Senior Account Executive - APJ at Vanta

Sydney, New South Wales, Australia

Apply Now

Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Security, ComplianceIndustries

Requirements

Minimum of 5+ years of experience in selling B2B SaaS to mid-market and enterprise customers
Experience in the security/compliance space (nice to have)
Proven track record of consistently meeting or exceeding quarterly quotas
Strong skills in prospecting, outbound pipeline generation, and new logo hunting
Effective communication skills and commanding executive presence to establish and manage C-level relationships
Track record of successfully closing six-figure deals, with comfort flexing into seven-figure range
Exceptional problem-solving abilities and passion for impact in fast-paced startup environment
Experience managing complex deals/sales cycles with multiple stakeholders
Technical proficiency to understand Vanta's software and build rapport with technical prospects
Previous experience collaborating closely with product teams to promote new products
High level of empathy for customers, consultative selling with track record of long-term customer retention
Deep curiosity, resourcefulness, urgency, and thriving in fast-paced environment
Growth mindset, seeking personal and professional development

Responsibilities

Identifying promising prospects, building and managing the sales pipeline, running PoVs, negotiating and closing deals
Prioritizing portfolio of prospects, devising and executing account strategies and action plans
Devising effective outbound activities to build robust pipeline and adequate pipeline coverage
Establishing valuable connections with senior executives and decision-makers within the CISO department
Providing customers with education and guidance on the value of Vanta's offerings
Developing business justification cases with prospects to secure budget for Vanta
Accurately forecasting performance against sales targets on monthly/quarterly basis
Collaborating with product management team to align customer needs with product roadmap
Partnering closely with various resources throughout sales process, including SDR, Solutions Engineering, GRC specialists, Legal, and Deal Desk

Skills

Key technologies and capabilities for this role

Sales Pipeline ManagementProspectingOutbound SalesDeal NegotiationAccount StrategyExecutive EngagementCISO RelationshipsProof of Value (PoV)Compliance AutomationRisk Management

Questions & Answers

Common questions about this position

What is the work location and arrangement for this role?

This is a hybrid role requiring three days a week in the office, based out of our Sydney location.

What experience is required for this Senior Account Executive position?

A minimum of 5+ years of experience in selling B2B SaaS to mid-market and enterprise customers is required, along with a proven track record of consistently meeting or exceeding quarterly quotas.

What key skills make someone successful in this role?

Success requires strong skills in prospecting, outbound pipeline generation, and new logo hunting, effective communication with a commanding executive presence for C-level relationships, and a track record of closing six-figure deals.

What is the company culture like at Vanta?

Vanta has a kind and talented team where many have been successful without prior security experience, and the sales team is leading the charge in growing market share as the industry leader in compliance automation.

What does it take to be a strong candidate for this position?

A strong candidate has 5+ years selling B2B SaaS to mid-market and enterprise, a proven quota attainment record, experience closing six- and seven-figure deals, and skills in outbound prospecting and C-level engagement.

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.

Land your dream remote job 3x faster with AI

Try Jobo Free