Director, Sales (SMB & Mid-Market)

At Vanta, our mission is to secure the internet and protect consumer data. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. 

We are seeking an experienced Director of Sales that will own our new business acquisition across the SMB and Mid-Market in North America. This individual will own Vanta’s Velocity and Commercial sales organizations delivering a meaningful portion of our new business on a quarterly basis.

You will be accountable for leading, developing and growing a team of Managers and Account Executives, and delivering on quarterly and annual revenue targets. You will have a meaningful impact on the near-term outcomes for a fast-paced, high-growth company, while also helping to shape what we build and how we support our customer’s goals in the future.

What you’ll do as a Director, Sales (SMB & Mid-Market) at Vanta:

• Lead, coach and scale a team of sales managers and their teams of account executives

• Deliver against a series of monthly and quarterly revenue and pipeline generation goals

• Assist your team throughout our value-driven sales process by deeply understanding customers requirements and showcasing value via Vanta.

• Drive sales performance: activity, pipelines, weekly forecasts, and closed-deals to ensure quota attainment

• Regularly report on team and individual results through pipeline management, forecasting and strategic initiative reporting.

• Define the forward-looking strategy for our SMB and MM sales approach, Identify areas of opportunity and make recommendations for improvement in the areas of process, efficiency and productivity

• Partner with cross-functional teams in Go to Market and Engineering & Product Development to refine and mature the customer experience

• Advance the skills and careers of our managers and individual contributors 

• Represent the business and the leadership team to customers

How to be successful in this role:

• Rigorous command of the key metrics of the business

• Reliable, consistent forecasting

• Master of sales process in both high velocity orgs (deal cycles less than 6 months) and larger strategic deals with an ACV of 25k - 250k.

• Mastery of coaching to value-based selling methodology (such as Command of the Message)

• A high bar for inspection, evolution, and execution in the business

• Succinct, concise, and compelling written and verbal communication

• Impeccable cross-functional partnerships

• Understanding of how to leverage GTM …