[Remote] Director of Sales, Commercial Upmarket - NAMER at Vanta

United States

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Not SpecifiedCompensation

N/AExperience Level

N/AJob Type

Not SpecifiedVisa

N/AIndustries

Requirements

10+ years of customer-facing experience in SaaS sales
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
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
Collaborative and influential, with a track record of success working cross-functionally
Passion for cybersecurity, compliance, and helping customers build trusted businesses

Responsibilities

Lead the build-out of the Upmarket Commercial segment in North America
Design and execute the go-to-market motion for net-new logo acquisition
Hire and develop a high-performing team of managers and account executives
Define the playbooks, processes, and metrics needed to scale
Partner closely with Sales, Marketing, Product, Operations, Enablement, and Customer Success
Drive strategy, process, and execution to consistently exceed ambitious new business targets
Build a team culture of customer value, high performance, and accountability
Define and operationalize the GTM strategy for the Upmarket Commercial segment
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
Own and analyze key KPIs such as pipeline coverage, win rates, ACV, sales velocity, and attainment
Drive adoption of proven sales methodologies
Represent Vanta at industry events and customer meetings
Thrive in a fast-paced, startup environment and contribute to transformational change

Skills

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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