Senior Manager, Upmarket Sales

At Vanta, our mission is to help businesses earn and prove trust. 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 a Senior Manager, Upmarket Sales at Vanta, you will lead a sales team focused on customers in the Mid-Market and Enterprise segments. You'll be asked to drive significant growth through innovative, value-based selling strategies and strong leadership of a team of Account Executives. This role demands a high-energy, hands-on leader ready to scale our upmarket business across APJ markets.

What you'll do as a Senior Manager, Mid-Market Sales, APJ at Vanta:

• Team Leadership and Development: Build, hire, and lead a team of high-performing Account Executives, cultivating a culture of success and continuous improvement through your coaching. Your leadership will guide the team through fast-paced sales cycles and ambitious growth targets.
• Strategic Sales Initiatives: Develop and refine effective sales strategies that maximize our market presence and revenue growth. Focus on creating a balanced approach to inbound and outbound sales activities, ensuring the team excels in both.
• Performance Management: Analyze sales data and team performance metrics to identify opportunities for improvement. Implement actionable insights to enhance sales tactics and team productivity, leveraging coaching frameworks to work side by side with your team members.
• Cross-Functional Collaboration: Work closely with marketing, product, and customer success teams to align strategies that enhance customer engagement and drive sales.

How to be successful in this role:

• Proven Experience: At least 5+ years of experience managing high-performing sales teams in a SaaS company.
• Hands-On Leadership Style: Demonstrated ability to coach and develop your team through direct involvement in sales activities, including joint calls and co-selling, to ensure team members meet their potential.
• Analytical and Strategic Mindset: Highly analytical, you leverage data to make informed decisions, adapting quickly to capitalize on new opportunities.
• Value Selling Focus: Exposure to value-based selling methodologies and the MEDDPICC discovery framework used in multi-stakeholder environments.
• Independent and Creative Problem-Solver: As a self-starter comfortable in autonomous roles, you excel in environments filled with ambiguity and are skilled at independently overcoming challenges and finding creative solutions.
• Robust Communication Skills: Your ability to communicate effectively across all levels of the organization will be key in fostering a collaborative team environment and ensuring alignment with company goals
• Scaling Outbound: Experience supporting a sales team in building outbound pipeline at scale.

What you can expect as a Vantan:

• Industry-competitive salary and equity
• Healthcare stipend towards health insurance for you and your dependents
• 16 weeks paid parental leave for all new parents (birthing, non-birthing, and adoptive)
• Health & wellness stipend
• Remote workspace stipend
• Commuter benefits for team members who attend the office
• Internet and cellphone stipend
• 9 company paid holidays
• 20 days of PTO per year
• Virtual team building activities, lunch and learns, and other company-wide events

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.