Head of Sales (SMB & VSB)

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 Senior Director of Sales to drive new business acquisition across SMB (20-200 employees) and VSB (1-20 employees) segments in North America. This leader will oversee Vanta’s Velocity and SMB sales teams, responsible for a significant portion of our quarterly new business.

You’ll lead, develop, and scale a team of ~5 Front Line Managers and over 30 Account Executives, consistently meeting monthly, quarterly, and annual revenue targets. In this role, you’ll have a direct impact on near-term outcomes at a high-growth company, while influencing how we build and support our customers' future success.

In this role, you’ll report directly to Vanta’s VP of Sales and Partnerships, while collaborating with key leaders such as the VP of Growth, Director of Global Sales Development, and Head of Revenue Operations.

What you’ll do as Head of Sales (SMB & VSB) 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 VSB 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 high velocity orgs (deal cycles less than 6 months) 

• 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

• …