Description
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.
Responsibilities:
- 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
Requirements:
- 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
- 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
Benefits:
- Industry-competitive salary and equity
- Comprehensive medical, dental, and vision coverage
- 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!