Director of Sales, Vanta
SMB & Mid Market
$340-400k
Automated compliance and security provider
Open for applications
Automated compliance and security provider
501-1000 employees
Open for applications
$340-400k
501-1000 employees
Company mission
To secure the internet and protect consumer data.
Role
Who you are
- Rigorous command of the key metrics of the business
- Reliable, consistent forecasting
- Master of sales process in both high velocity orgs (deal cycles less than 6 months) and larger strategic deals with an ACV of 25k - 250k
- 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
- Succinct, concise, and compelling written and verbal communication
- Impeccable cross-functional partnerships
- Understanding of how to leverage GTM resources including Enablement and Revenue Operations to further the work of the team
- Strong eye for talent, both in hiring and in advancing the careers of Vanta’ns
- Independent operator, capable of leading a team in a rapidly changing hypergrowth environment
What the job involves
- We are seeking an experienced Director of Sales that will own our new business acquisition across the SMB and Mid-Market in North America
- This individual will own Vanta’s Velocity and Commercial sales organizations delivering a meaningful portion of our new business on a quarterly basis
- You will be accountable for leading, developing and growing a team of Managers and Account Executives, and delivering on quarterly and annual revenue targets
- You will have a meaningful impact on the near-term outcomes for a fast-paced, high-growth company, while also helping to shape what we build and how we support our customer’s goals in the future
- 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 MM 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
Our take
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.
Kirsty
Company Specialist
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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