Account Executive, Upmarket - West

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 at least 5 years of experience in a closing Account Executive role, with a minimum of 4 years specifically selling Upmarket B2B SaaS. Proven success in consistently meeting or exceeding quota, including closing 5+ six-figure deals per quarter, is essential. Strong outbound prospecting skills, experience managing complex multi-stakeholder sales cycles, executive presence to influence C-level buyers, and comfort working with both direct and channel partners are required. Technical conversancy to build credibility with security and IT leaders, a consultative, customer-first mindset, and adaptability to fast-paced, high-growth environments are also necessary.

Responsibilities

The Account Executive will drive net-new business acquisition within the Enterprise and Mid-Market segments, closing at least 5 six-figure opportunities per quarter by managing the full sales cycle from initial outreach to contract execution. Responsibilities include building and maintaining a strong pipeline through outbound prospecting, inbound leads, and partner/channel collaboration. The role involves engaging directly with senior stakeholders to deliver tailored value propositions, working closely with internal teams like legal, product, engineering, and solution engineers, and leveraging the upmarket playbook to refine go-to-market strategies. Providing accurate forecasts and consistently meeting quota are key duties.

Skills

Sales

Account Management

Business Development

Prospecting

Negotiation

Full-cycle Sales

Enterprise Sales

Mid-Market Sales

Channel Sales

Partner Management

CRM

Pipeline Management

Stakeholder Management

Compliance

Security

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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