

What You'll Do

• Build and own executive relationships

• Develop and maintain trusted relationships across multiple stakeholders at each client — operational contacts who use the program day-to-day and executive sponsors who make renewal decisions

• Earn the right to be in the room when it matters: regulatory exams, LP due diligence cycles, board-level risk conversations

• Show up in person when the moment calls for it — client visits are a core part of this role, not an exception

• Lead with outcomes, not activity

• Frame every client interaction around business impact: capital protected, regulatory exposure addressed, operational continuity improved

• Help clients translate security program progress into language their LPs, boards, and regulators can understand

• Ensure clients can articulate the value and outcomes they're receiving from Drawbridge — and have the narrative to justify that investment internally

• Maintain a clear, current view of what has been delivered for every account — and what's coming next

• Proactively manage the health of your book

• Surface risk early. Clients who feel heard and see value don't churn — clients who go quiet do. Monitor engagement signals and act on them before they become problems

• Prioritize your outreach around account health, not just renewal dates

• Partner with internal Client Success and technical colleagues who support delivery — you lead the relationship, they support the depth

• Leverage internal AI tools to stay ahead of your book: surface engagement gaps, synthesize client context, and move faster without sacrificing quality

• Grow the book

• Identify and advance expansion opportunities across the Drawbridge platform as clients' needs evolve

• Collaborate with the sales team on referrals and portfolio company introductions — particularly within PE firm relationships

• Own the commercial side of renewals: timeline management, stakeholder alignment, and negotiation

• Contribute to the team

• Submit accurate renewal forecasts on a weekly basis with clear notes on risk — forecasting is how the team gets ahead of churn, not reacts to it

• Bring market intelligence back from client conversations: LP due diligence trends, regulatory exam themes, competitive positioning signals

• Help build the playbook — this is a team that is scaling, and your experience shapes how the function evolves

• What We're Looking For

Experience

• 3–6 years in a client-facing role — relationship management, account management, or customer success — ideally at a SaaS, fintech, or financial services firm
• Demonstrated ownership of a book of business with NRR or retention accountability
• Background in alternative investment management (hedge fund, PE, or family office operations) or cybersecurity/enterprise SaaS — we'll train the other side

Skills

• An exceptionally strong communicator — you can run a meeting with a Managing Partner, write a follow-up that gets forwarded to the CFO, and make a complex risk landscape feel manageable

• Comfortable presenting data-driven findings and translating them into business terms for non-technical audiences

• Commercially sharp — you understand the difference between a happy client and a retained client, and you manage toward both

• Comfortable leveraging AI tools as part of your daily workflow — using them to work more efficiently, prepare more thoroughly, and stay ahead of a large book without sacrificing the quality of the relationship

• Disposition

• You're proactive by default. You don't wait for a client to raise a concern — you surface it first

• You're genuinely curious about your clients' businesses: how they raise capital, how they manage regulatory exposure, what keeps their COO up at night

• You build trust by showing up consistently and delivering on what you say you will

• Nice to Have

• Familiarity with SEC examination preparedness, Reg S-P, or LP due diligence processes

• Experience working alongside technical delivery teams (solutions engineers, vCISOs, or similar)

• Background in alternative investment operations — fund administration, compliance, technology

• Prior experience at a cybersecurity, GRC, or compliance SaaS company

• Hands-on experience using AI tools (Copilot, Claude, or similar) to manage client communications, synthesize account context, or accelerate workflow at scale

• What Success Looks Like

• 90 days: You know your book. You've connected with every client, you have a clear view of each account's health, and you've identified where attention is most needed.

• 6 months: Clients are hearing from you proactively. At-risk accounts have a plan. You're advancing expansion conversations without being prompted.

• 12 months: Clients think of you as their advisor — not their vendor's rep. Your NRR reflects that. You're contributing to how the RM team operates, not just executing within it.

• Why Drawbridge

• Work with a client base that is genuinely underserved and where the stakes are real — alternative investment firms are high-value targets, and most don't have the infrastructure to respond without a partner like Drawbridge

• Join a team that is building the RM playbook, not inheriting one — your contributions shape how this function grows

• Competitive base + performance compensation tied to NRR

• Hybrid in New York or Boston with regular client travel

• Drawbridge is an equal opportunity employer committed to building a diverse and inclusive team