Relationship Manager

Drawbridge | New York, NY (Hybrid) | Full-Time

The Role

At Drawbridge, the relationship is as important as the product. Our clients - COOs, CFOs, CCOs, and Managing Partners at some of the most sophisticated investment firms in the world - don't have time for vendor check-ins. They have time for trusted advisors who show up with a point of view, help them make sense of a complex regulatory and threat environment, and make them look smart in front of their stakeholders.

That's the job. As a Relationship Manager, you'll own a book of alternative investment firm clients across hedge funds, private equity firms, and family offices. You'll engage proactively, lead with outcomes, and become the trusted advisor those clients turn to when cybersecurity intersects with capital raising, regulatory scrutiny, or operational risk.

Your success is measured by Net Revenue Retention. The way you drive it is by ensuring every client in your book can clearly articulate the value they're getting from Drawbridge - and confidently justify that investment to their partners, boards, and LPs.

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