Account Executive

Summary

Join Vanta as an Upmarket Account Executive and guide enterprise clients through our sales process. Take ownership of the entire sales cycle, from prospecting to closing deals. Build relationships with senior executives and collaborate cross-functionally. This role offers a significant opportunity to impact the way security and compliance teams operate within large global businesses. Vanta is a rapidly growing company with a strong team and culture. We are looking for a highly skilled and motivated individual to join our sales team and contribute to our continued success.

Requirements

• A minimum of 4 years of experience in selling Enterprise B2B SaaS and a minimum of 7 total years of closing experience (additional points for experience in selling security software to enterprises)
• A proven track record of consistently meeting or exceeding quotas over the course of 6-8 quarters
• Strong skills in prospecting, pipeline generation, and account planning
• Effective communication and a commanding executive presence, with the ability to establish and manage C-level relationships
• A track record of successfully closing deals in the six-figure range in a competitive market
• Exceptional problem-solving abilities and a passion for making a significant impact in a startup environment
• Experience in managing complex deals with named accounts, particularly those with over 5,000 full-time employees
• Technical proficiency to understand Vanta's software and establish rapport with highly technical prospects
• Previous experience collaborating closely with product teams to promote new products
• A high level of empathy for customers, you are a consultative seller with a track record of long-term customer retention
• You are curious and resourceful, and thrive in a fast-paced setting
• You embody a growth mindset, always seeking opportunities for personal and professional development
• A deep passion for Vanta’s mission of securing & protecting customer data

Responsibilities

• Identify promising prospects, nurture and manage the sales pipeline, close deals, and explore opportunities for customer expansion
• Efficiently manage the sales pipeline while refining and implementing our Upmarket sales strategy
• Establish valuable connections with senior executives and decision-makers within the CISO department
• Prioritize your portfolio of clients, devise and execute account strategies and action plans
• Take ownership of the entire sales cycle, from prospecting to deal closure
• Provide customers with education and guidance on the value of Vanta's offerings
• Handle a substantial volume of both inbound and outbound activities to build a robust pipeline
• Accurately forecast performance against sales targets
• Collaborate with our product management team to align customer needs with product development
• Partner closely with various resources throughout the sales process, including legal, product, engineering, solution engineers, and GRC specialists

Benefits

• Industry-Competitive Salary and Equity
• 100% covered Medical, Dental, and Vision Benefits with Dependents Coverage
• 16 Weeks Fully Paid Parental Leave for All New Parents (Moms, Dads, Adoptive, Foster)
• Health & Wellness Stipend
• Remote Workspace Stipend
• 401(k) Matching Plan
• Flexible Work Hours and Location
• Open & Encouraged PTO Policy
• 9 Company Paid Holidays
• Free Memberships to Online Wellness Platforms (One Medical, Ginger, Headspace, and more!)
• Virtual Team Building Activities, Lunch and Learns, and other Company-Wide Events
• Offices in SF and NYC with Hubs of Vantans forming across the US, including but not limited to, Seattle, Austin, Indianapolis, LA, Boston, and more!