Strategic Account Executive

2 days ago

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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

• Own and grow Vanta’s most strategic accounts, managing full-cycle sales from pipeline generation to close and expansion. • Build and execute tailored account strategies across 10K+ FTE enterprises, driving both net-new logos and strategic expansion. • Lead complex, multi-stakeholder sales cycles, engaging directly with CISOs, CIOs, CTOs, and procurement teams to align on business outcomes. • Architect strategic territory and account plans, leveraging internal partners (SDRs, Marketing, Solutions, Execs) to activate enterprise demand. • Collaborate cross-functionally with Product, Legal, and Customer Success to deliver tailored solutions that drive measurable outcomes. • Execute with precision and predictability — accurately forecast pipeline, manage deal velocity, and deliver consistently against multi-million dollar quotas. • Champion the enterprise customer voice internally, influencing roadmap priorities and shaping how Vanta evolves for the strategic segment. • Act as a trusted advisor to customers, guiding them through maturity in compliance, security operations, and risk management.

🎯 Requirements

• 7+ years of experience in Enterprise or Strategic Account Executive roles within B2B SaaS, consistently exceeding quota. • Proven success driving complex, multi-stakeholder deals ($100K–$1M+ ACV) with extended sales cycles (120+ days). • Recent experience selling into security, compliance, infrastructure, or IT operations verticals preferred. • Strong ability to prospect and build pipeline independently, balancing outbound discipline with executive relationship building. • Expertise in running structured enterprise sales methodologies (MEDDPICC, Command of the Message, Challenger, etc.). • Demonstrated skill in navigating C-suite relationships, including CIOs, CISOs, and CTOs, and leading multi-functional deal teams. • Executive presence — polished communicator with the ability to distill complex technical concepts into business outcomes. • Experience partnering across the business (CS, Marketing, Product, Solutions) to drive customer impact and revenue growth. • Technically conversant and credible with security and engineering leaders; able to translate customer pain into product value. • Passion for Vanta’s mission — helping businesses earn and prove trust while raising the bar for security across the internet.

🏖️ Benefits

• Industry-competitive compensation • 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