Upmarket Account Executive

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. 

As an Upmarket Account Executive at Vanta, you will have a unique opportunity to guide upmarket and enterprise logos through our consultative and value-driven sales process.  The role involves taking full ownership of the entire sales cycle, including prospecting and breaking into new logos, as well as helping to build our sales motion and collaborate cross functionally as we continue to sell more enterprise logos.  This is an exciting and massive opportunity to partner alongside some of the largest businesses globally and completely revolutionize the way security and compliance teams are operating.    

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. 

Vanta is growing quickly, and we're continually outpacing our growth targets while maintaining very strong NPS scores. Our Sales team is leading the charge in exceeding our revenue goals and growing our market share as the industry leader in compliance and security.

If this sounds like you, and you're excited to join a growing sales team, we'd love to hear from you.

As an Upmarket Account Executive (AE) at Vanta, your responsibilities will include:

• Identifying promising prospects, nurturing and managing the sales pipeline, closing deals, and exploring opportunities for customer expansion

• Efficiently managing the sales pipeline while refining and implementing our Upmarket sales strategy

• Establishing valuable connections with senior executives and decision-makers within the CISO department

• Prioritizing your portfolio of clients, devising and executing account strategies and action plans.

• Taking ownership of the entire sales cycle, from prospecting to deal closure

• Providing customers with education and guidance on the value of Vanta's offerings

• Handling a substantial volume of both inbound and outbound activities to build a robust pipeline

• Accurately forecasting performance against sales targets

• Collaborating with our product management team to align customer needs with product development

• Partnering closely with various resources throughout the sales process, including legal, product, engineering, solution engineers, and GRC specialists

To excel in this role, you should possess the following qualifications:

• 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

What you can expect as a Vantan:

• 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! 

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below. The salary or OTE range for this position is $272,000-$320,000. This role may also be eligible for commissions/bonus, equity, medical benefits, 401(k) plan, and other company perk programs.

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At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security.From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged. 

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.