Senior Account Executive, Upmarket

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. What you’ll do as a Senior Account Executive, Upmarket at Vanta Identifying promising prospects, building and managing the sales pipeline, running PoVs, negotiating and closing deals Prioritizing your portfolio of prospects, devising and executing account strategies and action plans Devising effective outbound activities to build a robust pipeline and adequate pipeline coverage Establishing valuable connections with senior executives and decision‑makers within the CISO department Providing customers with education and guidance on the value of Vanta's offerings Developing business justification cases with prospect in order to secure budget for Vanta Accurately forecasting performance against sales targets on a monthly / quarterly basis Collaborating with our product management team to align customer needs with product roadmap Partnering closely with various resources throughout the sales process, including SDR, Solutions Engineering, GRC specialists, Legal and Deal Desk This is a hybrid role (three days a week in office) based out of our Sydney location How to be successful in this role A minimum of 5+ years of experience in selling B2B SaaS to mid‑market and enterprise customers Experience in the security / compliance space a nice to have A proven track record of consistently meeting or exceeding quarterly quotas over time Strong skills in prospecting, outbound pipeline generation, and new logo hunting Effective communication skills and a commanding executive presence, with the ability to establish and manage C‑level relationships A track record of successfully closing six‑figure deals, with comfort flexing into the seven‑figure range Exceptional problem‑solving abilities and a passion for making a significant impact in a fast‑paced startup environment Experience in managing complex deals / sales cycles with multiple stakeholders Technical proficiency to understand Vanta's software and establish rapport with technical prospects Previous experience collaborating closely with product teams to promote new products A high level of empathy for customers, consultative seller with a track record of long‑term customer retention You have a deep level of curiosity, resourcefulness, urgency and thrive in a fast‑paced environment You embody a growth mindset, always seeking opportunities for personal and professional development 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 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. 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. #J-18808-Ljbffr