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

United States

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$363,000 – $427,000Compensation

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

Full TimeJob Type

UnknownVisa

Security, SaaS, Governance Risk ComplianceIndustries

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

Responsibilities

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

Skills

Key technologies and capabilities for this role

Sales LeadershipTeam BuildingGTM StrategyForecastingProspectingQualificationAccount Executive ManagementGRCEnablementPipeline Management

Questions & Answers

Common questions about this position

What is the salary range for the Director of Sales position?

The salary range is $363K - $427K.

Is this position remote?

Yes, the position is remote.

What experience is required for this role?

Candidates need 10+ years of customer-facing experience in SaaS sales, with at least 5+ years leading managers or second-line teams, and a proven track record of net-new logo acquisition and revenue growth in the North American Commercial or Enterprise segment.

What is the company culture like at Vanta?

Vanta has a kind and talented team that values customer value, high performance, and accountability, thriving in a fast-paced startup environment.

What makes a strong candidate for this Director of Sales role?

A strong candidate has 10+ years in SaaS sales with 5+ years leading teams, proven success in net-new logo acquisition in North American Commercial or Enterprise segments, and experience building GTM strategies and high-performing sales teams.

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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