Senior Sales Manager

Summary

Join Vanta as an Upmarket Sales Manager and lead a team of Account Executives, driving new business growth in mid-market and enterprise segments. Collaborate with senior leadership and cross-functional teams to expand Vanta's market presence and refine sales strategies. Partner with your team to secure new business from large global companies, transforming how security and compliance teams operate. This role offers the opportunity to significantly impact a mission-driven company experiencing rapid growth. You will mentor and coach your team, develop business plans, provide sales performance reporting, and contribute to Vanta's sales team growth through recruiting and training. The position requires a strong understanding of industry trends and technical aspects of Vanta's products.

Requirements

• 5+ years of experience selling B2B SaaS into Mid-Market and Enterprise segments, with 2-3+ years in a leadership or management role
• Demonstrated track record of consistently meeting or exceeding sales quotas
• Strong executive presence with excellent communication skills and the ability to establish and nurture C-level relationships
• Proven success in closing complex, competitive six-figure deals
• Ability to manage intricate sales cycles involving named accounts, ideally organizations with over 2,000 employees
• Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities with technical stakeholders
• Empathy-driven leadership style focused on consultative selling, long-term customer success, and team development
• A growth-oriented mindset, proactively seeking opportunities for continuous improvement and professional development
• Passionate alignment with Vanta’s mission of securing the internet and safeguarding customer data

Responsibilities

• Lead, mentor, and coach a team of high-performing Upmarket Account Executives, equipping them with the tools and guidance to achieve ambitious goals
• Drive new business growth through strategic selling and proactive territory management
• Develop clear business plans and identify necessary resources to effectively close new business
• Provide accurate forecasting and reporting on sales performance, ensuring transparency and accountability
• Clearly communicate strategic initiatives internally and externally, presenting effectively to various stakeholders
• Understand and map out prospect buying processes, guiding buyers through complex deals and identifying key decision-makers and influencers
• Continuously evolve Vanta’s sales strategy by introducing new initiatives, tactics, and solutions to increase deal sizes, resolve complex customer challenges, and drive overall revenue growth
• Actively contribute to growing Vanta’s sales team through recruiting, onboarding, and training new Account Executives
• Foster an inclusive and supportive sales culture aligned with Vanta’s core values
• Leverage the MEDDPICC/Force Management methodology to ensure disciplined, metric-driven sales processes
• Maintain a strong understanding of industry trends, competition, and technical aspects of our products

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
• Offices in SF, NYC, London, Dublin, and Sydney