Account Executive, Upmarket - Central/TOLA

United States

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$272,000 – $320,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Cybersecurity, ComplianceIndustries

Requirements

Candidates must have 5+ years of closing Account Executive experience, with at least 4 years specifically selling Upmarket B2B SaaS. Proven ability to consistently meet or exceed quota, including managing 5+ six-figure deals per quarter, strong outbound prospecting skills, and experience managing complex, multi-stakeholder sales cycles are essential. The role requires executive presence to influence C-level buyers, experience working with channel partners, and technical conversance to build credibility with security and IT leaders. A customer-first mindset, comfort in fast-paced, high-growth environments, and alignment with Vanta's mission are also required. Candidates must be based in MN, WI, MI, IN, IL, IA, MO, KS, OK, AR, LA, or TX.

Responsibilities

The Account Executive will be responsible for driving net-new business acquisition within the Enterprise and Upper Mid-Market segments, closing 5+ six-figure opportunities per quarter by managing the full sales cycle from initial outreach to contract execution. This includes building and maintaining a strong pipeline through outbound prospecting, inbound leads, and partner/channel collaboration. The role involves engaging directly with senior stakeholders, delivering tailored value propositions, and collaborating with legal, product, engineering, solution engineers, and GRC specialists. Responsibilities also include leveraging and contributing to the upmarket playbook, refining the go-to-market approach, and providing accurate forecasts to consistently deliver against quota.

Skills

Sales

Business Development

Prospecting

Full-cycle Sales

Account Management

Channel Sales

Enterprise Sales

Negotiation

CRM Software

Vanta

Automates SOC 2 compliance for businesses

About Vanta

Vanta simplifies the process of obtaining and maintaining SOC 2 certification, which is essential for organizations that manage sensitive customer data. The company offers a software-as-a-service (SaaS) platform that automates numerous checks to ensure that security controls are effective and compliant with industry standards. This automation helps small to medium-sized enterprises (SMEs) and tech companies monitor risks and vulnerabilities continuously, significantly reducing the time and cost associated with achieving SOC 2 compliance. Vanta's subscription-based model provides clients with a more efficient and cost-effective way to maintain compliance compared to traditional methods. The goal of Vanta is to transform the compliance process, allowing organizations to focus on their core operations while enhancing their security posture.

San Francisco, CaliforniaHeadquarters

2018Year Founded

$343.4MTotal Funding

SERIES_CCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

100% Benefits Coverage

Flexible & Remote Work

Paid Parental Leave

Unlimited PTO

Health & Wellness

401(k)

Risks

Emerging competitors like ComplyCube could challenge Vanta's market position.

Healthcare data breaches may increase demand for more robust security measures.

Reliance on partnerships like HITRUST poses risks if standards evolve significantly.

Differentiation

Vanta automates up to 90% of audit preparation, reducing compliance costs significantly.

The platform offers real-time insights, enhancing trust and streamlining security reviews.

Vanta's HITRUST e1 solution automates 80% of requirements, ensuring continuous compliance.

Upsides

Vanta secured $150M in Series C funding, boosting its growth potential.

Partnership with HITRUST enhances Vanta's credibility in the healthcare sector.

Rising demand for automated compliance solutions supports Vanta's market expansion.

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