Account Executive, Upmarket

Summary

Join Vanta, a company dedicated to helping businesses build trust through continuous security monitoring and verification, as an Account Executive. You will be part of a team scaling upmarket motion, shaping Vanta's strategy, and driving full-cycle deals. This role demands navigating complex deals independently and collaborating cross-functionally. Success involves managing the entire sales process, from prospecting to closing, both directly and through partners. The position is based in MN, WI, MI, IN, IL, IA, MO, KS, OK, AR, LA, or TX. Vanta offers a fast-paced, high-growth environment and the opportunity to work on strategic, high-value deals.

Requirements

• 5+ years in a closing Account Executive role, with at least 4 years selling Upmarket B2B SaaS
• Proven ability to consistently meet/exceed quota, including managing 5+ six-figure deals per quarter
• Strong outbound prospecting skills and ability to independently build a robust pipeline
• Experience managing complex, multi-stakeholder sales cycles (200–2,000 FTE companies)
• Executive presence with the ability to engage and influence C-level buyers
• Experience working both direct and via channel partners
• Technically conversant enough to build credibility with security and IT leaders
• Highly consultative with a customer-first mindset and a track record of long-term value delivery
• Comfortable operating in fast-paced, high-growth environments
• Aligned with Vanta’s mission to secure and protect customer data

Responsibilities

• Own and drive net-new business acquisition within the Enterprise and Upper Mid-Market segments
• Close 5+ six-figure opportunities per quarter, managing the full sales cycle from initial outreach through contract execution
• Build and maintain a strong pipeline through outbound prospecting, inbound leads, and partner/channel collaboration
• Engage directly with senior stakeholders (CISO, CIO, CTO) to deliver tailored, consultative value propositions
• Work closely with legal, product, engineering, solution engineers, and GRC specialists throughout the deal cycle
• Leverage and contribute to building the upmarket playbook, refining our GTM approach as we scale
• Provide accurate forecasts and deliver consistently against quota

Benefits

• Industry-competitive compensation
• 100% covered medical, dental, and vision benefits with dependents coverage
• 16 weeks fully-paid parental Leave for all new parents
• Health & wellness and remote workplace stipends
• Family planning benefits through Carrot Fertility
• 401(k) matching
• Flexible work hours and location
• Open PTO policy
• 11 paid holidays in the US