Director of Sales, Commercial Upmarket

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November 4

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Vanta

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Compliance • Security • SaaS

Vanta is a trust management platform that streamlines compliance workflows and enhances security programs for businesses. By leveraging automation, Vanta helps companies achieve and maintain compliance with frameworks like SOC 2, ISO 27001, and GDPR. It offers solutions for companies of all sizes, from startups to enterprises, ensuring security and compliance at scale. With integrations with over 375 tools, Vanta leverages AI to simplify tasks such as questionnaire automation and vendor risk management. Vanta empowers service providers and auditors to deliver efficient and satisfactory experiences, helping businesses build trust with their clients and partners.

201 - 500 employees

Founded 2018

📋 Compliance

🔐 Security

☁️ SaaS

💰 $40M Series B on 2022-10

📋 Description

• Build a team culture of customer value, high performance, and accountability. • Hire and develop a team of expert Managers who can recruit, coach, and develop top AE talent to consistently achieve new logo goals. • Define and operationalize the GTM strategy for the Upmarket Commercial segment, including segmentation, ICP, value proposition, buyer personas, and competitive positioning. • Design and implement repeatable playbooks for prospecting, qualification, discovery, value articulation, objection handling, and closing. • Deliver an accurate weekly forecast for new logo bookings and pipeline health. • Develop enablement programs that ensure your team is expert in Vanta’s products, our space, and the skills required for world-class AE performance. • Partner closely with cross-functional teams — including Revenue Operations, Product, Marketing, Sales, Recruiting, and Enablement — to represent your customers’ needs and achieve shared goals. • Own and analyze key KPIs such as pipeline coverage, win rates, ACV, sales velocity, and attainment; use data to guide decisions and drive performance. • Drive adoption of proven sales methodologies such as MEDDPICC and Command of the Message to build consistency and excellence across your team. • Represent Vanta at industry events and customer meetings across the region, evangelizing our mission and solutions. • Thrive in a fast-paced, startup environment and contribute to transformational change. • Travel approximately 20–30% of the time to engage with customers, partners, and internal teams.

🎯 Requirements

• 10+ years of customer-facing experience in SaaS sales, with at least 5+ years leading managers or second-line teams. • Proven track record of net-new logo acquisition and revenue growth in the North American Commercial or Enterprise segment. • Experience building or scaling a new GTM segment or motion from the ground up. • Strong executive presence with the ability to build trusted relationships with C-level buyers and influence at all levels. • Deep understanding of SaaS sales models, metrics, and pipeline management. • Familiarity with MEDDPICC, Command of the Message, or other structured sales methodologies (preferred). • Analytical, data-driven, and operationally excellent leader who leverages insights to drive outcomes. • Collaborative and influential, with a track record of success working cross-functionally to achieve business goals. • Thrives in high-growth, dynamic environments and enjoys leading through change. • Passion for cybersecurity, compliance, and helping customers build trusted businesses.

🏖️ Benefits

• 100% covered medical, dental, and vision benefits with dependents coverage • 16 weeks fully-paid parental Leave for all new parents • Health & wellness and remote workplace stipends • Family planning benefits through Carrot Fertility • 401(k) matching • Flexible work hours and location • Open PTO policy • 11 paid holidays in the US