Compliance Account Manager (CMMC / NIST Focus) at On Call… · Virginia…

About On Call Computer Solutions

On Call Computer Solutions (OCCS) is a cybersecurity and compliance-focused Managed Service Provider (MSP) helping defense contractors and regulated organizations achieve and maintain compliance with frameworks such as CMMC, NIST 800-171, and DFARS.

We don’t just support IT, we help clients win and retain government contracts by operationalizing compliance. Our growth model is built on long-term client partnerships, recurring revenue, and continuous compliance lifecycle management.

Role Overview

The Compliance Account Manager owns the full post-sale revenue lifecycle for a portfolio of clients, including renewals, expansion, and long-term account growth.

This role operates at the intersection of account management, sales, and compliance advisory. You will serve as a trusted partner to defense contractors navigating CMMC and NIST requirements—translating compliance gaps and milestones into clear business value and revenue opportunities across managed services, remediation, and ongoing compliance programs.

You will work closely with Sales, Compliance, and Service Delivery teams to identify, position, and close expansion opportunities, while ensuring clients progress successfully through their compliance journey.

What You’ll Own

Account Revenue Ownership

• Own a portfolio of client accounts with responsibility for Gross Revenue Retention (GRR) and Net Revenue Retention (NRR)
• Manage and forecast renewals, expansions, and churn risk
• Maintain accurate account forecasts and expansion pipeline within CRM
• Drive account profitability and long-term revenue growth

Account Growth & Sales Execution

• Build and execute strategic account plans aligned to client compliance roadmaps
• Identify, develop, and close upsell and cross-sell opportunities
• Own and manage an expansion pipeline (target: 3–5x coverage)
• Lead or co-lead renewal and expansion deal cycles, including pricing and positioning
• Partner with Sales on multi-threading accounts and uncovering buying signals
• Increase average revenue per account (ARPA) over time

Compliance Advisory & Commercialization

• Act as a strategic advisor on CMMC, NIST 800-171, and compliance lifecycle progression
• Translate compliance gaps, audit readiness, and regulatory changes into actionable service opportunities
• Align compliance milestones (assessments, remediation, audits) with revenue events
• Position OCCS services as essential to maintaining compliance and contract eligibility

Client Relationship Management

• Build and maintain strong executive and operational relationships within client accounts
• Conduct regular business reviews (QBRs) tied to compliance progress and account growth
• Proactively identify and mitigate churn risks
• Ensure high levels of client satisfaction and engagement

Cross-Functional Collaboration

• Partner with Sales, Compliance, and Service Delivery teams to execute account strategy
• Ensure seamless handoffs from Sales to Delivery
• Provide feedback to internal teams on client needs, market trends, and service gaps
• Support development of new service offerings based on client demand

Key Metrics for Success

• Net Revenue Retention (NRR)
• Gross Revenue Retention (GRR)
• Expansion Revenue (Upsell/Cross-sell)
• Renewal Rate
• Expansion Pipeline Coverage & Win Rate
• Average Revenue Per Account (ARPA Growth)
• Customer Lifetime Value (LTV)

What We’re Looking For

Core Experience

• 3–7+ years in Account Management, Customer Success (revenue-focused), or B2B sales
• Proven track record of driving or closing expansion revenue
• Experience managing recurring revenue accounts (MSP, SaaS, or services)

Sales & Account Management Skills

• Ability to own and grow a book of business
• Comfortable managing pipeline, forecasting, and deal cycles
• Strong consultative selling and relationship-building skills
• Experience leading renewal and expansion conversations

Compliance / Industry Knowledge (Preferred)

• MUST HAVE familiarity with CMMC, NIST 800-171, DFARS, or similar frameworks
• Experience working with government contractors or regulated industries
• Ability to translate technical/compliance concepts into business value

Core Competencies

• Strategic thinking and account planning
• Strong communication and executive presence
• Commercial mindset with a focus on revenue outcomes
• Ability to operate in a cross-functional, fast-paced environment
• High ownership and accountability

Why Join OCCS

• Be part of a rapidly growing company in the high-demand cybersecurity and compliance space
• Direct impact on revenue growth and client success
• Opportunity to work with clients in the Defense Industrial Base (DIB)
• Collaborative, entrepreneurial environment with room to grow

Compensation & Structure

• Base salary + performance-based incentives tied to retention and expansion
• Opportunity for significant upside based on account growth performance
• Full-time, remote position

How to Apply

If you’re an account manager who thrives on owning revenue, building relationships, and turning complex compliance challenges into growth opportunities, we’d love to hear from you.