Enterprise Sales Manager, Vanta
$298-350k
OTE
More information about location
Automated compliance and security provider
Open for applications
Automated compliance and security provider
501-1000 employees
Open for applications
$298-350k
OTE
More information about location
501-1000 employees
Company mission
To secure the internet and protect consumer data.
Role
Who you are
- A minimum of 5+ years selling Enterprise B2B SaaS, with at least 2-3+ years of management/leadership experience
- A proven track record of consistently meeting or exceeding quotas
- 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, thrive working in a fast-paced, high-volume environment and enjoy the challenge of making a large impact early on in a start-up environment
- Experience in managing complex deals with named accounts, particularly those with over 5,000 full-time employees
- Possess the technical competency to understand Vanta’s software and build great relationships with highly technical prospects
- A high level of empathy for your team, our customers, you are a consultative seller with a track record of long-term customer retention
- 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 the job involves
- As an Enterprise Sales Manager at Vanta, you’ll have a unique opportunity to lead, build and support a team of highly motivated and ambitious Account Executives during a period of rapid-growth at Vanta
- You’ll work side-by-side with our leadership, product, marketing and engineering team as we work towards building our Enterprise team and GTM sales motion
- You will play an integral role in shaping our Enterprise sales organization as we continue to scale, move up market, and distinguish Vanta as best-in-class to prospects in our rapidly growing and newly developed-category
- As a Sales Manager, you will have the opportunity to partner closely with your reps in landing, expanding and managing accounts across the Fortune 500 globally
- 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
- Lead and mentor a team of high-performing Enterprise Account Executives, providing them with the necessary tools, coaching, and support to achieve business objectives
- Drive new business development and manage strategic selling and account management
- Develop business plans and resource requirements to close new business within your region, and expand these accounts by providing new account services for customer and company long term success
- Deliver accurate forecasting for deals and quarterly revenue, ensuring transparency and accountability
- Effective communicator and presenter. Be able to present strategic ideas to small and large groups of customers (Internally/Externally)
- Map prospect and buying processes, assist buyers in navigating deals, and identify key stakeholders, mobilizers, and blockers to drive deal momentum
- Evolve Vanta’s sales playbook by developing and implementing new sales initiatives and strategies that will increase deal sizes, resolve complex use cases, and drive more revenue to the company
- Grow the Sales team at Vanta, through active involvement in recruitment, on-boarding and training of new Account Executives
- Help to continually foster an inclusive Sales organization representing Vanta’s culture and values
- Utilize the MEDDPICC/Force Management framework to drive a disciplined and metric-driven sales process
- Maintain a high level of relevant technical & industry knowledge
Otta's take
Sam Franklin
CEO of Otta
The security auditing process is usually very time-consuming, taking hours to complete, and it is often difficult for start-ups to invest time into such a process. Yet, the benefits of security accreditation are enormous, mainly as many such businesses are working globally and need ways to demonstrate security compliance to one another. Vanta works specifically with start-ups to help them complete and pass security audits such as SOC 2 and ISO 27001.
The company is a compliance portal and security monitoring platform that businesses use to assess their risk levels. Vanta carries out a pre-audit of a company's digital security and highlights areas that need to be worked on before a full analysis of all threats is carried out. Other businesses such as Datadog or PagerDuty offer similar security monitoring services, but Vanta monitors its customers throughout the year, allowing any issues to be identified and addressed early on.
Vanta has found a valuable cybersecurity niche within the giant SaaS market. Companies such as Lattice, Clubhouse, and Calm are all customers, demonstrating a growing trend for companies to manage their cybersecurity proactively, which Vanta should be able to take advantage of to further grow and develop into the future.
Insights
Few candidates hear
back within 2 weeks
38% female employees
20% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jul 2024
$150m
SERIES C
Sep 2022
$40m
SERIES B
Total funding: $353m
Company benefits
- Health & Wellness: Vanta values the health and well-being of our teammates and offers comprehensive medical, dental, and vision coverage for teammates and dependents. Vanta is excited to provide an additional range of benefits that holistically support your physical, emotional, and financial wellbeing
- Work Your Way: Enjoy a remote-first setup if you're in the US, or go hybrid at our international offices
- Paid Parental Leave: Industry competitive paid parental leave for all parents
- Time Away: Industry competitive and generous PTO policy
- 401K Plan: 401k matching contribution plan
Company values
- Put customers first: We center our customers and their needs in our work, and invest in long-term relationships with them
- Presume good intent: We naturally support and uplift our teammates and partners. We are kind to and respectful of Vanta’ns, partners, customers, and even competitors - and we presume good intent, especially with teammates.
- Bias for action: We make decisions and act quickly even in the face of uncertainty. When we get new information, we’re comfortable with reversing decisions as long as we move quickly so we can iterate and learn
- Lead with resilience: We don’t let day-to-day volatility knock us off course - we operate with resilience and fortitude. We see rapid change as an opportunity to continue redefining an industry in service of our customers
- Decide with frameworks: We develop and use frameworks to evaluate alternatives neutrally, focus requests for feedback, explain the “why” behind decisions, and ensure that similar decisions in the future are made consistently
- Do what it says on the tin: We hold ourselves to the highest standards, and are truthful, humble, and accountable, especially when we (inevitably) make mistakes along the way
Company HQ
Civic Center, San Francisco, CA
Articles
Founders
Christina Cacioppo
(CEO)Worked in Investment at Union Square Ventures, before becoming a Professor at the School of Visual Arts. Co-founded Nebula Labs, and worked in Product Management at Dropbox.
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