Sales Manager, Startups

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 Startups Sales Manager at Vanta, you’ll have the opportunity to build, lead, and develop a team of ambitious Account Executives focused on helping early‑stage companies grow securely. You'll collaborate closely with senior leadership and cross‑functional partners including product, marketing, and engineering to expand our presence in the startup and small business segment. Your work will directly shape Vanta’s go‑to‑market strategy as we scale, refine our sales motion, and strengthen our position as the leading trust management platform for startups. You’ll partner with your team to drive new business growth, working with founders and early operators at fast‑growing companies to transform how they approach security and compliance. This is your chance to make a substantial impact at an innovative, mission‑driven company. You’ll be stepping into a proven, high‑performing part of the business with strong momentum — and the opportunity to take it even further. Our team is talented, supportive, and diverse, with many successful contributors coming from backgrounds outside of security. What you’ll do as a Startups Sales Manager at Vanta Lead, mentor, and coach a small but high‑performing team of Account Executives, equipping them with the tools and guidance to succeed in fast‑paced, founder‑led sales cycles. Drive new business growth through proactive outbound prospecting, consultative value selling, and ownership of the full sales cycle. Build and refine repeatable sales playbooks and processes that can scale as the team grows. Provide accurate forecasting and pipeline management, ensuring visibility for leadership and investors. Partner closely with early customers to understand their needs and influence Vanta’s product roadmap. Continuously evolve Vanta’s sales approach by introducing new tactics and solutions to shorten sales cycles, increase deal sizes, improve win rates, and drive overall revenue growth. Actively contribute to scaling the team through recruiting, onboarding, and training new Account Executives. Foster an inclusive and supportive sales culture aligned with Vanta’s core values. Maintain a strong understanding of industry trends, competitors, and the challenges of scaling startups. How to be successful in this role 4+ years of experience selling B2B SaaS to startups and small businesses, with 1–2 years in a leadership or management role. Demonstrated track record of consistently meeting or exceeding sales quotas, both as an individual contributor and as a leader. Strong communication skills with the ability to build trust and credibility with founders and early‑stage operators. Proven success in managing fast‑paced, competitive sales cycles, often with resource‑constrained buyers. Experience building or refining sales processes, playbooks, and teams from the ground up. Technical aptitude to quickly understand and confidently communicate Vanta’s software capabilities. Empathy‑driven leadership style focused on consultative value selling, long‑term customer success, and team development. A growth‑oriented mindset, proactively seeking opportunities for continuous improvement and professional development. Passionate alignment with Vanta’s mission of securing the internet and safeguarding customer data. What you can expect as a Vanta 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 #LI-hybrid 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. #J-18808-Ljbffr