Account Executive, Upmarket

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 expansionEfficiently managing the sales pipeline while refining and implementing our Upmarket sales strategyEstablishing valuable connections with senior executives and decision-makers within the CISO departmentPrioritizing your portfolio of clients, devising and executing account strategies and action plans.Taking ownership of the entire sales cycle, from prospecting to deal closureProviding customers with education and guidance on the value of Vanta's offeringsHandling a substantial volume of both inbound and outbound activities to build a robust pipelineAccurately forecasting performance against sales targetsCollaborating with our product management team to align customer needs with product developmentPartnering closely with various resources throughout the sales process, including legal, product, engineering, solution engineers, and GRC specialistsTo 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 quartersStrong skills in prospecting, pipeline generation, and account planningEffective communication and a commanding executive presence, with the ability to establish and manage C-level relationshipsA track record of successfully closing deals in the six-figure range in a competitive marketExceptional problem-solving abilities and a passion for making a significant impact in a startup environmentExperience in managing complex deals with named accounts, particularly those with over 5,000 full-time employeesTechnical proficiency to understand Vanta's software and establish rapport with highly technical prospectsPrevious experience collaborating closely with product teams to promote new productsA high level of empathy for customers, you are a consultative seller with a track record of long-term customer retentionYou are curious and resourceful, and thrive in a fast-paced settingYou embody a growth mindset, always seeking opportunities for personal and professional developmentA deep passion for Vanta’s mission of securing & protecting customer dataWhat you can expect as a Vantan:Industry-Competitive Salary and Equity100% covered Medical, Dental, and Vision Benefits with Dependents Coverage16 Weeks Fully Paid Parental Leave for All New Parents (Moms, Dads, Adoptive, Foster)Health & Wellness StipendRemote Workspace Stipend401(k) Matching PlanFlexible Work Hours and LocationOpen & Encouraged PTO Policy9 Company Paid HolidaysFree Memberships to Online Wellness Platforms (One Medical, Ginger, Headspace, and more!) Virtual Team Building Activities, Lunch and Learns, and other Company-Wide EventsOffices in SF and NYC with Hubs of Vantans forming across the US, including but not limited to, Seattle, Austin, Indianapolis, LA, Boston, and more! 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.#LI-remoteAt 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 VantaWe 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.

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