Senior Account Executive at Vanta

Job description

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 Account Executive at Vanta, you will hunt and win new logos across North America's mid-market. You'll own your pipeline, run a full-cycle new business sales process, and help security, IT, and business leaders make trust a competitive advantage. You'll join our newly launched Mid Market team, selling a platform that gets broader and more technical with every product we launch. Our Senior Account Executives are hunters. SDRs and inbound are valuable partners, but our best AEs open doors themselves and own the pipeline it takes to hit their number. They are also curious learners: they go deep on a complex product and domain, run sharper discovery because of it, and tie what Vanta does to real business outcomes. If this sounds like you, and you're excited to join a growing sales team, we'd love to hear from you. What you’ll do as a Senior Account Executive at Vanta: - Build and own your pipeline: research target accounts, form a point of view on why they should talk to Vanta now, and run multi-channel outbound to open new logos - Partner with SDRs and capitalize on inbound demand, while owning the qualified pipeline needed to hit your number - Run the full sales cycle for mid-market companies 51-1000 employees, from first meeting through negotiation and close - Lead deep discovery with technical and business buyers, including CISOs, Heads of Security and IT, Engineering leaders, and executives - Connect Vanta to business outcomes like faster sales cycles, reduced risk, and lower cost of compliance, and build business cases that help your champions secure budget - Learn Vanta's platform deeply and keep pace as we launch new products and expand into new frameworks and use cases - Co-sell with Solutions Engineers, Value Engineers, GRC specialists, Channel, Deal Desk, and Legal - Maintain a healthy, accurate pipeline and forecast reliably against monthly and quarterly targets - Share customer insights with our product team to help shape the roadmap, and hand off smoothly to Customer Success How to be successful in this role: - 5+ years of quota-carrying closing experience, including 3+ years in B2B SaaS with a strong track record of exceeding quota in fast-paced, competitive environments - 3+ years acquiring new customers with 51-1000 employees. - Proven hunter: Consistently builds qualified pipeline and wins new customers through their own prospecting. - Technical aptitude and curiosity: Learns complex products, leads deep discovery, and connects capabilities to business outcomes. - Comfortable leading consultative sales with multiple stakeholders, particularly selling complex solutions - Resourceful, resilient, and demonstrate a bias for action. You take ownership, move with urgency, and follow through. - Must be authorized to work in the U.S. without the need for current or future employer sponsorship. - Uses AI in day-to-day work to amplify their skills and strengthen their outcomes, applying it across routine workflows, actively building fluency through experimentation, and exercising sound judgment to ensure AI-assisted work meets a high quality bar. What you can expect as a Vanta’n: - Industry-competitive salary and equity - Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans - 16 weeks paid Parental Leave for all new parents - Health & wellness stipend - Remote workspace, internet, and cellphone stipend - Commuter benefits for team members who report to the SF and NYC office - Family planning benefits - Matching 401(k) contribution with immediate vesting - Flexible PTO policy, plus 80 hours of Sick Time - 11 company-paid holidays - Virtual team building activities, lunch and learns, and other company-wide events! - Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney 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 and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials. #LI-remote 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. Referral Instructions If you are being referred for the role, please contact that person to apply on your behalf.

Requirements

Must-haves

If this sounds like you, and you're excited to join a growing sales team, we'd love to hear from you.
What you’ll do as a Senior Account Executive at Vanta:
Build and own your pipeline: research target accounts, form a point of view on why they should talk to Vanta now, and run multi-channel outbound to open new logos
Partner with SDRs and capitalize on inbound demand, while owning the qualified pipeline needed to hit your number
Run the full sales cycle for mid-market companies 51-1000 employees, from first meeting through negotiation and close
Lead deep discovery with technical and business buyers, including CISOs, Heads of Security and IT, Engineering leaders, and executives
Connect Vanta to business outcomes like faster sales cycles, reduced risk, and lower cost of compliance, and build business cases that help your champions secure budget
Learn Vanta's platform deeply and keep pace as we launch new products and expand into new frameworks and use cases
Co-sell with Solutions Engineers, Value Engineers, GRC specialists, Channel, Deal Desk, and Legal
Maintain a healthy, accurate pipeline and forecast reliably against monthly and quarterly targets
Share customer insights with our product team to help shape the roadmap, and hand off smoothly to Customer Success
5+ years of quota-carrying closing experience, including 3+ years in B2B SaaS with a strong track record of exceeding quota in fast-paced, competitive environments
3+ years acquiring new customers with 51-1000 employees.
Proven hunter: Consistently builds qualified pipeline and wins new customers through their own prospecting.
Technical aptitude and curiosity: Learns complex products, leads deep discovery, and connects capabilities to business outcomes.
Comfortable leading consultative sales with multiple stakeholders, particularly selling complex solutions
Resourceful, resilient, and demonstrate a bias for action. You take ownership, move with urgency, and follow through.
Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
Industry-competitive salary and equity
Remote workspace, internet, and cellphone stipend
Family planning benefits
Flexible PTO policy, plus 80 hours of Sick Time
11 company-paid holidays
Virtual team building activities, lunch and learns, and other company-wide events!

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Benefits

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Dental

Vision

401(K)

Pto

Parental Leave

Wellness